Growing Your SaaS Sales Through Channel Partners The Small Business Web Summit November 9, 2015
Real Life Partner Perspectives The Panel Todd Jusas Entrepreneur, CTO Solution Provider Juiced Technologies, Inc. Long Island, NY Allen Falcon Entrepreneur, MSP, Google Apps Reseller, SaaS Vendor Cumulus Global Boston, MA Greg Plum CEO/Founder Solution Provider/Agent PlumUC Unified Communications Newark, Delaware Dina Moskowitz CEO/Founder SaaSMAX SaaS Marketplace connecting SaaS & The Channel San Diego, CA
Agenda 1. What is The Channel 2. How Big is the Channel 3. Reseller Terminology 4. Why Resellers are IMPORTANT to selling your SaaS 5. Real Life Partner Perspectives Introductions 5 Key Questions 6. Wrap Up 7. Q&A 3
What is The Channel The IT Channel Sells 75%+ ($450B) of all Software, Hardware, Services Customer Reseller Vendor Technology Vendors Distributors Solution Providers (VARs, MSPs, etc.) The IT Channel Businesses YOUR OPPORTUNITY: Today Only 23% of SaaS Sell Through The IT Channel IT Providers are Ripe for Your Offerings (source: Goldman Sachs) SaaSMAX Corp. 2015
Most Small/Medium Companies Use 8-15 Software Applications IT Solution Providers Sell BUNDLED SOLUTIONS. SaaS Marketers are only selling their own product. REAL LIFE EXAMPLE: Law Firms Rely on IT Solution Providers for: Services Technology Requirements SaaS Selection IT Strategy Secure File Sharing Dropbox Solutions Selection & Integration Unified Communications RingCentral Training Document & Case Management Clio Support Workforce Management Insperity 911 Data Backup Carbonite SaaSMAX Corp. 2015
Who Are These Resellers? (Channel Terminology) Resellers Fall into Many Categories Solution Providers VAR (Value Added Resellers) MSP (Managed Service Providers) SI (Systems Integrators) Break-fix Networking Consultants Telecom Agents Master Agent Distributors Born in the Cloud Consultants CRM Consultants Google Apps Resellers Salesforce Integrators... 6
Size of Opportunity Sales Partner Landscape 600,000 Global Sales Partners >1 Million Businesses are Technology Sales Partners 110,000+ US IT Firms 100,000+ Line of Business Consultants 208,000+ US IT Consultants Source: CompTIA 2015 research, Goldman Sachs SaaSMAX Corp. 2015
Important Realities About SaaS Resellers That Every SaaS Marketer Should Know Most Businesses Use Technology Consultants. Most Technology Consultants have 10-50 Clients (SMB, SME). Resellers become part of your sales and support team, without being on your payroll. Most Technology Consultants are Small/Micro Businesses, owners. Most don t know what an affiliate programs is. Technology Consultants seek out SaaS products to be part of a bigger client Solution. Churn goes down (50%!) when Resellers are involved. Resellers expect to be treated with respect compensation, information updates, engagement, leads. Technology Consultants add the integrations that provide stickiness, longevity, full solution. 8
SaaS Bundled Solutions = HUGE Opportunities! Comprehensive Solution Implementations Business Communication s SaaS Email Unified Communications Meetings/ Webinars Document Collab/ File Sharing Calendars/ Scheduling Retail/ Restaurants Point of Sale Online Store, Website, Ecommerce Customer Relationship Mgm t Business Intelligence Shiftplanning, Scheduling IT Infrastructure SaaS/HaaS: Wireless Access Point Mgm t Wireless Security Broadband Aggregation Web Security/ DDoS Mobile Device Mgm t 2015 SaaSMAX Corp. All Rights Reserved.
Types of SaaS Reseller Programs Explanation Resellerearns commission when vendor receives revenue from buyer. Resellerpurchases then resells to end-user. Who Buys from Vendor? EndUser buys from Vendor Reseller buysfrom Vendor. Howdoes Reseller Earn Commission? Vendor pays commission to Reseller Resellerpurchases wholesale, marks up and sells to end-user Resellerpayslicensefees to SaaS vendor. App may be rebranded to look like Reseller s product. Reseller buysfrom SaaS Vendor. Resellerpurchases wholesale, marks up and sells to end-user Resellerearns commission when vendor receives revenue from buyer uses tracking code. EndUser buys from Vendor Vendor pays commission to Reseller 10
Leverage The Channel! Dina Moskowitz SaaSMAX dina@saasmax.com Todd Jusas Juiced Technologies, Inc. toddj@juicedtechnologies.com Allen Falcon Cumulus Global HQ Boston, MA afalcon@cumulusglobal.com Greg Plum PlumUC HQ Newark, DE greg@plumuc.com