What does a merchant services reseller do?
A merchant services reseller, also called a merchant account reseller or credit card processing reseller, connects businesses that need to accept cards with a provider that can approve them. You don't become a bank or a processor. You find the clients, make the introduction and help them apply. The provider does the rest.
| You (the partner) | START |
|---|
| Spot clients who need to take card payments | Shops the right acquiring bank for each merchant |
| Share your co-branded application link | Underwrites and sets up the merchant account |
| Build the checkout or connect the software | Connects the Authorize.Net gateway |
| Keep the client relationship | Supports the merchant after launch |
In short: it's a payment processing reseller arrangement where you earn from the introduction and we carry the processing work.
Who joins our merchant services partner program
The best partners already have clients who sell online or send invoices. They're asked "how do I take cards?" all the time, and now they have an answer.
- Web developers and design agencies: every new store or booking site needs a merchant account and a gateway.
- Hosting companies: add payments to the services your customers already buy from you.
- Software, invoicing and billing platforms: give users a merchant account that connects to your product.
- Shopping cart providers: send merchants to a provider that knows Authorize.Net.
- Credit unions and franchisors: offer members or franchisees a merchant account you can stand behind.
- Consultants and bookkeepers: help clients who are paying too much or were shut down by a payment app.
How the partner program works
- 1
Tell us about your business
Who your clients are and how you'd like to work: refer them, or sell and support them yourself.
- 2
Review the partner agreement
We'll walk you through the agreement for your partner type, including how you're paid, before you sign.
- 3
Get your co-branded application
It carries your name and logo. Merchants apply and sign online, with no printing or faxing.
- 4
Refer clients; we take it from there
We underwrite, set up the merchant account and Authorize.Net gateway, and support the merchant. A relationship manager is your contact at START.
Getting started as a merchant services partner
How to become a merchant service provider
Most people don't become a processor. They partner with an ISO that a sponsor bank has registered, then refer or sell to clients they already have. You can start as a referral partner or as an agent or reseller. Becoming an ISO yourself carries far more of the risk, cost and compliance work.
- →Visa and Mastercard don't license you directly. The sponsor bank registers agents, separately for each bank (Visa Rules, April 2026; Mastercard Rules, June 2026).
- →Whether a referral-only partner must be registered is the bank's or ISO's call. START explains the requirements for each partner type.
- →False savings claims and signing up fake merchants have led to FTC orders against ISOs and their sales agents.
Full guide: how to become a merchant service provider →
ISO vs agent vs referral partner
The three main partner models differ in how much you sell, how much risk you carry and how you're paid. A referral partner introduces clients and hands off. An agent sells under an ISO's contract. An ISO holds the sponsor-bank relationship and answers for merchant losses. START is a registered MSP/ISO of Elavon.
| Model | What you do | Usually paid by |
|---|
| Referral partner | Introduce a client, then hand off | A referral fee per approved merchant |
| Agent or reseller | Sell and support accounts under an ISO | Ongoing residuals |
| ISO | Hold the bank relationship, underwrite, carry the risk | The margin over its costs |
Full guide: ISO vs agent vs referral partner →
How partners earn: referral fees and residuals
At START, how you're paid depends on your partner type. Referral partners earn a referral fee for each approved merchant. Resellers and agents earn ongoing residuals: a share of the processing revenue from the merchants they bring, paid for as long as the agreement says. We'll walk you through the agreement, including how residuals are calculated and when they're paid, before you sign.
Whichever program you join, check these terms first:
- →Is the split on gross or net revenue?
- →Do residuals stop if you stop referring?
- →Can you move your merchants if you leave?
- →Are any payments clawed back if a merchant closes early?
Full guide: merchant services residuals and commissions →
Selling merchant services to your clients
You don't need a sales team. Start with clients you already have: new online stores, clients whose payment app held their funds, and businesses that don't understand their processing statement. Put your co-branded application where they already look, such as project proposals, launch checklists and billing emails.
- →Don't promise savings or approval. Send pricing questions to our free statement review instead.
- →Card-brand logos have rules for agents' marketing. Visa and Mastercard both limit how agents use their marks.
- →Downloadable co-branding and marketing resources are part of the program. Ask us what's available.
Full guide: how to sell merchant services →
Reselling the Authorize.Net gateway
A gateway on its own can't take payments. Every Authorize.Net account needs a merchant account behind it. Authorize.Net runs its own Reseller Program, but its sign-up page says resellers must work with a merchant services provider, because Authorize.Net doesn't supply merchant accounts through that program. Partnering with START covers both: the merchant account and the Authorize.Net gateway, set up together.
- →Authorize.Net refers merchants to START. We've worked with Authorize.Net for more than 20 years and set up over 60,000 Authorize.Net accounts.
- →Authorize.Net's Technology Partner revenue share asks for at least $5 million in referred payment volume (checked September 30, 2026).
Full guide: the Authorize.Net reseller program →
Setting up your clients' software: the VAR sheet
When you connect a client's POS, terminal or gateway to their merchant account, you need the account's setup details. In the industry this is commonly called a VAR sheet, after value-added resellers, the software and hardware vendors who use it. The fields vary by processor, but a merchant ID and terminal ID are nearly always on it.
- →For Authorize.Net, START sends the merchant account details to Authorize.Net so the gateway is connected.
- →Connecting other software? Tell us which one, and we'll tell you what the merchant account needs to provide.
Full guide: what is a VAR sheet →
What your clients get
Your name is attached to the referral, so the merchant experience matters. Every client you send gets a merchant account of their own, matched to a bank that approves what they sell.
- No termination, annual or AVS fees
- Transparent pricing with no hidden fees, so a referral never comes back to bite you.
- Fast setup
- Most merchants are approved in 1-5 business days, and the Authorize.Net gateway is usually set up within 24 business hours of approval.
- Real people to call
- Support from our Salt Lake City team, Monday to Friday, 9 a.m. to 5 p.m. Mountain Time.
Referring high-risk, Canadian and Australian clients
Not every client is a standard online store. START also works with high-risk merchant accounts, including businesses a payment app has shut down, and with businesses in Canada and Australia. Tell us about the client before they apply, and we'll tell you whether it's a fit and how the referral works.
Why partner with START
- Built on partners
- More than 90% of our merchants come through referrals from web hosts, design firms, shopping carts, franchisors and billing providers.
- 20+ years with Authorize.Net
- Over 60,000 Authorize.Net accounts set up, and more than $160 million in transactions handled every month.
- A registered MSP/ISO of Elavon
- Registered with Elavon, Inc. and the Canadian branch of U.S. Bank National Association.
- A person, not a portal
- Relationship managers support our partners, and the merchants you refer reach real people in Salt Lake City.
Reseller program FAQ
How are partners paid?+
It depends on your partner type. Referral partners earn a referral fee per approved merchant. Resellers and agents earn ongoing residuals, a share of the merchant's processing revenue. Your agreement sets the amounts and timing. How residuals and commissions work →
Does it cost anything to join?+
Ask us, and ask any program you're comparing. A large sign-up fee is a warning sign. We'll go through every term of the partner agreement with you before you sign.
Do I need payments experience or a license?+
You don't need to be a payments expert to refer clients. Visa and Mastercard don't license partners directly; the sponsor bank registers ISOs and agents. Registration and any state rules depend on your partner type and where you work, so START explains the requirements for yours. This is general guidance, not legal advice. How to become a merchant service provider →
Can I refer clients who already have a processor?+
Yes. Many businesses pay more than they need to. Send them to our free statement review, and read our guide to switching merchant services without a gap in sales.
Will my clients see my brand?+
Yes, on the application. Partners get a co-branded application that carries their name and logo, and merchants sign it online. How to sell merchant services to your clients →
Can I refer high-risk businesses?+
START works with many high-risk merchants. Tell us what the client sells and how, and we'll tell you whether it's a fit before they apply. High-risk merchant accounts →
This page is general payments guidance, not legal, tax or accounting advice. Card network and Authorize.Net facts are as of September 30, 2026, and can change.
