Article · 10 min read

The Path to SaaS Channel Readiness: Reseller Partners

Laurella Jose · PartnerStack Free Intermediate

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.

  • 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.
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The question it answers

  1. A reseller wants to carry us. How do I build a price book for partners without my own sales team undercutting them?

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