5 Ways to Get Your SaaS Offering Channel-Ready

  • … month-to-month options instead of the typical 12-to-36-month contracts. Think about the following to get your solution channel-ready: Support monthly billing terms, enable proration of services, and allow co-termination if longer term subscriptions are desired by customers.
  • Demonstrate channel commitment. Going it alone can be tough. Without support from the IT channel, you could easily find yourself not only putting in more effort than is necessary, but also struggling to build long-term, trusting and sticky relationships. Harnessing the help of the channel enables you to scale your business faster and more effectively.
  • Integrate using APIs. To assure that product acquisition and billing is moving at the speed of business, it’s important to provide open application programming interfaces (APIs) to your solution, especially for provisioning and billing. Automation is the key to frictionless product acquisition and usage. Can you deliver: instant provisioning; support moves, adds, changes and cancellations anytime; and automated billing updates?
  • Seek out partnerships. Finding experts to help you navigate the ever-evolving channel ecosystem is essential. No reason to drive into common potholes and pitfalls. Best practices are out there — use the collective knowledge of your IT community to help you can avoid rookie mistakes, better empower your customers and stay apprised of the direction of the industry.

Ryan Walsh is chief channel officer at Pax8.

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