How to Pivot From Software as a Service to Value as a Service
…mindshare on how you can help grow their business is ultimately what’s important to them. If they’re making money, so are you.
According to a Fuze survey, 92 percent of all CIOs have a cloud champion within their organizations, so getting in front of that champion and becoming a valuable resource to them is a must. The future of cloud-based work is here, but we need to ensure our partners are on the same page, and that means educating them about what the digital transformation means to their industry and how it will impact their business. Adding value to your service is not a one-time deal, it is an ongoing element of long-term and happy partnerships. Remember, the partner world is the gateway to new customers, so the value-add of resellers is critical to the success of SaaS providers.
J.P. Dundas is the director of North America Channel Sales at Fuze. He works with partners strategically to help them build new business and strategy. Spending his entire professional career in the technology industry building direct and indirect channels, J.P. knows that the key to success is building strong relationships with partners, customers, and co-workers. In 2012, J.P. was named a “Readers’ Choice” as a Top 15 channel manager in the telecom indirect channel by the readers of Channel Partners magazine and has also been invited to numerous President’s Club’s throughout his career. J.P. holds a bachelor’s degree in business administration from St. Xavier University and also has studied international business at the American University of Rome. Follow him on LinkedIn or on Twitter @fuze.