Article | July 2, 2019

Winning Big With Alternative SaaS Channels

By Rob Spee, Channel Journeys Consulting

“We started a channel from scratch in 2010. No partners. We had a great cloud product. We had a partner agreement. And that was it. And we've grown the channel today to over 50 percent of all new business.” Taylor Macdonald, Sage Intacct.

History is known to repeat itself unless we learn from the lessons that history offers. That’s exactly the approach Taylor Macdonald, SVP Channel Sales at Sage Intacct, took when he was hired to build a cloud channel strategy for this SaaS vendor.

I had the opportunity to ask Taylor exactly what he did differently in building his “Channel 3.0” in my Channel Journeys podcast. He started by first looking at all the things that on-prem partner programs had done wrong. Then he designed a cloud channel program for the type of partners who best understood his customers’ financial challenges – CPAs and other accounting agencies.

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