1. What is your CAC (Cost of Customer Acquisition)? That should be a guide to what you pay to Referral Partners.
2. It’s okay to pay a little more IF the Referral Partner helps you to reduce conversion TIME (time to close) and has a markedly higher conversion RATE.
3. Make sure it’s clear with your partner as to what is a “Referral.” Are these high conversion conversations, or are they just giving you a list of people they know?