We are a west coast SaaS company offering a B2B service on top of a platform/hub (think something like a service for SalesForce or WordPress). Our pricing model is subscription (only), we have a v1 product (MVP+), and a couple of initial paying customers.
I have been discussing a potential collaboration/partnership with a professional services company (they do setup, customizations, development, etc. for the platform), as a channel for us. There will be no involvement on their behalf on delivering our service.
I am considering what type of agreement is preferable (obviously it will be pending the level of responsibilities they are going/willing to assume).
I have been considering two models:
1. Reseller agreement (where they sell our service and get their cut)
2. Referral agreement (we are involved in the sales cycle)
If we go with referral, what would a typical "cut" look like percentage-wise for the following level of their involvement?
1. No involvement - initial intro only.
2. Active in the sale process and helping close the deal. Giving us inside info about the client, pitching on our behalf, etc.
Since the validation of our service is very important for us, I am looking for ways to incentivize the partner at least for the first few (1-3) deals. What strategies have you applied in the past to achieve such an objective?
Many thanks in advance for your insights.