Hi:
Not sure how well you know the market you're targeting, but to best know what you need in a partner, get a strong handle on what the target market needs.
Who is your ideal customer? What pain points does she or he have? What is your solution to those pain points? Is it unique (so you need to educate)? Or is it a variation on an existing solution?
Once you have a handle on that and you validate it with potential customers, ask how their current providers handle the relationship. Dig into those likely competitors and learn what you can about their business models. What are their commissions based on? How do they manage the business while conducting business development? What's the most valuable aspect of the business?
If you wish to discuss, send me a PM through Clarity for 15 free minutes.
Cheers,
Kerby