• http://twitter.com/analyticsseo Analytics SEO

    As usual a really useful post. Could you shed any light on how to structure the commercials for a SaaS VAR (just a range would be helpful as I appreciate every business is different). We’re a startup that is just setting up some VARs. Some want exclusivity others not – and I’ve been asked for 50:50 revenue splits and am considering this, as well as a lower starting commission of say 30% with it ramping up to 60% for over target performance. What I’m interested in is incentivising the right kind of behaviour to generate the best results. I love your advice on finding the right kind of VARs and managing them….I’d also love some practical advice on deal structure if you can share.

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