The full version of this article was first published at: Channel Strategy Tips From Top SaaS Companies
In the recent past, vendors selling SaaS solutions were hesitant to jump into indirect sales, concerned that the subscription-based selling and support model that SaaS relies on wouldn’t combine profitably with what the channel offers. But recently, there has been more than enough data demonstrating that SaaS companies stand to benefit quite a great deal from a well-constructed partner program. Beyond the studies and industry insider analysis that gives the channel a thumbs-up for SaaS, there’s another big factor that should tell you conclusively that there is money to be made for SaaS vendors in the channel. And that is: the biggest names in SaaS are now selling in the channel. No matter what line of work you’re in, learning from the best in the business is always a good way to get ideas about what steps you can take to build out your own channel partnership program. So let’s take a look at some of the creative channel plays being run by some names you’ve undoubtedly heard, and see what insights we can glean from them. Dropbox’s VIP Rewards In a heavily data-driven business world, swapping massive files through an intuitive GUI is a necessary part of doing business and reliable data storage is a necessity that takes infrastructure and skilled IT, things that businesses, especially SMBs, can’t always afford. Because of that, file sharing and storage vendor Dropbox has carved out a big niche as a reputable, user-friendly, secure cloud storage provider—and they’ve been building their already impressive…
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