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SaaS Channel Strategy: Is Success Possible?
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Transcript of SaaS Channel Strategy: Is Success Possible?
SaaS Channel Strategy: Is Success Possible?
By Scott SalkinChief Executive Officer
https://www.linkedin.com/in/scottsalkin
@scottsalkin
SaaS Channel Strategy: Is Success Possible?
There’s lot of talk around channel strategy for SaaS and cloud business models, but one thing is certain:
Traditional channel models and their old-school, complex frameworks are too clumsy and expensive for selling SaaS.
When SaaS models embrace several characteristics, channel success is possible.
SaaS Channel Strategy: Is Success Possible?
Use the Cloud to Sell Cloud
• Cloud is (or should be) your #1 tool to execute and collaborate quickly and efficiently.
• With collaboration embedded in partner systems/processes, communication and content is up-to-date, easy to find and digest, and shareable with everyone involved.
• Growth requires a channel strategy that accelerates sales and agility while lowering costs.
• Net new revenue is important, but customer success that reduces churn will ultimately drive growth.
• With the right tools, knowledge, and partners, your channel strategy will ensure efficient, long-term growth.
Grow Efficiently and Lower CAC
SaaS Channel Strategy: Is Success Possible?
SaaS Channel Strategy: Is Success Possible?
Cherish Existing Customers• In the SaaS economy, growing a
successful partner program isn’t just about new leads; it’s about working together to maintain customer relationships.
• As companies mature, the ability to draw more from existing customers and rely less on new customers is crucial.
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