If a partner’s seller cannot see how they get paid, they will not mention you. That is the whole commercial problem.
The four you will actually meet
Referral. They intro, you sell, you pay a fee if it closes. Lightest motion. Right first move for most startups.
Co-sell. Both companies sell into the same account. You keep the customer. The leverage is their access. You still need a joint sentence a rep can say, and a way to register the deal so nobody fights over credit.
Revenue share. A split on the money the pairing produces. Only use this when you can measure that money. A vague “we will share pipeline” is not a share.
Marketplace take rate. The platform charges a cut of what you sell through their store. That is a tax for distribution. Model it before you price the listing.
Reseller exists. It means they own the customer. Do not start there.
How to choose
Start with referral unless you already have a live integration and a seller on their side who is asking to attach you to deals. Then try co-sell on a few accounts. Rev-share comes last, when the pairing has a number.
Never lead a first conversation with a 30-page commercial exhibit. Lead with the workflow. Paper the money after both sides want the build.
The seller test
Write one sentence: “If I attach this partner, I get X.” If X is “a nicer slide,” you do not have a motion. If X is “a SPIFF,” “a faster cycle,” or “a product the buyer already asked for,” you might.