What Is a Good Commission Rate in B2B SaaS?
Affiliate commissions
For most B2B SaaS companies, a 20% recurring commission is a strong, defensible starting point.
Treat that as your baseline, not your answer. The rate you can actually afford comes out of your own lifetime value and CAC target, so run the numbers before you publish a rate.
Step 1: Start With Your Economics
- Calculate LTV
- Example: $100/month × 24 months = $2,400 LTV
- Set Target CAC (LTV:CAC ≈ 3:1)
- With $2,400 LTV → Target CAC ≈ $800
- Test Commission Scenarios
- 20% recurring on $100/month = $20/month to the affiliate
- Over 24 months: $20 × 24 = $480 total commission
- $480 < $800 CAC target → economically healthy
Step 2: Choose a Commission Model
Recurring Commissions (Recommended for B2B SaaS)
Typical ranges:
- 15–20%: standard, sustainable for most B2B SaaS
- 20–30%: aggressive growth, competitive markets, or early-stage programs
- 30%+: reserved for top performers in tiered programs
Recurring is the right call when:
- Your revenue is subscription-based
- Churn is low to moderate
- You want affiliates incentivized to send high-retention customers