Software Channel
SaaS Channel Compensation
SaaS Channel compensation is one of the hardest things that software vendors are facing today. If you have a nice traditional software business model with good software maintenance revenue and mature channel, you are reluctant to change or touch it. Let’s dive into some of the difficulties that software vendors are experiencing. I am currently…
Read MoreComplexity of Building a SaaS Software Channel Program
In my previous blog entry, I discussed about the complexity of channel development and channel alignment. I recommended for SaaS software vendors to use Business Model Canvas to compare the business model with the assumed business model of its prospective channel partner. During the past few months I have spent time building a SaaS channel…
Read MoreIs the cloud killing your business?
Cloud adoption is accelerating and it is also in the process killing many businesses. I read today an interesting blog entry “Are Cloud Vendors Cutting Out the Channel” and this article explains in great detail what is happening on the marketplace in respect to channel partners including value-added resellers (VARs) and MSPs. I remember vividly when…
Read MoreDoes your channel partner program play a strategic role in your cloud business?
In preparation to my upcoming workshops and seminars, I am updating myself on multiple different things in respect to ISVs (independent software vendors) and one of the key drivers based on the workshops we have delivered the past 2 years is by far the question how ISVs should align themselves with channel partners. Today when…
Read MoreWhat can we learn from SolidWorks Channel Program–Conclusions
This is the final blog about the case SolidWorks and the channel program and success that that David Skok describes well in his series of blog entries. SolidWorks grew their revenue from $135M to $400M in 5 years and one of the key elements was the channel. In my first blog entry, I described SolidWorks…
Read MoreIs a Solid Channel Program the foundation for increasing your sales?
This is the fourth blog posting about VAR Channel programs.In my first blog entry I claimed that the ISV needs to realize that it works for the channel, not the other way around. In the second blog entry, I initiated the discussion of why it is important for an ISV to really pay attention for…
Read MoreA Case Study – Creating a VAR Development Program
This blog entry continues on my first blog entry where I concluded that the channel does not work for the ISV, it is the ISV that has to ensure that the channel has the tools to become successful with the solution itself. In my second blog entry I highlighted a case study of a successful…
Read MoreHow to become successful with your Channel–a case study to learn from?
In my yesterday’s blog entry, I gave a few hints of channel development and what kind of things the software vendors should avoid. Today, I thought to share some perspectives on a case study that David Skok gives in his excellent blog entry. Like in my previous blog entry, I will give my perspective on…
Read MoreThe Channel does not work for you, you work for the Channel
Building a channel is not an easy task and there are many things what one has to think about when building one. I have had the pleasure to building channels for more than 20 years in enterprise software space, specifically in business intelligence, collaboration, document management and integration software. Today, when doing some preparation work…
Read MoreAn Independent Software Vendor (ISV) moving to the cloud – what are the financial implications of this?
I have to say that I am living in a nirvana from a researcher perspective (even if I am an entrepreneur on daily basis working with practical execution). Nobody of us will have the chance to experience too many profound transformations in our lifetime. I was asked to write a report on ISV transformation from…
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