Ask HN: Strategies for whitelabel products

So we have built a HW/SW product (basically a different take on the Amazon Dashbutton). Our system can easily create whitelabel and custom builds. We have vendor relationships in China.

Some companies now want to trial it, but we run into the typical stuff: threats that they will build it themselves, far too early requests for exclusivity, etc...

We want to keep the collaboration signup process as simple as possible and create incentives to stay with us.

What are some experiences/tips/caveats any of you made for such products?