Do SaaS companies need a partner sales strategy to truly scale efficiently? Here are the latest channel strategy insights for SaaS business models.

1. SaaS Channel Strategy: Is
Success Possible?
By Scott Salkin
Chief Executive Officer
https://www.linkedin.com/in/scottsalkin
@scottsalkin

2. SaaS Channel Strategy: Is Success Possible?
There’s lot of talk around channel strategy
for SaaS and cloud business models, but
one thing is certain:
Traditional channel models and their old-
school, complex frameworks are too clumsy
and expensive for selling SaaS.
When SaaS models embrace several
characteristics, channel success is possible.

3. SaaS Channel Strategy: Is Success Possible?
Use the Cloud to Sell Cloud
• Cloud is (or should be) your #1 tool
to execute and collaborate quickly
and efficiently.
• With collaboration embedded in
partner systems/processes,
communication and content is up-to-
date, easy to find and digest, and
shareable with everyone involved.

4. • Growth requires a channel strategy
that accelerates sales and agility
while lowering costs.
• Net new revenue is important, but
customer success that reduces
churn will ultimately drive growth.
• With the right tools, knowledge, and
partners, your channel strategy will
ensure efficient, long-term growth.
Grow Efficiently and Lower CAC
SaaS Channel Strategy: Is Success Possible?

5. SaaS Channel Strategy: Is Success Possible?
Cherish Existing Customers
• In the SaaS economy, growing a
successful partner program isn’t just
about new leads; it’s about working
together to maintain customer
relationships.
• As companies mature, the ability to
draw more from existing customers
and rely less on new customers is
crucial.

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