Gartner Research

Tech Go-to-Market: How to Make Your Transition to SaaS Channel-Friendly for Resellers and Service Providers

Published: 01 August 2017

ID: G00321164

Analyst(s): Mark Paine

Summary

Technology providers that shift on-premises products to cloud-based SaaS must help and support their indirect channel adopt and profit from the service. This document provides best practices for technology business unit leaders to ensure SaaS is attractive to partners as well as the enterprise.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Partners Also Need to Profit From SaaS Solutions
    • Margins, Commissions and Rebates
    • Sales Volume
    • Transaction Costs
    • Easing the Pressure on Cash Flow
    • Shift of Services and Partner Intellectual Property
    • Sales Commission
    • Upsell and Cross-Sell Strategies
    • Illustrate the Money Partners Can Make in Selling Your SaaS Service
  • Skills — Bake Enablement Into Your Partner Programs
    • Recruitment
    • Training
    • Who Pays for the Training?
  • Go-to-Market — Review Your Go-to-Market Strategy When Selling SaaS-Based Solutions
    • Marketing Strategies
    • Sales Strategies
  • Summary

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