Pay them the same or more on a partner deal. Every clever half credit scheme ends the same way, with reps quietly routing around the channel until the program dies of neglect. Give full quota retirement on partner sourced and partner influenced business, protect the partner with deal registration so nobody gets ambushed, and publish the rules once so they are not renegotiated deal by deal. The cost of double paying on a handful of partner deals is far smaller than the cost of a sales team that hides partners from you. Bessemer's guide is worth reading purely for the comp mechanics.
4 hand-picked resources, 1 India-specific, 4 link-checked. Pick how you want to dig in.
Why we picked it The clearest single explanation of the five partner types and what each is worth, including real margin bands (20 to 30% for VARs, 5 to 10% for referral) and how to compensate your own AEs on partner deals.
From Bessemer Venture Partners (Atlas) by MP Eisen 20 min read
Open bvp.com →Why we picked it First hand from the person who ran HubSpot's channel for a decade, with the four maturity stages and the argument that support, not incentives, is where nearly every program dies.
From SaaStr by David Shepherd 10 min read
Open saastr.com →Why we picked it The only guide we found with concrete hiring triggers (15 to 25 active partners, 5 to 10% of new ARR partner sourced) and a real comp split, plus an interview loop that filters for operators over relationship generalists.
From Forecastable by Alex Buckles 18 min read
Open forecastable.com →Why we picked it Published margin bands from an Indian origin company: 10 to 15% referral, 20 to 30% solution provider with deal registration protection, up to 40% strategic, plus a 72 hour deal exclusivity window.
From DQ Channels by Bharti Trehan 9 min read
Open dqchannels.com →How partnerships and alliances reads from a different seat.
The same ground, over in Scale, fund & exit, our D2C track.
