Advisor Playbook: Introducing Data Licensing During Client Reviews

As trusted advisors, you have a unique vantage point into your clients' operations and untapped assets. Many US companies possess valuable proprietary data that could be licensed to AI labs and data buyers, creating new revenue streams without impacting core business. SourceX is the enterprise data transaction layer that manages this complex process, from sourcing and rights review to delivery and payment.

This playbook outlines a practical, ethical, and structured approach for accountants and consultants to introduce data licensing as a potential opportunity during annual client reviews.

Step 1: Initial Fit Check (Pre-Review Preparation)

Before you even meet with your client, conduct a quick internal assessment based on your existing knowledge of their business. This isn't about deep analysis, but rather identifying basic indicators that suggest a potential fit for data licensing.

• US-based company? SourceX focuses on US companies. (Source: F06)
• ~50+ full-time employees? Look for companies with significant operational scale. (Source: F06)
• Years of operating records? Established businesses often have richer historical data. (Source: F06)
• Proprietary data assets? Think about data they generate in their daily operations that isn't typically shared.

Step 2: The Soft Introduction (During Client Review)

During your annual review, once you've covered core topics, transition to potential new growth areas. Frame data licensing as a strategic opportunity, not a technical one. Remember, SourceX manages the transactions, not AI model training. (Source: F10)

Key Discussion Points:

• New Revenue Streams: "Many businesses are finding new revenue by licensing their proprietary data to AI labs and data buyers. Have you ever considered if your operational data could hold value beyond its internal use?" (Source: F09)
• No Disruption to Core Business: "This isn't about changing your core operations or training AI models yourself; it's about potentially monetizing data assets through a managed platform like SourceX, which handles the complex aspects of licensing and payment." (Source: F09, F10)
• Company Control & Privacy: "Any potential licensing would be strictly defined by you. SourceX facilitates the transaction, ensuring your company retains control over data scope, anonymization, and all commercial terms. Your team would never be asked to handle raw data for this process. We just help connect you with the right buyers." (Source: F06)

Step 3: Gauge Interest & Secure Approval for Introduction

If the client expresses interest, provide more detail, emphasizing the benefits and SourceX's role as a facilitator.

• "What kind of data are we talking about?" Explain that SourceX is looking for structured, proprietary operational data that companies have the rights to license. The specific types vary greatly by industry. (Source: F06)
• Key Qualifications Check: Briefly reiterate the need for an authorized sponsor within their company, rights to license the data, and sufficient operational history. (Source: F06)
• Seeking Permission: "If this sounds like a potential fit, would you be open to an introduction to SourceX? They can assess your data assets in more detail and explain the process, with no obligation. All discussions would be direct between SourceX and your company." (Source: F06)

Step 4: The Introduction (Post-Review Action)

Once your client gives approval, your role is simple: make the introduction.

• Direct Referral: Use the SourceX referral portal to submit the company's details. Ensure you have the correct contact person who can act as an authorized sponsor. (Source: F06)
• Attribution: SourceX credits the first valid referrer whose introduction leads to a verified company application. (Source: F04)
• Your Reward: As a partner, you can earn 25% of the eligible platform fees SourceX collects from successful licensing deals, up to $100,000 cumulative per referred company. This reward is a share of SourceX's fee and is never deducted from what your client receives. (Source: F01, F02, F07)
• Payout Trigger: Remember, rewards become payable only after the buyer pays and SourceX receives its fee. A lead or meeting alone does not trigger payment. (Source: F03)

Illustrative Scenario: Potential Earnings

Consider a hypothetical scenario where SourceX facilitates a licensing deal for your referred client.

This simple, structured approach allows you to explore new value for your clients while creating a new revenue stream for your practice, all without handling sensitive client data yourself. (Source: F06)

--- Refer a company · How rewards work