Reseller Sales Models: How to Choose the Best One

When launching a reseller business, one of the most crucial strategic decisions you’ll make is selecting the right sales model—this choice can significantly shape your sales approach and long-term growth.

There are three primary models that Resellers typically engage with: commission-based, revenue-sharing, and bulk reselling. Each offers unique benefits, trade-offs, and scalability options depending on your goals, your market, and how you plan to engage with clients.

This guide will break down the differences between these models, explain how each one works, and help you decide which structure is best aligned with your Reseller goals.

The Three Most Common Reseller Models

Before diving into the specifics, it’s helpful to understand the general structure of the three most common reseller models: commission-based, revenue-sharing, and bulk reselling.

Each model offers a different path to revenue, risk, and client engagement. Your choice depends on the type of clients you serve, how involved you want to be post-sale, and whether you prefer recurring income or larger one-time profits.

Here’s a quick overview of how they compare. A more detailed comparison chart is available in the final section.

Sales Model	How It Works	Best For	Revenue Type
Commission-Based	Earn a percentage of each sale	SaaS, subscriptions	Recurring or one-time
Revenue-Sharing	Share of client’s ongoing revenue	Consulting, B2B platforms	Recurring (monthly/yearly)
Bulk Reselling	Buy at discount, resell at your own price	Hardware, licensing deals	One-time

Source: Gartner Guide to Sales Compensation Models

Commission-Based Reselling – Low Risk, High Potential

Among all available models, commission-based reselling remains the most accessible and scalable for those entering the software and SaaS reseller space. This model allows Resellers to earn a percentage of each sale they generate, while the provider handles product delivery, system updates, and customer support.

The appeal of this model lies in its simplicity. Commissions may be one-time (per license sold) or recurring (per subscription renewal), depending on the terms of the program.

This approach is ideal for those looking to minimize risk and upfront costs, as it requires no inventory or capital investment. It suits entrepreneurs and consultants who want to focus on business development and client management, rather than backend support and software maintenance.

What makes commission-based reselling especially powerful in emerging markets is its ability to generate recurring revenue. With subscription-based SaaS models becoming the norm, Resellers are often able to build steady income streams by securing loyal clients who renew their subscriptions year after year.

Source: HubSpot’s Guide to Recurring Commission Models

Revenue-Sharing Reselling – Earning Commissions from Long-Term Client Value

For Resellers focused on long-term growth and client relationships, the revenue-sharing model presents a compelling opportunity. Unlike commission-based programs, where earnings are typically based on the initial transaction, revenue-sharing allows you to earn a percentage of your client’s ongoing payments over a set contract period—often 12 to 24 months or longer.

In this model, the Reseller becomes more than a sales agent—they take on a strategic advisory role, often providing onboarding support, account management, or consulting services. In return, they earn a share of the revenue generated from the client’s continued use of the solution.

This structure works well for Resellers targeting high lifetime-value clients, such as those in B2B services, fintech, or SaaS consulting. These industries often involve long-term contracts and subscription-based platforms, making them ideal for building recurring income streams that grow over time.

Revenue-sharing also incentivizes Resellers to maintain strong, lasting relationships with their clients. The longer a customer continues using the solution, the more valuable that account becomes—for both the provider and the Reseller.

Source: Forbes: Why Revenue-Sharing is the Future of Reselling

Bulk Reselling – High Reward, High Risk

For experienced Resellers with access to capital and logistical capabilities, bulk reselling offers a path to high-margin, one-time profits. Unlike commission-based or revenue-sharing models, where revenue is tied to the provider’s terms, bulk reselling allows you to purchase products or licenses at a discounted wholesale rate and then resell them to clients at your own price.

This model gives Resellers full control over pricing and packaging. It is commonly used in sectors such as IT hardware, software licensing, and digital infrastructure services, where clients often prefer one-time purchases or bulk procurement for enterprise deployment.

The profit potential is significant. By setting your own margins, you can tailor pricing for different customer segments or structure deals around large-scale rollouts. For example, offering bundled services or bulk licensing to a government department or telecom provider could result in substantial one-time revenue.

However, bulk reselling comes with increased risk. Unlike subscription-based models, which generate recurring income, bulk deals typically involve a single transaction, requiring Resellers to continuously secure new clients to maintain cash flow. It also demands upfront investment and the ability to manage inventory, storage, logistics, and customer delivery—factors that introduce operational complexity and financial exposure.

This model is best suited for:

• Established Resellers with existing enterprise relationships.
• Firms offering hardware, multi-year software contracts, or licensing bundles.
• Service providers capable of managing delivery and after-sale support.

While the potential for high-profit margins is real, bulk reselling works best as a complementary strategy or for businesses already operating in environments that favor large, project-based deals.

Source: IDC 2025 Report on IT Reselling Models

Which Sales Model is Best for Your Strategy?

Each reseller model—commission-based, revenue-sharing, and bulk—offers a distinct path to success. The best choice depends on your goals, client base, and preferred way of working.

If you’re starting out or want to focus purely on sales with minimal overhead, commission-based reselling is likely your best option. It’s easy to launch, requires no upfront capital, and supports recurring income through subscriptions.

For Resellers offering consulting or long-term support, revenue-sharing provides a path to steady, growing income tied to the success of your client relationships.

Bulk reselling allows for maximum pricing control and profit margins but comes with higher risk and operational demands. It’s best suited for Resellers with enterprise contacts, capital resources, and logistics experience.

Many successful Resellers use a hybrid approach—selling SaaS subscriptions to small and mid-sized clients, while pursuing larger licensing or bulk hardware deals with enterprise buyers.

Feature	Commission-Based	Revenue-Sharing	Bulk Reselling
Initial Investment	None	None	High
Revenue Type	One-time or recurring	Recurring	One-time
Control Over Pricing	No	No	Yes
Long-Term Stability	High (recurring)	High (if clients stay)	Low
Best For	SaaS, automation	Agencies, B2B services	Hardware, licensing
Risk Level	Low	Low-Medium	High

For most Resellers, commission-based or revenue-sharing models provide the right balance of low risk, recurring revenue, and scalability—without the need for inventory or logistics.

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Why eLeader’s Reseller Partner Program Offers the Best of All Worlds

When choosing a Reseller Program, it’s not just about the commission rate—it’s about the partnership behind the numbers. At eLeader, we’ve built our Reseller Partner Program to offer more than just a sales opportunity. It’s a complete platform for success, designed for Partners who want to grow in high-potential markets and build lasting client relationships.

Whether you’re just starting or scaling an existing operation, our model provides:

• Strong earning potential through both commission-based and revenue-sharing structures
• Recurring revenue opportunities that support consistent monthly income
• A globally trusted brand, backed by 20+ years of expertise in sales automation, AI, and CRM
• Comprehensive onboarding, including ready-to-use sales tools, marketing materials, and product training
• Ongoing support from a dedicated Partner success team to help you win deals and grow confidently

Our solutions are built specifically for businesses operating in Africa’s evolving digital economy. From retail distribution in Tunisia to field sales optimization in Morocco, we empower clients—and our Partners—with technology designed for measurable impact.

We’re not just offering software—we’re offering a proven business model, trusted brand, and the resources you need to succeed.

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To learn more and apply, visit our Reseller Partner Program and take the next step in shaping Africa’s digital transformation.

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