Reseller Channel

  • How To Accelerate SaaS Channel Sales With Agents And MSPs
    How To Accelerate SaaS Channel Sales With Agents And MSPs

    Telecom companies drive massive sales through agents with their referral commission model. Now they’re looking at Managed Service Providers (MSPs) for growth as their offerings move up market from commodity voice to complex data services.

  • Building A Channel Program For Cloud-First Software Business Growth
    Building A Channel Program For Cloud-First Software Business Growth

    For cloud-first software businesses, channel programs drive scalability and growth. However, for a cloud-first software business, this option might be neglected in spite of being a great growth driver.

  • Winning Big With Alternative SaaS Channels
    Winning Big With Alternative SaaS Channels

    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.

  • Partners: Critical Allies For Innovation, Growth And Opportunity
    Partners: Critical Allies For Innovation, Growth And Opportunity

    Adding a partner program or partner focus to an organizational sales model is by this point table stakes. These critical allies can help vendors break into a new geography, strengthen offerings within a particular vertical, increase brand recognition and diversify and grow revenue.

  • How To Drive Breakthrough Channel Performance
    How To Drive Breakthrough Channel Performance

    What are the secrets to driving breakthrough channel performance? That was the topic of my Channel Journeys podcast with Josh Lewis, Vice President of Global Channel Sales at Alteryx, a rapidly growing provider of a data science and analytics platform.

  • How To Turn Channels Into A Profession, One Certificate At A Time
    How To Turn Channels Into A Profession, One Certificate At A Time

    Mike Kelly doesn’t shy away from a challenge. He climbed Mount Elbrus, the highest summit in Europe at 18,510’. He conquered the Jungfrau Marathon with 6,000’ of elevation gain. But now he has an ever more audacious mission; turning the channel into a profession.

  • Companies To Watch: SOOP
    Companies To Watch: SOOP

    This seasoned software executive is getting his text-to-order startup off the ground by being smart about bootstrapping, pricing, and beta customers.

  • How A Partner Scorecard Drives Revenue Growth
    How A Partner Scorecard Drives Revenue Growth

    Software companies need a better way to select the right channel partners at the beginning — partners that have the best potential to drive revenue growth.

  • Getting Respect With Channel Automation
    Getting Respect With Channel Automation

    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.

  • Channel Partners Need Your Help (But Not Via Another Email About Your Software’s Latest Features)
    Channel Partners Need Your Help (But Not Via Another Email About Your Software’s Latest Features)

    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.

  • A Shift In SaaS: The Future Is Vertical

    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.

  • What Is Driving Channel Transformation And Where Is It Taking Us?
    What Is Driving Channel Transformation And Where Is It Taking Us?

    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.

  • 3 Steps To Strategic Channel Partnerships: Shattering The SaaS Love Triangle
    3 Steps To Strategic Channel Partnerships: Shattering The SaaS Love Triangle

    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.

  • 3 Tips For Building The Best Reseller Channel
    3 Tips For Building The Best Reseller Channel

    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 .

More Reseller Channel Advice

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