Building a SaaS Channel 101 — Part Seven
Executing your Plan for a Channel Sales Strategy
Now you have all of the strategy research behind you. You also have everything in place so you can start to make the most out of your plan. This section is designed to cover everything you need to know when it comes to your channel program as well as helping you to get all of the research you need to plan for the future. When you develop a channel strategy there are a ton of variables that you need to take into account. The tactics that make sense for your strategy will largely depend on the product that you have and how you want to try and bring it to the market with your potential partners. The first thing that you need to do is make sure that you find the right partners. You need someone who can make or break your channel and you also need to feel confident that you have made the right choice with the partners that you have. You will eventually drill down to your individual partners with your strategy and at this point you need to make sure that every partner you work with is a good fit for your operation while also making sure that they have a good ability when it comes to performing.
The Customer End
Everything always comes back to the customer. For this reason, it really does make sense for you to your conduct your search by looking at the needs that you have. When you need to find channel partners it is a good idea for you to look at how your customers use your product. What needs could be filled by you having a channel partner? Are there any gaps in their experience? If you need some additional support so that you can make the most out of your product, how do you need to acquire this? It is a good idea for you to chat with the people who are dealing with your resources. This includes your customer support team and your technical support team as well. They can work with you to help you understand the real world and they can also give you a sense of how your product or service is doing in relation to the channel partner.