Channel & Reseller

There are essentially three SaaS channel models: referral, reseller, and OEM. The difference comes down to two questions: who sets the price to the end customer, and who collects the money. Get those two answers straight and the right agreement (a referral agreement, a SaaS reseller agreement, or a SaaS

Short answer: which channel agreement you need turns on three questions: who pays you, who signs the end-user contract, and who provisions the service. Referral, reseller, distributor, and OEM agreements each answer those differently. I often get the question of which type of SaaS distribution agreement do I need: a

Short answer: a software referral agreement lives or dies on three things: exactly which referrals you pay on, how and when you pay, and whether both your partner and your own sales team can understand it. Get those right and most referral disputes never happen. While there are many different