How Atlassian solution partners can refer clients for AI data licensing

Why a Jira consultant is well placed

You see how engineering and IT teams really work: issue workflows, sprint history, incident reviews, runbooks and approvals. You also know who administers the instance, how many years of history it holds and whether anyone ever archived a retired project. Those details decide whether a company has a credible data opportunity, and you often have a line to the CTO, COO or owner who can say yes.

This page is for solution partners, consultants and administrators in the Atlassian ecosystem. SourceX is not affiliated with or endorsed by Atlassian; the referral program is open to anyone.

SourceX acts as the transaction layer between companies that hold proprietary records and the AI developers who license them, covering rights review, delivery and payment. Companies keep ownership, and nothing is binding until they sign.

What records make an Atlassian-heavy company interesting

AI developers are shifting from models that answer questions to agents that carry out multi-step tasks. Training and evaluating them needs records of real work with decisions and outcomes, which are thin on the public web and mostly sit inside companies.

Software companies, IT services firms, engineering firms and the internal IT groups of larger operating businesses are the likeliest fits. The related page on internal IT service management records as AI data goes deeper on tickets.

The issue-trail screen

Before you raise it, check whether the history is deep, connected and owned by the client.

• Size: 50+ full-time employees at peak, contractors excluded?
• Age: several years of documented work, ideally 5-10+ years, including projects from before a migration?
• Connection: do issues link to code, documentation and deployments, or is each tool an island?
• Hygiene: has the team archived or bulk-deleted old projects? Deleted history is gone.
• Ownership: did the company create the work, or is the instance mostly its clients' projects?
• Sponsor: can you reach the owner, CEO, CTO, CFO or another authorized representative?

The company fit checker offers a preliminary, non-binding screen with no contact details required.

Where the real hazard sits: client work

Some Atlassian users are agencies, consultancies and managed service providers whose instances hold their clients' projects, credentials and incident details. That material usually belongs to the client or is covered by confidentiality terms. Without the clients' consent it is not the company's to license.

A fit candidate is a product company with its own roadmap, or a services firm whose internal operations are clearly separate from client engagements. If a client's work is mixed into the instance, treat the opportunity as limited until the company has sorted out rights. Ticket text can also hold passwords, personal data and security details, so redaction rules are agreed before any work begins.

When to raise it

The guide on ROT data cleanup explains why marking history obsolete too quickly can remove the most valuable records.

How the introduction works

Keep your role to what you can do from outside the instance.

What you do:

• Register as a partner and send your referral link, or submit the company through the referral form.
• Give basic fit information: size, years of history, which tools are in use.
• Make the CTO or owner aware that you may receive a reward.

What you leave to SourceX and the company:

• Qualification on size, history, data breadth and rights.
• The data inventory, scope decisions and redaction rules.
• One all-in price and terms. Nothing is binding until the company signs.
• Buyer review (buyers typically respond within about two weeks once the company is deal-ready), delivery, and the company's one-time payment, typically within about 60 days of invoicing after the buyer selects the data.

Your reward is paid after SourceX receives payment. Never export tickets, pages, repository data or screenshots from a client's instance, even with admin rights.

What to say

The introduction email builder drafts a tailored note.

How rewards work

Partners earn 25% of the eligible platform fees SourceX actually collects from the referred company's licensing deals, capped at $100,000 cumulative per referred company. The reward is payable only after the buyer pays and SourceX receives its fee; a lead, meeting or signed agreement alone does not trigger payment, and no reward is guaranteed. It is a share of SourceX's fee and is never deducted from what the company receives.

Solution partners may earn licensing margin and services revenue, so a one-time fee share is a different shape; compare it in one-time referral reward vs recurring revenue share. Check your partner agreement for outside-compensation clauses, and tell the client you may receive a reward. For the role distinction, see channel partner vs referral partner.

When not to bring it up

This is not worth raising when:

• Peak headcount was below 50 full-time employees.
• The instance mainly holds client projects and the clients have not consented.
• Old projects were deleted or the instance was closed without an export.
• The records were already licensed for AI training.
• Nobody at the company can run an export.
• You cannot get to an authorized sponsor.

Next step

Pick one product or IT services client with a long, connected history, then register as a partner. The who qualifies page lists the baseline, the network opportunity finder helps you shortlist, and the playbooks for Acumatica partners and Google Workspace partners show how the same approach works in other ecosystems. MSPs can also read additional revenue streams for MSPs.