You’ve gotten your partner program out of the pilot stages. With high-quality partners working on your behalf and weaving your solution into the fabric of their clients’ enterprises in a way that is meeting their needs, the revenue is coming in—repeatedly—at a decent pace. But now you want to grow bigger. And the truth is..Read More
Negative churn. It’s music to the ears of any sales rep. It’s the veritable state of enlightenment for tech companies. It’s the holy grail of the software-as-a-service (SaaS) industry. While the word “negative” generally connotes, well, a not-so-positive experience, we can’t seem to find a more melodious SaaS term. It may..Read More
There was a time not so long ago when just having enough partners on your roster was enough to chalk up a channel program as a success, place it to the side, and let it manage itself while you directed your focus on other things. But that’s not how it works anymore. As prominent companies with robust channel programs can..Read More
When your customers are successful, your business is successful. And these days, in the world of software-as-a-service (SaaS) technology, customers are calling the shots.
It’s true that SaaS companies are no longer tied down by contracts or lock-ins of enterprise software solutions. Nor do they require hardware or an..Read More
A channel program is a big investment with the potential for a big payoff. But in order to see those returns, a channel manager can’t take a hands-off approach. Keeping an eye on the metrics to track how their channel partners are performing and taking action based on the numbers are necessary steps to channel success. And..Read More
Over the last several years, and especially since the onset of the “subscription-as-a-service” economy, we’ve seen an onslaught of new metrics and KPIs by which executives are tracking not only the growth of their business, but also just as importantly, the speed at which it’s growing. Why, you ask? Well, because revenue..Read More