Reseller Channel

Indirect sales drives 75 percent of world trade across all 27 Industries. It's the biggest industry in terms of getting things to market. And yet somehow, we in the channel have this red-headed step-child complex.

When BlueStar invited me to join them at their ISV Connect Summits in 2019, I jumped at the chance to help steer education sessions. Why? Because I know many software companies want to have successful partner programs, but they struggle to execute when it comes to selling their software through indirect channels.

Building a vertical SaaS company presents many unique advantages but is certainly not without challenges. This article will discuss why and how to build a vertical SaaS product, and common roadblocks to watch out for in doing so.

As infrastructure and infrastructure services become commoditized by cloud technology, partners are learning that the serious money is in specialization and adding true business value to their customers. In response, new channels are emerging and existing partner business models are changing to meet customers’ needs.

You don’t buy your shampoo, your jeans, or even your car directly from the manufacturer. That’s just how consumer sales work. Unfortunately, with SaaS, leveraging a distribution network isn’t quite so easy.

Perhaps it’s fair to say that ISVs can find themselves at a crossroads when it comes to how and where to market their software products. A reseller channel can have pros and cons .

The channel isn’t going away, and software isn’t getting easier or cheaper to sell. So, why do software companies struggle to capitalize on the selling power of channel partners?

When launching a channel, you should think of it as starting a remote office, but all too often, SaaS companies make the mistake of creating an “us” vs. “them” mindset instead.

Crystal Barrineau is the director of marketing at OrderCounter — a software company specializing in POS and cloud-hybrid solutions for restaurants. She took time to talk with SoftwareBusinessGrowth.com about the importance of on-site demos, marketing tactics that work in hospitality, and more.

RFPIO recently held user conferences in New York and San Francisco to learn more from industry experts and front-line users on the use of RFP automation software.

Artificial intelligence (AI) and machine learning (ML) technology firms’ channel strategies have become increasingly reliant on strong strategic partnerships and trusted resellers. It is critical to select best-of-breed companies who can bring data-driven value to the technology platform.

2019 presents a great opportunity for software vendors to take stock of their services and ensure they’re incorporating the latest innovations and service offerings into their organizations to meet today’s market and channel partners' needs. While there are a number of factors that will drive new channel solutions, we can expect the following four to prompt the most significant changes for your partners.

Jamie Gray is responsible for planning, developing, and implementing branding strategies for LOC Software, and he talks with Software Business Growth about how to – and how not to – market to retailers, channel partners, and more.

Having spent nearly 30 years in enterprise software sales, I can tell you that there’s no such thing as a passive channel partnership — at least not one that lasts. As a vendor, your end of the bargain is to help partners help themselves. Here are a few suggestions to engage partners and help drive joint success.

Selling more software through indirect sales channels can create headaches for your direct sales team – and your partners – unless you proactively take steps to address the potential conflict.