1) get them to show you a big list of pre-sold clients....then discount that by 10x 2) contact a few of these clients and see if they would be hooked on it like

1) get them to show you a big list of pre-sold clients....then discount that by 10x 2) contact a few of these clients and see if they would be hooked on it like crack 3) use 1 and 3 to estimate the value 4) demand control of the price at the end. if the service is a loss leader for your partner, you can make them pay the price. remember that value created does not equate to value captured. 5) create milestones: ie 'you sell $X in Y months OR you give me your client list and I KEEP all rights to the tech and brand'