In my experience partnerships in a SaaS-like thing tend to be binary: 0) Press-release and a few links on a website: Basically worthless. 1) Sales-team integr

In my experience partnerships in a SaaS-like thing tend to be binary: 0) Press-release and a few links on a website: Basically worthless. 1) Sales-team integration: you train the partners sales force, they get quota retirement (somehow, this can be complicated), this has some great customer outcome -- you give them margin on re-selling/kickbacks/discounts/whatever to get access to their sales/marketing machines, making it worth their time/effort.