Pass-through
The partner passes along the cost of the service to their customers, sometimes taking a cut of the revenue as a fee.
Picking-up
The partner pays for the cost of the service on behalf of their customers. This eats into margin so they will want to negotiate the lowest possible price. The upshot is they are the customer and be more invested in the partnership.
Wholesale
The partner packages the product, collects payment, and you bill for usage. The partner gets complete control over pricing so they can tailor it to their customers.
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When to Set up Channel Partnerships
You should set up channel partnerships when it helps your business access new customers while filling an existing need for the partner and not competing with your direct business.
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Pricing for a Wide Range of Company Sizes
When selling a B2B SaaS product to a wide range of company sizes (e.g. SMB, mid-market, enterprise), you generally want smaller companies to pay less and larger companies to pay more. This makes pricing difficult—make it too one-size-fits-all and you can accidentally price out the smaller customers, make it too a la carte, and all customers will find your pricing confusing.