How do I incentivize people for referrals & leads?

No consultant from a big company would push your product to a customer except if you are best friends. Just think one minute about the number of startup CEOs who would like to have such referrals. Thousands. Maybe one million worldwide...

If you want such referral, it is possible, but you must target the head of those SI. I've worked in the past for a company which succeeded in that, but it took years of huge efforts to obtain the beginning of a little something. For a startup, it is probably too long and too hard.

What you can do: think about potential links between your product and consultants missions. If you can provide them for free some useful tools which can ease their life when they work for customers using your product, they will talk about it. Because it is their immediate self interest. This is the only way. But take care of the cost: maintaining such free tools can become expensive on the long run.

equity

I used to work at PricewaterhouseCoopers as a SI practice lead. There is quite a lot of scrutiny and internal risk of recommendations coming from an integrator. Fortune 500 employees tend to be perfectionists at finger-pointing to anyone but themselves in the slightest hint of risk or something going wrong. Due to that, integrators have a policy of being tight lipped about recommendations. Also, some firms make their money by performing assessments, proof of concepts, etc - and don't like to give away recommendations "for free".

If the SI find the tool, or uses it on an internal engagement or project - they'll recommend it. It's often good to approach the lower level employees (associates, senior associates) - you can even target them via Facebook/Linkedin ads.