SaaS Channel Strategy: Is Success Possible?

There’s a lot of talk in the industry about channel strategy for subscription-based SaaS and cloud business models. Some argue that they must include a partner sales strategy to truly scale efficiently. Others aren’t so sure. One thing everyone does agree on: the traditional channel models and old-school, complex frameworks..

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Account Based ... Partnering? Let's Talk About It.

There’s been a ton of chatter about bubbles lately. Tech bubbles. SaaS bubbles. Marketing bubbles. Stock bubbles. Housing bubbles. A lot of people are really hoping there’s a PokemonGo bubble.

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Reseller Channels in SaaS: Why They May Be Critical To Your Success

Want to know what gets a certain SaaS CEO excited these days (other than MRR, of course)? Let’s start with the growing number of great thought leadership articles touting the mounting importance of reseller channels and partner programs WITHIN SaaS - by some well known venture capitalists, nonetheless! Case in point - ..

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Your Regularly Scheduled Channel Program Is Over

Every now and then, you experience something that gives you an almost surreal flashback — the kind where you can hear or feel or even smell or taste a past moment in time. Take me, for exmple. Every time "Ice Ice Baby" plays on my Spotify feed, I can hear and see and smell the team bus from my junior high football days. 

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Solving Challenges of Yesteryear’s Channel Enablement Best Practices

Throughout my years in tech sales and marketing — and business in general, for that matter — perhaps the most fulfilling aspect of the journey has been the amazing people I’ve met, many (if not all) of whom have been laser-focused on solving very complex challenges, oftentimes even resuscitating old or broken business systems..

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Rest in Peace PRM (Goodbye Old Friend)

Today, as we say goodbye to one who was both a friend and nemesis, it’s only fitting that we start by remembering the good. A child of the 90’s, PRM was “all that and a bag of chips” when business professionals first laid eyes on it. Finally, channel sales and marketing leaders could get their hands on real software built..

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Portals, PRM & Pissed Off Partners — There's SaaS for That

The perpetual Friday afternoon traffic jam. If you live in any major city, and even most smaller ones, you undoubtedly know what I’m referring to. By 4pm, you’re mentally preparing yourself for the onramps, red lights, fender benders, tailgaters, speed traps, construction zones, road debris, and all the other roadblocks and..

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Make Money FOR Your Partners, Not FROM Them

I hate it when people say “I don’t watch a lot of TV.” Trust me, I’m not that important. But with two-year-old twins at home and a two-year-old SaaS company growing like wildfire, I’m just going to say it and live with the consequences:

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What Face Time Means for Marketing and Sales in the Channel

In a time when many consumers are starting to push back against the disingenuous and fluffy nature of some social media, digital tools that modernize old-fashioned, face-to-face interactions  are gaining popularity as a way for companies to stay down-to-earth and genuine. A new trend of live streaming apps like Periscope, Blab

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