From my experience lately most will only sell you solo ads or they don't want to help people with new products at all. Your product can be the best product ever, but if you're not already well known in your market they don't trust you somehow. Potential partners who tell you they like your product, ask for a review copy and you never hear from them again. If you never head the chance to properly test your funnel or find a reliable partner...how can you expect those with new product to prove their EPC ?
There's a lot of contradiction in all this. The best way to find potential partners is perhaps through JV brokers (though good ones are hard to find...), but better is to try and build a relationship with them. Comment on their blogs, ask questions, give your honest opinion, etc..
From the 100 potential partners you manage to get in contact with only 5 MAY or may not get back to you. I've been trying for quite some time now to find partners/affiliates, but because I don't have the "push me and get rich" kind of product, they don't want to promote...no matter if my product is top notch quality. It seems like most look like they want to promote and then come up with some excuse not to do it after all...
There's no rules or standards for this...newcomers are either on their own or extremely lucky. Newcomers also don't have a budget to go through a broker...unless the broker accepts a 2nd tier type of commission to be compensated.