By Rob Spee, Channel Journeys Consulting
SVP Channel Sales
San Jose, CA
Acquired by Sage
Help CFOs access integrated management and financial reports to grow and drive their businesses.
“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.
Take Action — One Thing You Can Do Today
If you believe your number one goal is to make your partners successful, make sure your organization is aligned to that goal.
Listen to the complete podcast to learn more about Taylor and hear more valuable tips for building a successful cloud channel program and channel team.
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.