by Stewart Townsend | Jan, 2021 | B2B SaaS, Sell
There is a universal challenge when it comes to both scaling and generating partner revenue. Strategic partnerships can easily help you to source and accelerate sales. On top of this, it can also help you to attract customers that will lock in and reduce your overall churn rate. The problem is that scaling a partner program can be somewhat difficult. It requires you to have a very strong foundation of trust, access, data, and security. Companies that are trying to build and scale their revenue-generating relationships tend to face two different challenges. This includes sharing data before they have built trust with a partner and having a sales team that can’t co-sell without the right data.
by Stewart Townsend | Jan, 2021 | Articles, B2B SaaS, Sell
A lot of people wonder if they actually need PRM or CRM. After all, time is always moving too fast and at times it may seem that there is always a new software tool that is constantly vying for attention. You also have the partnership ecosystem which is exploding right now, and all of it is showing absolutely no signs of slowing down
by Stewart Townsend | Jan, 2021 | Articles, B2B SaaS, Sell
A partner will help a vendor to extend the presence that they have. A vendor can then hire another direct rep and then build a team. The vendor will be outsourcing sales to others in this instance. One direct rep can easily cover a huge amount of territory, but a partner rep can cover multiple partners, each of who have their own salespeople and therefore can cover a much bigger area.
by Stewart Townsend | Jan, 2021 | Articles, B2B SaaS, Enable
You have probably heard quite a lot that email inboxes are now being overwhelmed and bombarded. There are huge amounts of newsletters out there and it’s important that you are able to stand out from the crowd. Newsletters are also a fantastic way for you to aggregate a lot of information at once so you can cut down on the idea of sending out multiple emails.
by Stewart Townsend | Dec, 2020 | Articles
Want to listen to the podcast and find out more then go to Horizen Capital who is an investor in B2B SaaS. Stewart Townsend is the founder at Channel as a Service, a “results oriented” consultancy service for startups & mature companies to enable them to...
by Stewart Townsend | May, 2020 | Articles, B2B SaaS, Recruit
I get enquiries or asked all the time do I need to start building out sales through a third party? This can take a second to answer or a full hour-long conversation, but as with anything it’s your B2B SaaS business with a sales price point to the market, but the first question is why do you want to do this?
The conversation normally goes something like this:
‘Hi Stewart. we are growing sales through direct and it’s going well but now I have my Series A I need to spend that money to accelerate growth and I’ve been told that selling through third parties is a good thing to do…
