Channel partners meet these companies often: the IT provider supporting a 40-person testing lab, the accounting firm closing the books for a small forensic engineering practice. The excitement is understandable, and so is the mistake that follows it: a sentence to the owner that sounds like a decision.
Who can grant a size exception, and who cannot
Only SourceX. Your part ends at noticing and asking, and four published lines explain why.
| Published source | What it says | What it lets a partner say |
|---|---|---|
| Program terms, section 1 | Introduced companies must meet the sourcing criteria, "including 50 or more full-time employees at peak" | A smaller company sits outside a standard introduction |
| Who-qualifies page | Some programs set higher thresholds, and "smaller specialists can still be considered" | SourceX may look, on criteria it has not published |
| SourceX's how-it-works page | It weighs "ten fit signals, not just company size" | Depth can matter, and SourceX does the weighing |
| Program terms, section 8 | "An expressly agreed, signed addendum may override the relevant provisions." | A different reward arrangement would need signed writing |
Two questions follow, and neither is yours to settle: whether SourceX considers a smaller company, and whether introducing one could earn a reward, which the default terms do not answer below the baseline. The exception inquiry brief and its four routes cover writing to SourceX, and the eligibility exception log covers recording the reply. This page is the step before both: deciding whether a company deserves the question, and keeping your words behind your evidence.
One naming trap: "exception" here means an exception to a size rule, not exception records, the logs kept when work goes wrong, which the course version approval case illustrates. A specialist that keeps those well may be deeper for it.
Clues worth a second look, and the limit of each
A clue is anything you can see without asking the company. Write down where you saw it and on what date. Each clue earns a question; none of them answers one.
| Public clue | What it hints at | What it cannot show | The question it earns |
|---|---|---|---|
| A laboratory accreditation listing, such as ISO/IEC 17025 | The lab was assessed for competence, impartiality and consistent operation | Size, since ISO applies the standard "regardless of the number of personnel"; or who owns the results | Do the test and calibration records belong to the lab or to the clients who sent the work? |
| A LinkedIn employee figure | Rough scale | Full-time payroll at peak; LinkedIn counts members who list the company and says real counts may differ | What was full-time headcount at its highest, and in which month? |
| Job posts for a rare role, such as metrologist or failure analyst | The work happens in house | Volume, years, or whether anyone records it | Since when has this work been done, and where is it logged? |
| Staff papers, talks or published methods | Domain expertise | Whether the case files behind them exist or can be licensed | Who created the underlying files, and does the company keep them? |
| A "founded in" year | Possible history | When the records start, since systems change | How far back do records in today's systems go? |
| A long client list or case studies | Depth of practice | Ownership; material that belongs to clients is usually not a fit | Which records did the company create for itself, not for a client? |
LinkedInThen write down the relationship path: the person in your firm who already knows the company's CEO, and how. If nobody does, the card stops there. A clue with no relationship is a no-contact case, and the screening page lists "Introductions made without the decision maker's knowledge" among the poor fits.
The exception evidence brief
One page, kept by you, nothing attached. Its rows are the ten signals SourceX names on its how-it-works page.
Fill in a header first:
- Company: the legal entity, its location and the main language of its records.
- Size: full-time employees at peak with the month, today's full-time count, and contractors as a separate number. The full-time count note explains why contractors stay out.
- Relationship owner: who knows the CEO, and since when.
- CEO awareness: whether the CEO has agreed to SourceX being asked a general question, with the date.
- Earlier contact: whether the company has applied to or written to SourceX. Section 3 of the terms is broad: "A relationship includes any earlier lead, account or email correspondence between SourceX and the company, however it began."
| Signal, as SourceX labels it | What a public clue can show | What only the company can confirm |
|---|---|---|
| Volume | Almost nothing | A rough count band for each system |
| Historical depth | A founding year | The year records in current systems begin |
| Uniqueness | A rare accreditation or job title | That the workflow is rare and the records capture it |
| How detailed the work is | Published methods | Whether files record steps, not only results |
| Domain expertise | Papers, talks, credentials | That staff, not clients, created the records |
| Shows how work ended | Rarely visible | Whether outcomes, decisions or sign-offs are stored |
| Human feedback | Rarely visible | Whether reviews, QA checks or corrections are recorded |
| Data structure | A software name in a job post | Which systems, and how much is structured |
| Clear ownership | A client list that hints at risk | Whose records they are, and any contract limits the company knows of |
| Acquisition Partner demand | Nothing | Nothing; SourceX judges this, so the row stays blank |
Mark every other row S (seen publicly, with date and place), C (confirmed by a named company person, with date) or I (your inference, labeled), or leave it blank. Our send rule, not SourceX's: ask only when Clear ownership is C, the CEO has agreed, the peak full-time figure is C with its month, and at least four other rows are C.
Method note. The rows reproduce the ten fit signals on SourceX's how-it-works page and the size rule in the program terms (Version 2026-10-22.2, since replaced by version 2026-11-04), both checked 2026-10-27. The status codes and send rule are a partner's own discipline. SourceX has not published criteria for smaller specialists or how often it considers one, so this brief cannot predict an answer.
The same specialist in three registers: seen, confirmed, inferred
Illustrative. A generic calibration laboratory with invented facts.
The note a partner might be tempted to send around the office: "Accredited 44-person lab, 28 years of calibration data, exactly what AI labs need, surely an exception."
The same lab, tagged line by line:
- S (accreditation directory, viewed 9 October 2026): accredited to ISO/IEC 17025 for dimensional and pressure calibration.
- S (LinkedIn, viewed 9 October 2026): about 60 people list the lab as their employer. Not a headcount.
- C (operations director, call on 21 October 2026): 44 full-time employees at the 2025 peak, plus nine contract technicians.
- C (same call): certificates with as-found and as-left readings in one lab system since 2006, and technician notes on every out-of-tolerance result.
- I (ours): the out-of-tolerance notes may show how work ended and carry human review.
- Blank: demand.
Tagging corrected two claims: the LinkedIn figure overstated size by a third, and "28 years" was the company's age, while its records run from 2006. The operations director confirmed facts, not the CEO's view, so CEO awareness stays open.
Three specialists, three different stopping points (Illustrative)
Illustrative. Generic companies, invented facts, no outcome implied.
| Fact | A: forensic engineering practice | B: calibration laboratory | C: translation agency |
|---|---|---|---|
| Full-time at peak | Unknown; LinkedIn shows about 40 | 44 in 2025, confirmed | 31, confirmed |
| Strongest clue | Staff conference papers on failure analysis | Accreditation listing, metrologist job posts | Long list of law-firm clients |
| Relationship path | None; nobody in your firm knows the CEO | Your firm's IT lead has supported the lab for six years and knows its CEO | A colleague keeps its books and knows the owner-CEO |
| Whose records | Unknown | The lab's own certificates and notes | Translations of client documents |
| Where it stops | No path: clues logged with dates, no outreach | Brief filled, CEO agreed, one unnamed question sent to SourceX | No fit: client-owned files, nothing sent |
Case C is the rejection: a willing owner and truly specialist work, but the files are clients' documents in another language, and no size exception repairs a rights problem. Case A is the one partners most often mishandle, with strong clues and no path; it waits for a real relationship. Case B earns its question, and nothing more yet.
Sentences that promise approval, and replacements that do not
Most promises are made by accident, in a friendly sentence. Swap them before the conversation, not after.
| Tempting sentence | What the owner hears | Say instead |
|---|---|---|
| "You'd count as a specialist." | A decision exists | "SourceX says it can consider smaller specialists. With your OK, I could ask whether that might apply to a company like yours." |
| "They make exceptions all the time." | A known process with good odds | "SourceX hasn't published how it handles smaller companies, so I can't tell you the odds." |
| "The size rule is only a guideline." | The rule does not apply | "The 50 full-time figure is in the program terms. Anything different would come from SourceX in writing." |
| "Your records are exactly what AI labs want." | Demand is known | "Only SourceX can judge demand, and only after a review." |
| "This could be worth six figures." | A price | "Nobody can put a number on it before SourceX looks." |
Say one more thing in the same breath: you may be paid if a licensing deal closes, and for a company below the baseline even that is unsettled.
Permission first, then one question, then perhaps an introduction
- The relationship owner asks the CEO, in their own words, whether SourceX may be asked a general question about companies like theirs, unnamed. Record the date and the reply.
- With a yes, send SourceX the brief's confirmed facts without the company's name, unless the CEO agreed to be named.
- Pass SourceX's answer back to the CEO as written, a no included.
- Introduce the CEO only if that answer invites it, and only after you have signed the SourceX Channel Partner Agreement.
- If the answer is no, close the card with its reason and a revisit trigger, such as full-time headcount passing 50.
Resist one temptation in particular: submitting the company early to secure attribution. It turns a question into an introduction the CEO never agreed to.
Limits of spotting from the outside
- Specialists run on contractors. The team an owner describes is often larger than the full-time payroll that counts.
- The deepest-looking files are often clients'. Practices produce work for others, the commonest reason a promising card closes.
- "Considered" is not a process. SourceX can say no without published criteria, and its note on small businesses explains why size matters for record density.
- Asking has a cost. Each question spends a CEO's attention and a colleague's goodwill. The company fit checker is a cheaper first screen.
Next step
Refer a company. No cap on rewards. Default reward on a company's first qualifying transaction: the greater of $50,000 plus 5% and 15% of Actual Supplier Payout, with no cap; further qualifying transactions first agreed within 12 months of the first Closing pay 15%. Eligibility and payment conditions apply, including the USD 100,000 Minimum Transaction, and a signed Schedule A or addendum can differ. A lead, meeting or signature alone does not trigger payment.
When a card shows a confirmed peak figure, records the company owns and a CEO who agreed to a general question, register for a partner link, reread the size line on who qualifies and the duplicate rule in the program terms, then write to SourceX. More sourcing methods sit in the guides library.