We're developing an extension to a commercial open source enterprise software product. Most customers of the product we're extending buy it trough one of its system integration partners.
To reach these customers we want to partner with these system integrators to sell our extension. Of course they will only be interested in reselling if there's something in it for them.
These are the selling points I can think of:
- Offer them a percentage of the price. How much is customary for this kind of deal?
- It lets them differentiate their services from their competitors. Do we need to offer some sort of (regional) exclusivity?
- We could offer our app as a white-label product and let them rebrand it.
- It might allow them to sell more consulting and training services.
Our product is a hosted SaaS solution.
We also want to sell the product directly to customers that don't work with a systems integrator.
I will contact some of these companies soon but I want to have an idea of the possibilities first.
Does anyone have experience with this model? Advice, tips, caveats?