When you have a SaaS strategy in place, you need to do everything you can to show your partners the bigger picture but you also need to try and understand the value of what you are being offered as well. Sometimes it may be to your advantage that you make less money on an initial sale so that you can process that sale through your channel, but at the end of the day, why would you intentionally reduce your profit by just passing that deal onto a partner?
If you are ready to take that next step with your B2B SaaS channel strategy then the first thing that you need to do is consider your short term and your long-term goals. At the end of the day, the channel strategy that you have is not a machine and you can’t just turn it off and on whenever you need to make a return. It’s an ecosystem that will continue to grow and develop over time
Now you have all of the strategy research behind you. You also have everything in place so you can start to make the most out of your plan. This section is designed to cover everything you need to know when it comes to your B2B SaaS channel program as well as helping you to get all of the research you need to plan for the future. When you develop a channel strategy there are a ton of variables that you need to take into account.
As with any collaboration, it is important that you have clear and precise communication. You also need to make sure that you do everything you can to maintain a very high level of understanding. Once you have your partner, you will want to make sure that you continue the engagement that you have while also ensuring that you get the frequency of your publications right as well. A lot of SaaS companies work by experimenting with different methods of communication. This includes social media and even mobile applications.