Boosting your sales department in any industry can be difficult. Add in a partner sales channel on top of those pre-existing sales hurdles, and you’ve got an even more difficult situation on your hands. Like all problems, this too can be overcome by breaking down the individual steps to success. Step 1: Determine your strategy. The more you (and your partners) know, the more you’ll sell (This is true for all sales, but especially SaaS channel sales, where complexities run rampant with software). Clearly outlining your channel sales strategy can help determine your SaaS sales success. First off, it’s important to determine whether your partners will be selling with you or for you (through partner or with partner?). If it’s the former, partners will sell your SaaS products as an upsell or missing value proposition to their pre-existing customers as well as use your solution as a “foot in the door” to gain new market penetration; if it’s the latter, your partners will be acting as the promoters or resellers of your solutions. How you determine your channel sales strategy will depend on your company’s current situation. How complex is your SaaS? What is your vertical and market penetration? Where are you currently selling? How complex is the implementation? What services are needed post-sale to get the most out of your solution? By answering the above questions, you can work backwards towards determining which model or models best fit where you are today. Step 2: Identify partners and grade them.…
Read More: How to Accelerate Your SaaS Channel Sales in 5 Steps
