ServiceSource: A Secret Sauce for SaaS Channel Management?
Question: How do big software companies build their SaaS channel management applications and programs? In some cases, the answer involves ServiceSource, a cloud-based revenue performance solution that appears to be catching on. The latest adopter is CA Technologies (formerly CA Inc.). Here are some details.
CA Technologies’ Internet Security Business Unit (ISBU) uses the ServiceSource Channel Sales Cloud application to manage business and sales leads. The SaaS application is designed to help the CA Technologies ISBU’s sales team improve customer satisfaction and loyalty.
The idea is that it enhances business management by providing a current summary of opportunities, sales information, and renewal performance, ServiceSource claims.
In addition, the ISBU sales team and their partner network can can search for and collaborate on upcoming maintenance, contract, and subscription renewal opportunities. Partners also get self-service and assisted sales functionality out of the deal. CA ISBU is also using ServiceSource’s managed services to handle subscription sales on a common technology platform.
I wanted to call attention to this announcement for one main reason: even giant companies with a channel presence like CA’s are turning to external SaaS solutions to boost productivity and sales efficiency.