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The useful argument here is about sequence: start partners on commission where you still fulfil the order, and only move to true margin based reselling once your systems can handle it. Saves you from launching a price book you cannot operate.
The Path to SaaS Channel Readiness: Reseller Partners
From PartnerStack by Laurella Jose 10 min read
- Channel comes in two steps: commission based resellers who hand the deal back to you, then margin based resellers who buy licences and fulfil themselves.
- Running a reseller program needs four roles: enablement, a partner manager for reps, portal operations, and finance.
- Partners sit on a spectrum by post sale involvement: consultants, agencies, ISVs, system integrators, VARs, then MSPs.
- Do affiliates and referrals first, so your enablement material has already been iterated twice before resellers see it.
