By Ryan Walsh
As a software-as-a-service (SaaS) product company, the idea of just selling direct to customers can seem alluring. You put up an online store and customers will come, right? Hey, your product sells itself anyway, and this touchless selling experience means more money in your pocket. If you think that this is a good idea, think again.
While selling direct seems logical, it may not yield the results you want. Why? Customers may be leaning on a trusted IT adviser to help them make the decision.
Selling direct might seem like a no-brainer, but there are some downsides to this approach. Let’s look at them:
It’s also critical that you prepare for rapid growth as organizations shift from traditional technologies to their cloud-based counterparts. According to recent research from Techaisle, 80 percent of small-to-medium-size businesses (SMBs) view cloud computing as a driver for business growth.
And remember, you have to give a channel partnership a fair shake. That means making a commitment to selling cloud services through the channel for a minimum of 18 months. Also, take care to craft a positive sales compensation plan, channel-oriented marketing collateral, and a consistent channel presence and message. MSPs can be powerful allies if they trust you are in it for the long haul and you have their back. If you don’t, they’ll know.
Once these foundational elements are in place, here are the next five things to have in place prior to taking your SaaS offering to the channel:
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July 21 2019 @ 13:01:11 UTC