What Makes a B2B SaaS Partner Actually Send Referrals?

We’re currently testing a partner channel for Trackly, a workforce management SaaS for attendance, payroll workflows, and remote or field teams.

The structure is straightforward: if a partner refers a business and that business becomes a paying customer, the partner earns 20% recurring commission for as long as the customer stays.

But I’m starting to think the commission is only one part of the equation.

Partners probably need:

• A product they trust
• Clear positioning
• Proof it works
• An easy way to explain it
• Reliable support when a referral shows interest

For those who have built referral or reseller channels, what made your partners actually start sending opportunities instead of just signing up?

I looked at your site...

Freemium versions are a problem for referals, nobody will buy meaning they are sending you prospects for free who you can convert down the road.

You will need lots of case studies and a proven conversion funnel.

In your case other companies use the name trackly, so no brand awareness.