Channel as a Service (CaaS)

Building a B2B SaaS Channel – let’s get started.

Thu, 14 May 2020 22:20:32 +0000

If you are interested in developing your very own B2B channel strategy then you know you have come to the right place. Here you can find out everything you need to know when it comes to channel marketing as well as finding out more information about some of the hurdles that you might experience when the time does come for you to get started.

https://channelasservice.com/building-b2b-saas/started/

You need a Referral Program for your B2B SaaS like Dropbox and you need it now

Sun, 17 May 2020 14:51:38 +0000

Referral program – Yes or No?

I get enquiries or asked all the time do I need to start building out sales through a third party? This can take a second to answer or a full hour-long conversation, but as with anything it’s your B2B SaaS business with a sales price point to the market, but the first question is why do you want to do this?

Partners need to sell, but they need the help of vendors

Sat, 16 May 2020 23:17:47 +0000

Help of Vendors

Solution providers know more than anyone that certification is important but they also know that it isn’t the key to producing value either. Vendors need to try and step up so that they can evaluate their programs and the requirements of their channel as well.

Think Vertical

Fri, 15 May 2020 14:51:00 +0000

Program Elements

All channel professionals are known for caring very deeply about their program elements. If you are one of those people who spend weeks or even months on end designing programs then you will probably benchmark the industry.

You will also assess your programs against the competition you have, and learn updates years in advance. You have to know that the most critical element for success is all about partner enablement.

Solution providers really do need to be enabled so that they can market, sell, support and even manage the services and products that you provide. Over two-thirds of vendor respondents indicated that their enablement priority corresponds to the value and even the differentiation of their products.

Who got funded this week

Wed, 13 May 2020 22:21:14 +0000

Here are some of the latest investments in startups this week.

The best SaaS partner Programs – what makes them stand out.

Tue, 12 May 2020 18:17:58 +0000

When you look at the best SaaS programs out there, it’s safe to say that a couple of themes stand out.

Nearly all of the companies below are able to offer co-marketing support to all of their customers, and this also helps them to manage their partner relationships too.

Two-thirds of them pay for referrals. And a handful provide sales training.

So without any further ado, here are the best 30 partner programs that are being offered by SaaS companies.

Partner Program KPI's You Should Be Measuring

Fri, 08 May 2020 12:51:50 +0000

If you know that you are operating a partner program or if you know that you need to try and manage your program much more efficiently than you are right now then here is some information to try and get you started.

The Transaction is Overrated, You need to Focus on Influence

Fri, 08 May 2020 12:49:04 +0000

It may seem daft, to declare a sales process worse, or even overrated but the acquisition of the general purchase order is, as it stands, absolutely meaningless. Revenue is paramount in this day and age, and the act of transacting business with customers may seem to be the most relevant course of action. This is especially the case when you look at the sales cycle.

https://channelasservice.com/articles/the-transaction-is-overrated-you-need-to-focus-on-influence/

How to Develop Strategic Partnerships

Fri, 08 May 2020 12:46:24 +0000

If you want to be as successful as you can be in your business, then you need to learn how to develop strategic partnerships with other businesses. A strategic partner really can provide you with all of the capital you need to leverage your brand, not to mention that they can also significantly help you with your exposure too.

They can offer services that you can’t, and all while you build out your competencies with your team. When it works well, having a strategic partnership can be what you need to ensure the growth of your business.

What you Need to Think about if you Ever want to Become a Channel Manager

Fri, 08 May 2020 12:43:15 +0000

On paper, becoming a channel partner really is a dream job. You get to travel to a huge range of destinations, and you can also host parties as well.

After all, what could be easier than dealing with other people who are passionate about your products? How hard can it be to really promote to this fan base and keep them happy/motivated?

Are your Program Policies Hurting your Channel Partners?

Fri, 08 May 2020 12:40:18 +0000

Five years ago, vendors were asked what percentage of their revenues were being driven by their partners. They did this so that they could better understand their contribution to a vendor’s growth.

https://channelasservice.com/articles/are-your-program-policies-hurting-your-channel-partners/

Five Ways that you can build a $1 Million SaaS Business

Thu, 07 May 2020 18:19:19 +0000

If you want to create your own SaaS business then there are a few things that you need to think about. After all, starting a business requires a great deal of time, skill and patience. You need all three if you want to be really successful.

Focus on the people not the program

Thu, 07 May 2020 18:16:28 +0000

In this day and age, industry accepted practices often end up failing and the main reason for this is because they are designed to attract and engage a huge amount of partner types.

B2B SaaS Companies – can you easily setup in Europe from the US?

Wed, 06 May 2020 11:00:18 +0000

So you are a B2B SaaS company and looking to grow your revenue outside of the US, looking out across the Atlantic you think let’s expand in Europe, how hard can that be…

A significant number of US-funded B2B SaaS companies have been successful in entering Europe and dominating their sector but not necessarily in every country, so what do you need to know as a B2B SaaS founder?

Setting Up The Channel Partnership Like A Joint Venture

Thu, 24 Feb 2022 20:16:14 +0000

Whenever starting a business one of the first considerations is risk. Fortunately, with the help of business partnerships, you can proceed as a joint venture with other partners. Successful joint ventures help spread risk, increase expertise, access new markets, and, ultimately, achieve a successful partnership.

Find out more at www.channelasservice.com

Tactical Channel Incentive Programs using Targets, Trackers & Themes

Tue, 15 Feb 2022 18:43:18 +0000

Find out more at www.channelasservice.com

How to Support Partner Innovation and Why You Should

Mon, 17 Jan 2022 15:00:55 +0000

Every organizational leader recognizes the value of creativity, so why do so many firms struggle with it? Internal research and development groups can only carry companies' innovation efforts so far.

For example, over 90 percent of CEOs polled by Accenture thought innovation was crucial to long-term success.

Companies are affected by the relationships they accept, just as individuals are inspired by the companionship they maintain.

Find out more at www.channelasservice.com

How to Get and Use Channel Partner Data

Mon, 17 Jan 2022 14:46:06 +0000

Historically, the realm of multichannel partnerships has been forced to make judgments based on connections, intuitions, and out-of-date practice guidelines owing to a lack of relevant data.

Smart channel workers are turning to the next generation and the potential of data to carry their previous partner strategies into the future ecosystem.

Find more at www.channelasservice.com

3 Reasons Why Your Partners Reduce Your Lead Conversion Time

Mon, 17 Jan 2022 14:21:12 +0000

Partners are essential to your success as an entrepreneur. You'd rather collaborate with people who have vested interests in representing and selling your brand.

After all, you've put in the time, labor, and money to create efficient collaborations that will benefit both your business and your partners.

But how can you know whether you're collaborating properly with your channel?

Please sit back and read through as we answer a few key reasons your partners reduce your lead conversion.

Find out more at www.channelasservice.com

Employee Turnover

Mon, 17 Jan 2022 14:09:16 +0000

Partnerships are increasingly being used to drive business. Companies of all types, capacities, and sectors are capitalizing on the advantages of indirect sales and developing channel programs as part of their go-to-market strategy.

Find out more at www.channelasservice.com

Best Channel Partner Performance Metrics to Monitor

Thu, 13 Jan 2022 19:24:08 +0000

A channel program is an excellent investment these days. Given people’s ever-increasing interest in this industry, there is potential for huge returns. However, you need to put in a lot of work to get to the point where you make money. So keeping a close eye on your investment and managing it properly is crucial.

Find out more at www.channelasservice.com

Get The Most Out of Your Channel Partner Training

Thu, 13 Jan 2022 19:06:38 +0000

Your channel partners act as an extension of your brand, presenting your items to clients daily. However, how much effort do you spend considering their training requirements? In the majority of cases, the response is "not enough."

Find out more at www.channelasservice.com

2 Problems Deal Registration Creates

Thu, 13 Jan 2022 18:54:12 +0000

Deal registration is a typical element of companies' channel partner programs. It refers to the process through which a channel partner, such as value-added resellers (VAR), notifies the vendor about qualified leads. If the vendor approves, the partner receives precedence for the lead.

Find out more at www.channelasservice.com

How to Communicate Effectively With Sales Team About Partnerships

Thu, 13 Jan 2022 18:25:56 +0000

Developing a communication system with your sales department can be difficult because each team member works on individual accounts and is frequently out of the office or in separate meetings.

Find out more at www.channelasservice.com

Tips On How to Expand Internationally Using Channel Partners

Mon, 03 Jan 2022 16:33:11 +0000

Tips On How to Expand Internationally Using Channel Partners

If commercial globalization has ensured one thing, successful businesses will eventually dip their toes in international market waters.

In any profitable business model, channel partners play an essential role by expanding your product or service reach to a broader customer base. For an unfamiliar territory like an international market, channel partners become even more vital to your business growth.

5 Reasons Why You Should Survey Your Channel Partners

Tue, 09 Nov 2021 21:40:35 +0000

Many companies often overlook the importance of providing partners with a platform to register their needs and concerns. A communication breakdown could be the reason why a channel partner opts for a different vendor.

An easy way to measure partner satisfaction and strategize for better product sales is to conduct channel partner surveys.

While technology has made it rather simple to monitor KPIs, an old-fashioned survey not only assists you to build an ideal partner profile but also helps identify your best partners.

Find out more at www.channelasservice.com

How to Quickly Ramp Up A New Channel Manager

Tue, 09 Nov 2021 21:17:36 +0000

Successful businesses understand the importance of channel partners and treat them like an extension of the sales team. Therefore, you need an excellent channel manager who can manage your partners and come up with channel marketing activities that drive sales.

A good channel manager is essential to any sales team. But, what if you are hiring a new channel manager after your old manager has left your company?

The ideal scenario would be to transition smoothly to a new manager, who can keep up with your partners. However, for a new channel manager to understand their job well (and quickly), they need to be acquainted with company policies, goals, targets, and partner practices.

Find out more at www.channelasservice.com

Build Lasting Relationships With Your Channel Partners

Tue, 09 Nov 2021 19:35:24 +0000

Channel partners bridge the gap between your company and your current and potential consumers. With every business fighting for customer attention, many rely on channel partners for promotions and distribution.

Strong relationships between companies and channel partners allow for increasing sales opportunities, which otherwise would not be possible should the company solely rely on its operational force. Additionally, satisfied channel partners will come in with their expertise, positively affecting a company’s mode of operations.

In this article, we will discuss how you can build lasting relationships with your channel partners - so that you both can work together towards sales growth.

Find out more at www.channelasservice.com

Should You Provide Marketing Automation for Your Channel Partners?

Sun, 01 Aug 2021 15:01:56 +0000

In today’s day and age, thanks to recent advances in technology, we’ve come up with different ways to effectively automate many work processes, saving individuals as well as businesses significant quantities of time and effort in the process. Marketing is no exception to this rule — many marketers use software solutions that specialize in marketing automation.

Find out more at www.channelasservice.com

Exclusive Partner Deals

Sun, 01 Aug 2021 14:28:00 +0000

At some point during their lifetimes, many companies on the market start feeling the need to build a channel program in order to strengthen their demand and supply chain, or even enter new markets and reach out to a broader audience. That's why almost all company heads have had to ask themselves the inevitable question: are they willing to sign an exclusive deal with a partner?

Find out more at www.channelasservice.com

How to Improve the Partner Experience

Sun, 01 Aug 2021 13:30:21 +0000

When working with your business partners, the way you decide to build your professional relationship with them can go a long way towards improving your own business’s position. If done right, your attitude towards your partners can help improve their overall experience of working with you, which will also help you reap many benefits in the long run.

Find out more at www.channelasservice.com

Post Pandemic New World

Thu, 22 Apr 2021 15:32:21 +0000

Business leaders of today must be thinking that partners are the best thing ever. One year after the pandemic shut down businesses across the country, it’s safe to say that a lot has changed. Businesses have been scrambling to adjust and a lot of digital transformation projects have been fast-tracked as well. Others have tossed in their five-year plans or essentially recalibrated their work policies so that they can support initiatives that include working from home. Those that may double-down may go on to focus on third-party business partners as this will give them a leg-up in terms of sales. Either way, now more than ever before, it would seem that partners are the eyes, the ears and the feet on the street. Vendors are depending on them more than ever before and they are also essential to customer engagement.

Find out more at www.channelasservice.com

Partnership Teams - org charts

Thu, 15 Apr 2021 11:10:39 +0000

If you run a business, then you’ll know how important it is for you to bring in your partner manager, your marketing manager and of course, your operations manager. You have to make sure that they are all working well with one another and you also need to make sure that they bring your organisational charts to life too. That raises the question, how do you do that? Take a look below to find out more.

How to Set up Partner Program Tiers

Thu, 08 Apr 2021 18:04:26 +0000

If you want to set up a partner program tier, then you have come to the right place. Here you can find out everything you need to know about that, while also giving yourself the chance to make strong and educated choices for the future.

Find out more at www.channelasservice.com

4 Channel Program Practices that Save Time

Fri, 26 Mar 2021 11:32:45 +0000

A lot of people often wonder how they can improve their channel practices so that they can save time, effort and money. If you are one of them then the only thing that you need to do is take a look below so that you can begin transforming your current process.

Find out more at www.channelasservice.com

Sales Incentives

Fri, 26 Mar 2021 11:18:49 +0000

It’s Time to Look Beyond Sales Incentives and Partner Programs

If you want to make sure that your sales incentives and your partner programs are the best that they can be then you first need to make sure that you are doing everything you can to look beyond the basic elements so that you can effectively refine your process.

Find out more at www.channelasservice.com

Best Practices for Sales Discovery Calls

Mon, 22 Mar 2021 15:58:23 +0000

A discovery call is essentially the first conversation that you have with someone after they show some interest in your product. It’s your chance to get to know them so you can find out if they would be a good fit for you in general.

Find out more at www.channelasservice.com

Partnering is Personal - Here’s Why

Mon, 22 Mar 2021 15:40:49 +0000

If you ask any leading channel executive what keeps them up at night, then you may think that it is partner sales or even driving customer adoption. That’s not true though. In fact, what most partners are worried about is actually the major damage that social distancing has done to their relationships and nurturing abilities

Integration Partnerships can Give you a Much Better Experience with your Partners

Thu, 11 Mar 2021 23:56:26 +0000

If you want to make sure that you are working with your partners and getting the best experience then you need to try and focus on integration. If you want to find out more about that then this is the guide for you.

Find out more at www.channelasservice.com

What’s the Difference between PRM and PRE?

Thu, 11 Mar 2021 23:29:09 +0000

If you work in the business of sales then you may have PRM, which stands for Partner Relationship Management and PRE, which is Partner Revenue Enablement. If you aren’t quite sure of the difference between the two or if you want to find out more, then you can find out everything you need to know, right here.

Find out more at www.channelasservice.com

Key Skills You Should Be Looking for in a Partner Manager

Thu, 04 Mar 2021 22:52:20 +0000

If you want to boost sales and also vastly expand your customer base, then you should know that partner programs are a fantastic way for you to do this. It’s no wonder at all why so many companies are now investing more and more in strategizing and design. They’re also investing in things such as reseller programs and implementing referrals too.

Find out more at www.channelasservice.com

Why do leaders like to co-sell?

Thu, 04 Mar 2021 22:33:51 +0000

The idea of co-selling is for you to deploy your resources so that you can effectively sell more. It’s a fantastic way for you to achieve the sales goals that you have set, and it also helps you to build a very agile organisation. A lot of people think about co-selling as being a software feature, but in reality, there’s so much more to it. As a sales leader, it’s more than possible for you to take co-selling from being a good idea to being an absolute game-changer. Want to find out more? Take a look below.

www.channelasservice.com

Channel Partner Recruitment Best Practices + Common Mistakes

Fri, 26 Feb 2021 09:16:05 +0000

Partner recruitment is going to keep on occurring throughout the life of your channel program. It’s essential that you learn the best practices so that you can understand some of the most common pitfalls out there.

Find out more at www.channelasservice.com

Working with partners doesn't work !!!

Thu, 18 Feb 2021 23:07:52 +0000

The job of a channel marketer is quite often undervalued. Channel marketers often have so many jobs to do and very little time to do it all in. A channel partner is expected to recruit new partners, find out what they are doing, why they are doing it and even distribute MDF as well.

Learn more from the show and at www.channelasservice.com

Creating a SPIFF Program to Incentivise Channel Partners with these simple steps.

Thu, 18 Feb 2021 19:58:33 +0000

SPIFFs otherwise known as Sales Performance Incentive Funds are contests that essentially accelerate sales. Even though SPIFFS are usually short-term incentives, it’s important to know that they help you to achieve long-term goals for your revenue and they also help you with your business growth too.

Find out more at www.channelasservice.com

Developing a partner business plan in 2021: Why is it so important?

Mon, 15 Feb 2021 19:33:38 +0000

If you want to establish a business plan in 2021 for your partners, then you’ll be glad to know that this is super easy to do. In fact, there are numerous benefits to establishing a business plan and if you are able to implement yours properly, then you’ll certainly experience more success and better relationships in the future.

Find out more at www.channelasservice.com

Partner Relationship Management is it a Necessity?

Mon, 15 Feb 2021 18:48:18 +0000

Having services that operate in isolation and that do not share with the rest of your company will usually cause visibility problems. You may also find that you lack collaboration between all of your teams as well. It may be that it hinders your partner management, and this can make it hard to achieve your full potential.

Listen to find out more about indirect sales and go to www.channelasservice.com for a FREE consulation call.

What Makes a Partner Manager Good at What they Do?

Thu, 04 Feb 2021 21:06:32 +0000

If you want to try and boost your sales, it’s safe to say that partner programs are essential. So many companies spend time, energy, and money on developing and tweaking their reseller programs because it is one of the best ways to drive results.

But what about the partner managers?

What is Account Mapping and Why do you Need It?

Thu, 04 Feb 2021 21:00:16 +0000

If you have never explored the concept of account mapping before then you’re certainly missing out. This guide will give you a crash course in mapping your accounts, while also teaching you the benefits it can offer.

Distribution (DIrect) or Reseller (Indirect)

Wed, 03 Feb 2021 11:46:28 +0000

If you want to get your product out there and in the hands of your target audience, then you need to focus on your distribution channel. This is easier said than done, and sometimes you might find yourself torn between reseller partners and distributors. With SaaS expected to achieve over 17.7% growth in the future, it’s now more important than ever for you to start exploring your options.

Lets discuss and dig into this further.

5 Measurable KPI metrics you should be tracking in your channel program

Fri, 29 Jan 2021 13:01:24 +0000

When companies focus on key performance indicators or KPIs, they think about revenue most of the time. While measuring your revenue is absolutely crucial, you have to know that it does not paint the whole picture of what is going on.

https://vurbl.com/station/9ESGI3rH2Jh/

What is the difference between PRM and CRM?

Tue, 26 Jan 2021 17:08:19 +0000

A lot of people wonder if they actually need PRM or CRM. After all, time is always moving too fast and at times it may seem that there is always a new software tool that is constantly vying for attention. You also have the partnership ecosystem which is exploding right now, and all of it is showing absolutely no signs of slowing down. If you are a tech or a channel partner and you want to try and grow your program, then you will constantly be facing new challenges. Partner relationship management tools, or PRM tools for short, can help you to speed up your sales while boosting your overall operational efficiency.

Do Account Executives Typically Get Any Commission On Channel Sales?

Tue, 26 Jan 2021 13:43:41 +0000

When you explore a channel sales model, you will see that the company sells through a third partner. These are known as affiliate partners, who gain commission on every purchase that is made. You also have resellers and value-added partners. Value-added partners are providers who will bundle your product with their own. Either way, with channel sales, you are relying on a third party to sell your product or your service. This can include resellers, distributors, or anyone who doesn’t directly work for your own organisation.

How to drive more revenue from partners

Tue, 26 Jan 2021 12:53:17 +0000

There is a universal challenge when it comes to both scaling and generating partner revenue. Strategic partnerships can easily help you to source and accelerate sales. On top of this, it can also help you to attract customers that will lock in and reduce your overall churn rate.

Learn how to gain more revenue from your partners.

How To Create Engaging Channel Partner Newsletters

Sun, 10 Jan 2021 18:58:25 +0000

You have probably heard quite a lot that email inboxes are now being overwhelmed and bombarded. There are huge amounts of newsletters out there and it’s important that you are able to stand out from the crowd. Newsletters are also a fantastic way for you to aggregate a lot of information at once so you can cut down on the idea of sending out multiple emails.

Why Should My Direct Sales Team Care About Channel Sales?

Sun, 10 Jan 2021 18:27:53 +0000

A partner will help a vendor to extend the presence that they have. A vendor can then hire another direct rep and then build a team. The vendor will be outsourcing sales to others in this instance. One direct rep can easily cover a huge amount of territory, but a partner rep can cover multiple partners, each of who have their own salespeople and therefore can cover a much bigger area.