Thanks everyone for your feedback.
The software in question in an online platform for providing mental health and related services and is typically used by mental health providers to serve their clients online via numerous communication channels (e.g. real time chat, SMS, email, face to face, etc) and allows keeping and maintaining full clinical records.
So not really general consumer oriented software per se as the software mostly requires customization / configuration per installation to fit in with the way a service provider works.
Initially we would want to do customization ourselves (and therefore not provide source code) as there is likely additional work for us to do to get the packaging to a point where a 3rd party can seamlessly install and configure the system by themselves. We will probably learn quickly about this for the first potential customer.
I think we need more than customer referrals ideally, although that would be helpful too.
Increasing our customer base is the most pressing goal at the moment, so that would be the first and foremost requirement of the prospective partner. That could initially be referrals, but over time that should probably include support and general business development within that area - perhaps allowing us to make it known that we have a local "office" within that country.
I would incidentally be keen to find out what is typically paid in commission for referrals only, in comparison to actual closed sales deals, as I have another contact that provides the odd referral from time to time. There are probably a few steps in between those two levels as well.