You can get references and draw your own impressions, but what’s the worst that can happen to you as the provider? A customer who backs off at the last minute? Can happen anyway, and isn’t the channels fault.

Of course if they keep connecting you to tire kickers or just don’t deliver any customers, you need an exit clause (see above), but the majority of providing proof to claim is yours, as the end provider.

Does this make sense at all, or am I misreading your question here?

option 1) – same country/"around the corner" – they advertise a general service and some sample listings to their existing lists/contacts, we share the comission on the first purchase – then they end up getting handsomely paid for what's not much more than an emailed introduction, we take one deal at virtually cost, but get to keep a new and happy customer, and everybody's happy.

option 2) – "far and yonder"/real distant lands/non-English speakers – we contact a few candidates and narrow things down to an "area manager" who's comitted to invest of their time and money, work hard etc – they become our channel managers for that area, and receive a regular 33% of all business derived from their neck of the woods, whether it's initial or repeat business. In this case they usually require exclusivity agreements, and rightfully so, as raising awareness to a new product in a new area takes time and effort – just need to make sure the contract has exit clauses in case they turn out to be the wrong agency for the job (for example, if the work doesn't result in three active clients within six months or so, you're free to try a different local channel