growing your saas sales through channel partners
TRANSCRIPT
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 [email protected]
Todd JusasJuiced Technologies, [email protected]
Allen FalconCumulus GlobalHQ Boston, [email protected]
Greg PlumPlumUCHQ Newark, [email protected]
Leverage The Channel!