Partner program guides
Straight answers to the questions partner managers search for, from how deal registration works to what to pay a referral partner, with worked examples and the rules we see working in SaaS programs.
Deals & attribution
- Channel conflict in SaaS: types, examples and how to resolve itThe types of channel conflict a SaaS partner program runs into, real-world style examples, the rules of engagement that prevent most of it, and a resolution process for the rest.6 min read
- Co-selling: what it is, how it works and a worked exampleHow co-selling works for a SaaS company without a cloud marketplace: account mapping, who does what at each deal stage, how both sides get credit and paid, and a worked example.5 min read
- Deal registration: the process, the rules and a worked exampleHow deal registration works in a SaaS partner program, step by step: what partners submit, how you approve it, how long protection lasts and how to settle conflicts.5 min read
- Partner-sourced vs partner-influenced revenue: rules, CRM fields and an exampleWhat counts as partner-sourced and partner-influenced revenue, the attribution rules and time windows to use, how to set them up as CRM fields, and how to report both without double counting.7 min read
Program design
- Affiliate vs referral vs reseller: how the three partner models differAffiliate, referral and reseller programs compared side by side: who sells, who bills, how partners are paid, which contract you need, and the same $12,000 deal worked through each model.7 min read
- Market development funds (MDF): how they work and how to run themWhat market development funds are, how the request, approve, run, claim and reimburse workflow works, eligibility rules, examples of eligible activities, and a lightweight MDF program for a small SaaS company.7 min read
- Partner program KPIs: 12 metrics, their formulas and what they tell youThe partner program KPIs worth tracking, grouped into program health, pipeline and revenue, and partner engagement, each with its formula and review cadence, plus a worked example and the five to show leadership.6 min read
- Partner program tiers: how to design three levels that workHow to structure partner program tiers for a SaaS company: the criteria for each level, the benefits that matter, how often to review and how to handle demotion, with a full example tier matrix.7 min read
- PRM vs CRM: what each does and how they work togetherThe difference between a PRM and a CRM, a side-by-side comparison, why a CRM alone breaks once partners need to submit deals, see status and get paid, and how the two sync.6 min read
Commissions & tax
- 1099 for referral fees: when you need to file and howWhen a US business must file Form 1099-NEC for referral fees paid to partners, the new $2,000 threshold, W-9 and W-8BEN collection, card and payment network payments, deadlines and records.7 min read
- Referral fee percentage: what to pay partners in B2B SaaSHow much to pay as a referral fee in B2B SaaS: the four common structures, typical ranges, how to set a rate from your margins and acquisition cost, and a worked example comparing the cost per customer.6 min read
Enablement & onboarding
- How to recruit partners: finding, qualifying and signing the right onesA partner recruitment process for B2B SaaS: an ideal partner profile, where to find referral and channel partners, how to qualify them, the outreach sequence and the pipeline stages.7 min read
- Partner enablement: what to give partners, when, and how to measure itHow to build a partner enablement program for B2B SaaS: what partners need at each stage, content by partner type, training and certification, the metrics that matter and a 90-day plan.7 min read
- Partner onboarding: the process from approval to first referralA step-by-step partner onboarding process for B2B SaaS, from approved application to first referral, with a 90-day timeline, what to automate, where partners stall and a worked example.6 min read
Careers