The Complete Guide to BUILDING A SUCCESSFUL SAAS CHANNEL STRATEGY

In 2015, the Tax Foundation of America reported that more than 60 percent of all revenue in the U.S. was generated through indirect sales and marketing channels. This is only the latest confirmation of the undeniable value and efficacy of the indirect selling model, which has allowed countless businesses to go far beyond the limits of their direct sales relationships through well-structured partner programs. The channel, it is clear, is a huge potential source of sales and profits in today’s economy.

But if you’re selling software-as-a-service (SaaS) solutions, it might initially appear that channel sales isn’t a model with much to offer. With cloud-based solutions being quite easy to deploy, requiring comparatively little on-site maintenance and customization1 , it may be hard to see where your business can benefit from a good selling partner. But the more the new world of SaaS solutions develops, the more it’s becoming clear that SaaS suppliers stand as much to gain from indirect sales as companies selling traditional IT hardware and software solutions—or from businesses outside of the IT landscape entirely.

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