Forums: Discussions for entrepreneurs and small business.

My company creates computer based corporate training content and provides that training as a service for the employees of our customer companies.  We are negotiating the compensation terms for our first sales partners, which are other companies that help us sell our services.  What are typical terms of compensation for referral partners, resellers, channel partners, etc?  One plan that I've heard is the reseller pockets the difference between the sales price to the end user customer and the discounted price that we offer to the reseller.  What are the typical ranges of the above discount and for what type of sales partner?  And what are the differences in the "tasks" that the different sales partners perform?  For example the "referral" partner would do the least work, limited to providing the prospect's contact information.  On the other end would be a sales partner who would perform nearly all tasks from prospecting, negotiating, closing the sale, invoicing, deliver the training service of our content, and customer service.

Thanks for imparting your wisdom

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