Spend, spend, spend for SaaS success

Indirect Channels / VARs stand up!!: The reality is that as SaaS companies mature in public markets, there will be increasing pressure on them to reduce SG&A and Cost of Sales. The indirect channel ala VARs has historically played a crucial role in helping software companies (SaaS or otherwise) manage SG&A more effectively.

A committed, effective VAR / Consulting partner that is dedicated to demand generation can spread their own cost of sales dollar across several products and thereby is more efficient. This benefits both software companies (via lowered cost of sales) and customers (access to local partners and trusted advisors). The trick is that the software company must invest and remain committed to nurturing and growing the partner community (not to mention compensate them properly).

PULL is an abberation - customers want relationships with humans committed to their success.

There are several SaaS consulting partners trying to do this in a meaningful way today - they need more help from SaaS companies. It is the proverbial help me to help you conundrum.; Posted by: cypher512 Posted on: 08/14/07 You are currently: a Guest | Members login | Terms of Use