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.
Use this as your baseline, then refine it using the following framework:
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
2. Choose a Commission Model
A. Recurring Commissions (Recommended for B2B SaaS)
Typical ranges:
- 15–20%: Standard, sustainable for most B2B SaaS
- 20–30%: Aggressive growth / competitive markets / early-stage
- 30%+: Reserved for top performers in tiered programs
When to use recurring:
- Subscription-based revenue
- Low to moderate churn
- You want affiliates incentivized to send high-retention customers