How do I find my SaaS channel partners?

How do I find my SaaS channel partners?

When looking for partners, check if they:

1. have an audience.
2. have access to your target customers.
3. know your service or are willing to learn about it.
4. they’re in the same industry as you.
5. focus on your prospective partner’s needs.
6. show them why your service is easy to sell.
7. present benefits.

Why do software companies use resellers?

Resellers often have access to an existing customer base or specific audience that other SaaS companies want to reach. SaaS companies use resellers to explore new verticals, enter regional or global markets, and/or acquire new customers or user bases — all of which are growth levers for driving revenue.

How do SaaS reseller agreements work?

A SaaS reseller agreement involves a software services provider, known as the vendor, granting another business, the reseller, the rights to enter into a contract with a third party (customer) as the principal for providing the vendor’s services to the third party.

Where can I find SaaS clients?

So how do you actually get the first customers for your SaaS? You can begin by contacting people from your network: friends, acquaintances, current and former co-workers, and ask them for introductions. Let them know when the product is ready and offer to help them with a demo.

What is the difference between a channel partner and a reseller?

Typically a reseller will brand the product as their own and not reveal the parent company to customers. Channel Partners are similar to resellers, but have a deeper, bilateral relationship with the parent company. A partner program will lay out the expectations and benefits of such a relationship.

What are SaaS resellers?

What are SaaS reseller programs. SaaS companies enlist resellers either directly or through a partner program to sell their products to audiences they likely wouldn’t reach on their own. Resellers typically get separate contract terms, training, and support from the merchant.

How are SaaS resellers paid?

It is common for SaaS companies to pay their partners based on ACV (Annual Contract Value). The main reason behind this is often the length of time (1 year) while the customer is committed. In the 2nd case, the customer uses your product for 2 years and there again you pay your partner 30\% of the ACV.

How do you negotiate a reseller contract?

Tips For Negotiating VAR/OEM Agreements

1. Strive For Equality Between The Parties.
2. Clarify The Marketing Responsibilities Of The Reseller.
3. Include Sanctions For Evidence Of Counterfeit Goods.
4. Avoid Agreements Spanning Multiple Years.
5. Aim For Exclusivity When Warranted.
6. Negotiate Agreements With Care.

What should I look for in a reseller agreement?

The crucial terms the agreement should cover include:

• Provider and reseller rights and obligations.
• Intellectual property ownership.
• The type of agreement—exclusive or non-exclusive.
• Payment terms and renewals.
• Applicable laws.
• Software updates and maintenance.
• Performance requirements for exclusive agreements.

How do you get first 100 SaaS customers?

Keeping the same context in mind, let’s look at some ways through which you can generate leads and acquire the first 100 customers for your SaaS business.

1. #1 Start with your network.
2. #2 Establish your social media presence.
3. #3 Gather Customer Data.
4. #4 Use Affiliate Marketing.
5. #5 Leverage your outreach efforts.

How do you get first 100 customers?

21 ways to get your first 100 customers

1. Treat them like royalty.
2. Start out free, then go paid.
3. Start out paid, then go free.
4. Always fish for referrals.
5. Annoy your friends and family.
6. Exhaust your existing networks.
7. Expand your existing networks.
8. Form alliances.

How much Commission should we give to a SaaS reseller?

Commission for a SaaS reseller will range from 10–40\% depending upon the scope of reseller’s work. If it’s restricted to just finding the opportunity and handing it over the SaaS vendor for further action, commission would be closer to 10\%.

What is SaaS sales cycle?

The sales cycle is remarkably short. “B2B sales” is synonymous with “long sales cycles.” I work with companies who consider a 12-month sales cycle to be a rapid process. But In the SaaS world, 12 months is like an eternity. SaaS sales is all about rapid sales.

What is SaaS sales model?

‘The ideal SaaS sales model is complete customer service,’ writes York. ‘However, this requires that your customers be willing and able to service themselves.’ Companies who use such a method, like Dropbox and Yammer , acquire their customers online, most of whom are single users or small teams.

What is the business model of SaaS?

Software-as-a-Service (SaaS) is a relatively new business model. It is yet another model that literally could not exist without the internet. The premise is that a piece of software is hosted on a cloud infrastructure (i.e., operated through a web browser), and businesses pay a monthly fee to get access to this software.