Partner and Reseller Pricing
Set partner discounts and margins without eroding core pricing.
Quick checklist
- Define partner discount bands.
- Protect gross margin on reseller deals.
- Align pricing with the public rate card.
- Require approval for exceptions.
- Review partner performance quarterly.
Step-by-step
- Set target margin thresholds for partners.
- Create discount bands tied to deal size.
- Align partner pricing with your rate card.
- Add approval rules for deep discounts.
- Track renewal and churn by partner channel.
What to watch
- Partners discounting beyond agreed bands.
- Channel conflict with direct sales.
- Pricing promises that reduce renewal rates.
Common mistakes
- Offering discounts without volume commitments.
- Hiding partner pricing from finance review.
- Using one discount band for all partners.
