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Growing Your SaaS
Sales Through
Channel Partners
The Small Business Web Summit
November 9, 2015
Todd Jusas
Entrepreneur, CTO
Solution Provider
Juiced Technologies, Inc.
Long Island, NY
Allen Falcon
Entrepreneur, MSP,
G...
3
Agenda
1. What is “The Channel”
2. How Big is the Channel
3. Reseller Terminology
4. Why Resellers are IMPORTANT to sell...
©SaaSMAX Corp. 2015
What is “The Channel”
The US IT Channel Sells 75% ($450B) of all Software, Hardware, Services
Customer...
©SaaSMAX Corp. 2015
Size of Opportunity – Sales Partner
Landscape
Source: CompTIA 2015 research, Goldman Sachs
600,000
Glo...
6
Realities About SaaS Resellers
• Most Businesses Use Technology Consultants.
• Most Technology Consultants have 10-50 Cl...
Resellers Help Their Clients Implement COMPLETE
SOLUTIONS
Cloud Software Companies Solution Providers Business
Buyers
© 2015 SaaSMAX Corp. All Rights Reserved.
Business
Communication
s SaaS
Email Unified
Commu-
nications
Meetings/
Webinars
...
9
Reseller/Channel Terminology
Resellers Fall into Many Categories
• Solution Providers
• VAR (Value Added Resellers)
• MS...
10
Types of SaaS Reseller Programs
Explanation Who Buys from
Vendor?
How does Reseller
Earn Commission?
Reseller earns com...
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 ...
Dina Moskowitz
SaaSMAX
dina@saasmax.com
Todd Jusas
Juiced Technologies, Inc.
toddj@juicedtech.com
Allen Falcon
Cumulus Glo...
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Growing Your SaaS Sales Through Channel Partners

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WATCH VIDEO: https://youtu.be/MyNcPU8tB9M

Dina Moskowitz, CEO, SaaSMAX
Allen Falcon, CEO, Cumulus Global
Todd Jusas, CTO, Juiced Technologies
Greg Plum, Principal, Plum Unified Communications

There is an enormous well-established ecosystem of Technology Solution Providers who hold the keys to millions of potential customers and sales for your SaaS. However, most SaaS companies either do not know about or are not taking advantage of this enormous indirect sales partner opportunity. Join SaaSMAX CEO Dina Moskowitz and three successful SaaS Technology Solution Providers to learn more about "The Channel", gain insight into what these Solution Providers do, and why you want them to represent and be evangelists for your SaaS application.

Recorded at The Small Business Web Summit East, New York, November 9, 2015

The trade association of companies selling cloud software to small business.

http://www.thesmallbusinessweb.com/summit

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Growing Your SaaS Sales Through Channel Partners

  1. 1. Growing Your SaaS Sales Through Channel Partners The Small Business Web Summit November 9, 2015
  2. 2. Todd Jusas Entrepreneur, CTO Solution Provider Juiced Technologies, Inc. Long Island, NY Allen Falcon Entrepreneur, MSP, Google Apps Reseller, SaaS Vendor Cumulus Global Boston, MA Real Life Partner Perspectives – The Panel Dina Moskowitz CEO/Founder SaaSMAX SaaS Marketplace connecting SaaS & The Channel San Diego, CA Greg Plum CEO/Founder Solution Provider/Agent PlumUC Unified Communications Newark, Delaware
  3. 3. 3 Agenda 1. What is “The Channel” 2. How Big is the Channel 3. Reseller Terminology 4. Why Resellers are IMPORTANT to selling your SaaS 5. Real Life Partner Perspectives  Introductions  5 Key Questions 6. Wrap Up 7. Q&A
  4. 4. ©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”
  5. 5. ©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
  6. 6. 6 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.
  7. 7. Resellers Help Their Clients Implement COMPLETE SOLUTIONS Cloud Software Companies Solution Providers Business Buyers
  8. 8. © 2015 SaaSMAX Corp. All Rights Reserved. Business Communication s 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!
  9. 9. 9 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...
  10. 10. 10 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
  11. 11. What are the top 3-4 most important attributes you consider when choosing a new SaaS application? Question # 1
  12. 12. How have your favorite SaaS Vendors incentivized you to get your initial sales? Question # 2
  13. 13. Does the compensation model matter? Question # 3
  14. 14. Are you getting the marketing support you need from your SaaS Vendor Partners? Question # 4
  15. 15. 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
  16. 16. Dina Moskowitz SaaSMAX dina@saasmax.com Todd Jusas Juiced Technologies, Inc. toddj@juicedtech.com Allen Falcon Cumulus Global HQ Boston, MA afalcon@cumulusglobal.com Greg Plum PlumUC HQ Newark, DE greg@plumUC.com Leverage The Channel!

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