Ask HN: How should I negotiate channel sales?

Hey guys. I’m a freelancer with focus on SAP and I work for major companies where I saw the same problem again and again. For more than a year I solo-developed a solution for the B2B market and eventually I reached a state which I think is ready to be sold. There are no direct competitors but still it will be difficult to sell since the solution runs on premise and requires integrations with other systems. The B2B market is anyway difficult so I think this will be the critical point in the whole game. As a solo developer I see basically no chance to do it alone. When I talked about it with a friend who I trust and who works in sales, he told me that he could sell my solution as part of their company which is an established hosting company in the B2B market. After I presented the solution to his CEO he also confirmed that they are definitely interested but of course we need to be clear and have a contract where we define the conditions. For example, he mentioned getting the exclusive rights to sell the solution in my country. They would not only sell the solution but could also offer a service desk, hosting etc. I see it as a win-win situation because I could continue focusing on the technical part (which I love to do) and they can offer an innovative solution that might be the entry point to new customers who they could sell their hosting to. Next time, they asked to define the conditions in detail. I’m not a negotiation expert and do not know how to approach this. Thus I would love to hear your opinion or your experiences: - How do channel sales contracts look like in general? - Which model to share the revenue would you recommend? Absolute or relative? The pricing model will most likely be based on active users plus a base fee. - What are the points I should insist on? Thanks a lot!