growing your saas sales through channel partners

Growing Your SaaS Sales

Through Channel Partners

The Small Business Web SummitNovember 9, 2015

Todd JusasEntrepreneur, CTOSolution Provider

Juiced Technologies, Inc.Long Island, NY

Allen FalconEntrepreneur, MSP,

Google Apps Reseller, SaaS Vendor

Cumulus GlobalBoston, MA

Real Life Partner Perspectives – The Panel

Dina MoskowitzCEO/Founder

SaaSMAXSaaS Marketplace connecting

SaaS & The Channel

San Diego, CA

Greg PlumCEO/Founder

Solution Provider/Agent PlumUC

Unified CommunicationsNewark, Delaware

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Agenda

1. What is “The Channel”2. How Big is the Channel3. Reseller Terminology4. Why Resellers are IMPORTANT to selling your SaaS5. Real Life Partner Perspectives

Introductions 5 Key Questions

6. Wrap Up7. Q&A

©SaaSMAX Corp. 2015

What is “The Channel”

The US IT Channel Sells 75% ($450B) of all Software, Hardware, Services

Customer Reseller Vendor

BusinessesDistributors Solution Providers (VARs, MSPs, etc.)

Technology Vendors

80% of Traditional Software Companies Sell Through The IT Channel

(source: Goldman Sachs)

“The IT Channel”

©SaaSMAX Corp. 2015

Size of Opportunity – Sales Partner Landscape

Source: CompTIA 2015 research, Goldman Sachs

600,000 Global Sales

Partners

100,000+ Line of

Business Consultants

110,000+ US IT Firms

208,000+ US IT

Consultants

>1 Million Businesses are Technology Sales Partners

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Realities About SaaS Resellers

• Most Businesses Use Technology Consultants.• Most Technology Consultants have 10-50 Clients (SMB, SME).• Resellers become part of your sales and support team, without being on

your payroll.• Most Technology Consultants are Small/Micro Businesses, owners.• Most don’t know what an affiliate programs is.• Technology Consultants seek out SaaS products to be part of a bigger

client “Solution”.• Churn goes down (50%!) when Resellers are involved.• Resellers expect to be treated with respect – compensation, information

updates, engagement, leads.• Technology Consultants add the integrations that provide stickiness,

longevity, full solution.

Resellers Help Their Clients Implement COMPLETE SOLUTIONS

Cloud Software Companies Solution Providers BusinessBuyers

© 2015 SaaSMAX Corp. All Rights Reserved.

Business Communications SaaS

Email Unified Commu-nications

Meetings/Webinars

Document Collab/

File Sharing

Calendars/Scheduling

Retail/Restaurants

Point of Sale

Online Store,

Website, Ecommerce

Customer Relationship

Mgm’t

Business Intelli-gence

Shift-planning,

Scheduling

IT Infrastructure SaaS/HaaS:

Wireless Access Point

Mgm’t

Wireless Security

Broadband Aggregation

Web Security/

DDoS

Mobile Device Mgm’t

Comprehensive Solution Implementations

SaaS Bundled Solutions = HUGE Opportunities!

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Reseller/Channel Terminology

Resellers Fall into Many Categories• Solution Providers• VAR (Value Added Resellers)• MSP (Managed Service Providers)• SI (Systems Integrators)• Break-fix• Networking Consultants• Telecom Agents• Master Agent• Distributors• Born in the Cloud Consultants• CRM Consultants• Google Apps Resellers• Salesforce Integrators...

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Types of SaaS Reseller Programs

Explanation Who Buys from Vendor?

How does Reseller Earn Commission?

Reseller earns commission when vendor receives revenue from buyer.

End User buys from Vendor

Vendor pays commission to Reseller

Reseller purchases then resells to end-user. Reseller buys from Vendor.

Reseller purchases wholesale, marks up and sells to end-user

Reseller pays license fees to SaaS vendor. App may be rebranded to look like Reseller’s product.

Reseller buys from SaaS Vendor.

Reseller purchases wholesale, marks up and sells to end-user

Reseller earns commission when vendor receives revenue from buyer – uses tracking code.

End User buys from Vendor

Vendor pays commission to Reseller

What are the top 3-4 most important attributes you consider when choosing a

new SaaS application?

Question # 1

How have your favorite SaaS Vendors incentivized you to get your initial sales?

Question # 2

Does the compensation model matter?

Question # 3

Are you getting the marketing support you need from your SaaS

Vendor Partners?

Question # 4

What advice do you have for SaaS Vendors about creating successful Reseller Partner

Programs. What NOT to do?

Best way to connect/communicate?

Question #5

Dina MoskowitzSaaSMAXdina@saasmax.com

Todd JusasJuiced Technologies, Inc.toddj@juicedtech.com

Allen FalconCumulus GlobalHQ Boston, MAafalcon@cumulusglobal.com

Greg PlumPlumUCHQ Newark, DEgreg@plumUC.com

Leverage The Channel!