Not all SaaS products are created equally. And when it comes to reseller programs, some companies are more suited for success in the channel. Historically, companies that offer high value, enterprise software benefit from utilizing partner programs. However, in today’s cloud-driven economy, having a strategic approach to scaling revenue via indirect sales partners has become imperative for all sizes of solutions. To begin, it’s important for businesses to consider their product offering. How much training does your product demand? Is your sales process straightforward? Do you have a scalable, repeatable sales model? If so, growing a partner program for your SaaS business may be the best decision you’ll make. Looking into implementing a reseller program? Consider these steps. 1) Establish realistic goals. The goal of any partner program is to generate customers through your channel—as effectively or more effectively than your direct, internal efforts. Generally, you’ll be tracking the same metrics as you do with your direct efforts. A piece of advice? This takes time. Depending on the size of your company or the complexity of your SaaS offering, building partnerships with reliable resellers takes considerable effort. Start small and increase your personnel (and budget) as success is proven. The overarching objective of a partner program is create a model that can be communicated to your partners. You also need to make sure you’re program anticipates the resources needed to properly onboard, educate and resource those partners for success. It must empower them to be working advocates for your…
Read More: 5 Steps to a Successful SaaS Reseller Program
