Attracting and retaining high-performing resellers is crucial for growth, and the commission landscape is evolving rapidly. We’re seeing a shift away from simple percentage-based models towards more nuanced structures that reward value, not just volume. As we look ahead to 2026, Australian SMEs need to optimise their reseller programs to compete for the best partners.

The days of a flat 10% commission are largely gone. Top resellers are sophisticated businesses; they understand their worth and seek programs that reflect it. Here are key elements to consider when designing your commission structure:

• Tiered Commissions: This is now table stakes. Reward resellers based on performance – higher sales volumes or achieving specific targets unlock higher commission rates. This incentivises growth and loyalty.
• Performance-Based Bonuses: Beyond tiered commissions, offer bonuses for hitting stretch goals, acquiring new customers in specific segments, or successfully completing product training. These are short-term incentives that drive focused activity.
• Hybrid Models (Commission + Margin): Consider a structure that combines a base commission with a reseller margin. This allows partners to control their pricing and potentially increase profitability, particularly valuable for solutions with a higher perceived value.
• Strategic Account Bonuses: If you’re targeting specific, high-value accounts, offer a significant bonus to the reseller who closes the deal. This focuses partner efforts on key opportunities.

Crucially, transparency is paramount. Resellers need to clearly understand how commissions are calculated and when they’ll be paid. Invest in a reseller portal that provides real-time visibility into sales, commissions earned, and performance against targets. This builds trust and reduces administrative overhead.

Looking towards 2027, we anticipate increased demand for commission structures that reward value-added services – things like implementation, training, and ongoing support. Resellers who can deliver a complete solution, not just a product, will be highly sought after. To attract these partners, your commission program needs to recognise and reward those capabilities.

The best next step is to analyse your current reseller program. Map out your ideal reseller profile, understand their motivations, and then design a commission structure that aligns with both their needs and your business goals. A well-crafted program isn’t an expense; it’s an investment in scalable growth.