By Rob Spee, Channel Journeys Consulting
Director, Global Channel Partner Programs
Protect people, data, and brands from advanced threats and compliance risks
“When it comes to Partner Program design, spend time on planning. Whiteboard the entire customer journey. Segment it. Determine where partners can add services and make money. The design program around that.” Jeff Mattan, Proofpoint.
Transitioning a channel from the on-premise license model to the cloud SaaS subscription model is a massive challenge, for vendor and partner alike. For starters, developing a SaaS Partner Program requires laser focus on your customers’ buyer journey.
I discussed these challenges and learned valuable tips in my Channel Journeys Podcast interview with Jeff Mattan. Jeff has deep experience in transitioning partner programs to the SaaS model.
Take Action — One Thing You Can Do Today
Reevaluate your partner program in relation to your customers’ journey and your channel’s role. Are your partner types and roles aligned to the modern buyer journey? If not, it’s time to revamp your program and your ideal partner profiles.
Listen to the complete podcast for more SaaS Partner Program Tips.
About The Author
Rob Spee is founder and CEO of Channel Journeys Consulting and host of the Channel Journeys podcast. Rob applies his channel expertise to help clients create and execute channel strategies to accelerate revenue growth. His global channel experience spans from building channels at startups to vendors and distributors like Arrow, BMC, Carbonite, and SAS. Follow Rob on Twitter and LinkedIn.