SaaSMax Gets Personal, Matching Partners, Vendors
a lot of inbound inquiries. We do a lot of online webinars and education, both for SaaS companies on how to build their channel and for reseller partners on the formula for successfully transforming to a SaaS business.
We do partner perspective webinars and interview our partners on how they’re successfully transforming.
For vendors, we offer a micro consulting program. If they’re new to the channel we make it very affordable to build a world-class partner program with best practices. We give them all the templates, we guide them, we reduce that cost — probably by two-thirds — so instead of hiring a traditional channel consultant, our goal is to have them build it as quickly as possible and understand how to run and manage it. Then we get them into recruiting partners.
That value-added component is educating the SaaS sector on how to bring themselves into the channel, because it’s different than a direct marketing play.
Our CMO for channel development is Ted Finch. He’s developed channel partner programs for over 450 companies at this point in his career, and he knows this stuff like the back of his hand.
CP: What’s the value-add that you bring to channel partners?
DM: The value-add on the partner side is two-fold. First, we’re their personal concierge and will save them hours and headaches in trying to figure out which solutions are right for them and who they should partner with. It’s one thing to find the right solution, but does that solution offer a partner program? We can help them with that. We’re a filter for them.
Secondly, we’re also a one-stop shop for partners, providing tools so that they can do business with the vendor. And once they have their own SaaS reseller storefront, it’s even more exciting.
It’s a soup-to-nuts experience that we’re building.
