One of the reasons I get hired by service providers is to help them with their Channel Strategy. There are various channel programs - from affiliate to referral to agent/partner programs. Payments vary. I get asked about it often, so I put together a 3 page paper to explain some of the variables and program commissions. If you want more detail, let's set an appointment to answer your questions in detail. I would like to help your channel strategy be more effective.
I also have other channel strategy papers that you can get in a 3-pack for $24.95 that includes a slide deck and paper that goes through what you need to think about and put in place for your channel to be effective.