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
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.
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…
In Episode 184 I spoke with Stewart Townsend from Channelasaservice.com. Stewart helps SaaS-Software as a service companies increase sales by building indirect sales channels. Enjoy!
Show notes: Channelasaservice.com, Captain Tom Video, Henry Daas Episode, Support Misfits and Rejects on Patreon, Get a Misfits and Rejects T-shirt or Tank
Here are some of the latest investments in startups this week.
GraphCMS, which is building a CMS for content marketing agencies, raises $2.7M Seed