Revenue sharing is an arrangement in which two or more entities agree to share a business’s revenue, rather than its profits. This approach is used across various industries and may provide startups with a way to obtain funding without giving up equity. Revenue sharing has the potential to foster alignment between business owners and revenue-share partners and may help support growth as operations scale.

Some entrepreneurs use crowdfunding platforms, such as StartEngine, to set up revenue-sharing arrangements and seek partners. This informational guide outlines some aspects of revenue sharing and considerations for startups interested in exploring this type of funding.

Understanding Revenue-Sharing Models

Although revenue-sharing agreements can differ in specifics, they usually share certain key components:

• Written Agreement: Parties agree to a revenue-sharing arrangement by signing a formal, legally binding agreement.
• Terms: The agreement defines each party’s revenue share, the structure of revenue distribution (e.g., tiered arrangements), and methods for resolving potential disputes around payments.

Common revenue-sharing models include:

• Fixed Percentage Split: The involved parties agree to a fixed revenue split (e.g., 70/30).
• Tiered Revenue Share: Involves multiple partners who receive revenue shares proportional to their contributions, grouped in tiers (e.g., $250,000 group, $50,000 group).
• Time-Based Revenue Share Model: Partners who have been involved the longest may receive a larger revenue share under time-based agreements.

It’s essential to distinguish revenue sharing from profit sharing, as they are separate concepts. In revenue sharing, investors receive payments based on a share of the company’s gross revenue, regardless of whether the business turns a profit. Profit-sharing arrangements, on the other hand, distribute proceeds only after covering expenses and taxes.

Another key difference exists between revenue-sharing agreements and equity investments. Revenue-sharing agreements do not involve transferring ownership, whereas equity investments always involve giving up a stake in the business. Under a revenue-sharing structure, outside partners receive a share of the company’s revenue rather than any future profits derived from equity.

Benefits of Revenue Sharing for Startups

Startups that opt for revenue-sharing agreements could reap the following benefits:

Non-Dilutive Funding

Revenue sharing allows startups to raise funds without giving up equity. Founders can secure financial backing by offering partners a portion of future revenue, enabling growth without diluting ownership.

Aligned Interests 

Revenue-sharing agreements help ensure that a startup’s founders and external partners’ interests align. 
Since their financial contribution entitles them to a share of the company's revenue, potential partners will be equally invested in its success. They’ll forge a revenue-sharing deal with a startup’s management, knowing that revenue growth will mean more money in their pockets.

Scalability 

Revenue sharing helps a startup facilitate sustainable growth. As the business partners with more investors, it can continue generating revenue through shared revenue streams.

Implementing a Revenue Share Model

To establish a revenue-share agreement, consider following these steps:

1. Identify revenue-share partners.
2. Outline each partner’s roles and responsibilities.
3. Choose a revenue-share model and set percentage splits.
4. Determine a payment schedule and deadline.
5. Ensure compliance with tax laws and regulatory requirements.

Drafting an agreement that fairly reflects each partner’s contributions can help minimize potential disputes. Grouping partners based on their contributions (e.g., tiered arrangements) can also enhance fairness and transparency in revenue distribution.

Conclusion

Revenue-sharing agreements offer startups a funding pathway that doesn’t require giving up ownership stakes. While these agreements can foster alignment and support sustainable revenue, they also carry risks and may not be suitable for all businesses. If you are considering this funding model, consult financial and legal professionals to determine whether revenue sharing aligns with your startup’s goals.

Disclaimer: This guide is for informational purposes only and should not be considered financial or investment advice. Revenue-sharing agreements and other investment structures carry risks, and returns are not guaranteed. Investors should consult with their legal, tax, and financial advisors before making any investment decisions.

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About StartEngine: StartEngine is one of the largest equity crowdfunding platforms in the U.S., helping private companies raise capital from the general public. The platform provides founders the opportunity to market their brand and build an army of brand ambassadors — all while raising capital on terms they set. To date, StartEngine has helped more than 1,000 founders raise over $1.3B* from a community of over 1.8M**.

*Raise amount as of October 15, 2024,  which includes funding rounds completed on StartEngine and SeedInvest, which StartEngine acquired the assets of. See additional information here
**Community count determined as number of unique email addresses in StartEngine’s database as of August 27, 2024. Unique email addresses do not necessarily mean unique individuals or active users.