The document discusses strategies for accelerating a SaaS business in a changing world. It outlines key business challenges like the speed of change and customer demands. It then provides recommendations across different areas like business models, go-to-market strategies, and channels. Specific topics covered include the top drivers and challenges of direct sales, partner channels, and online channels. The document emphasizes the need to rethink approaches to meet customer needs in today's environment.
70. Go-To-Market Model by Market Segmentation
Provider Channel Channel Business Markets
Partners
MNC
Direct Sales
ENT
SaaS
Partners
Biz Partner Channels MM
Apps
SME
Online Channel
Consumer
Channel Partners: Market Segmentation:
System Integrators MNC: multiple Int’l sites
IT Service Providers ENT: 250+ employees
Local ISVs MM: 30-250 employees
VARs SB: 2-30 employees
Resellers Consumer
71. SaaS GTM through Business Partners
• Partner Strategy
– Skills
– Expertise
– Market presence: Industry/Sector/Segment/Geography
– Existing customers for our offering?
• Partner Selection
– Define Target Partner Profile
• Can they sell?
• Can they sell our product/service?
• Do they share our vision, values and desire to succeed?
– Active in our target geography?
72. SaaS GTM through Business Partners
• Partner Value Proposition
– Business Value to ISV
– Business Value to Partner
– Geography
• Partner Recruitment
– Set fair and realistic expectations
– Negotiate Partner sign-on commitments
– Agree assignment of Roles and Responsibilities b/w ISV
and Business Partner
– Mutually agreed performance mile stones
– Schedule regular and frequent Business Reviews
73. SaaS GTM through Business Partners
• Partner On-Ramp
– Joint sales calls
– Joint proposals
– Target early wins – pilot customers
– Build the foundation of future business
• Channel Management
– Partner Manager
• Relationship Manager
• Sales Manager
• Partner Champion
– Sales Performance Reviews
• Gap Analysis
• Corrective actions
• Agree investment, effort and resources
74. SaaS GTM KSFs for Business Partnering
• KSF 1: Create a “Partner Culture”
– Share information, knowledge, experience & resources
– Develop and nurture
– Take a mid-term view
• KSF 2: Partner Selection
– Partner qualification checklist
• KSF 3: Partner Value Proposition
• KSF 4: Partner Recruitment
– Recruit Partners who can sell
– Don’t recruit Partners who can’t sell
• Partner On-Ramp
– Invest in them – training, access to ISV’s knowledge base
• Channel Management
104. David R Ednie
President & CEO
SalesChannel Europe SARL
Ph: +33 676 600 925
Email: david@saleschannel-europe.com
Blog: http://saleschannel.blogspot.com
Website: www.saleschannel-europe.com
SaaS Business
Acceleration 2.0