How do you structure an affiliate commission for B2B partnerships?

Three basic models

One-time fee per deal: Partner refers a customer, you pay them a flat amount or percentage of the first contract. Simple to calculate, but doesn't reward long-term relationship health.

Recurring revenue share: Partner gets a percentage of ongoing revenue for as long as the customer stays. Aligns incentives but harder to predict cash flow and may require custom billing.

Tiered/hybrid: Pay a one-time fee plus a smaller recurring piece. Rewards both the initial introduction and customer retention.

What actually matters

Make your terms clear upfront: what counts as a "qualified" referral, payment schedule, contract length, and who owns the customer relationship. B2B partners expect documentation—loose handshake deals create disputes fast.