State defaults before the first conflict. When two reps contribute materially, credit splits evenly unless both agree otherwise in writing before the close. Technical support and executive involvement should carry no cost to the rep’s commission, because any structure that makes a rep pay for help produces deals where nobody asks for it. For channel overlap, decide in advance that the direct rep receives partial credit for partner-sourced business in their territory and full credit when materially involved, with a separate partner-development component for reps whose job is growing the channel.