Can you elaborate on the year 2, 3, N referral partner commission for enterprise B2B SaaS?

The biggest difference is the goals.

  • If a partner program’s goal is to align 2 sales teams, then commissions really should only be paid on Year 1 deals closed together. If you want to truly partner — start here when you design partner deals and partner programs.
  • If a platform’s goal is to monetize its partners, then an infinite commission plan “makes sense” in that it’s a tax to use their platform.

Salesforce, Apple, Shopfy, etc. all have or have moved to “infinite” commissions. In the case of Apple, they decline after Year 1.

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Published on April 1, 2019

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