Enter the World of Software Resellers
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Occasionally Allbound invites guest bloggers to contribute to our Partner Sales Acceleration conversation, and today’s blog post is from Elias Ndreu, CEO of Elioplus. It was predicted that with the rise of the internet and online direct sales that the middleman would be a thing of the past. But that is far from the truth, and reselling companies in the IT industry still play a significant role, and the channel within the SaaS revolution is stronger than ever. the channel within the SaaS revolution is stronger than everClick To Tweet One of the main reasons for this is that for the end customer, support is the number one factor when considering a new solution. This personal relationship between the reseller and the customer is what vendors should leverage to increase their footprint and grow based on a mutually beneficial partnership. Additionally, many western software and SaaS vendors find it difficult to enter the markets in Asia and Latin America. The difference in culture, customer behavior and legal framework in most cases make it a lost cause. But if vendors manage to establish partnerships with local champions in each vertical, they can unlock these markets and have a competitive advantage to direct sales vendors. Usually, there are trust issues in these markets, and also product localization is required in most cases that add more barriers to vendors, but they are worthwhile in order to grow your company fast. Before going on recruiting speed to acquire resellers and grow indirect sales, a…
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