Channel Marketing for SaaS, Cloud, Hosting Companies
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Channel Marketing for Cloud, Hosting and Technology Companies
description
With cloud, the economics change, the culture changes, the people, skills, compensation for the sales people changes. What vendors are going to help their partners make the transition to the cloud? Through The TPM OCS Channel Development Model, we can help you with all phases on your Channel Strategy.
Transcript of Channel Marketing for SaaS, Cloud, Hosting Companies
Channel Marketing for Cloud, Hosting and Technology Companies
According to IDC, indirect spending (via channels) on software -- including applications, application tools, and system infrastructure -- accounted for $78.7 billion in 2012 and is predicted to reach $109.6 billion in 2017.
For most technology companies, the indirect channel has been and remains a vital part of their business. Companies drive about one-third to upwards of 80 percent or more of their revenue through channel partners.
Accenture Consulting “Reinventing Channel Programs
Channel Growth
Robert Lamkin, Marketing Advocate, 10 Benefits of through partner marketing automation, 2013https://www.brighttalk.com/channel/8849
Technology sales through indirect channels increased over 32% over the past decade and a half
Channel Partner ProfileWhat does a typical partner look like?
Channel Partner PainsMarketing limitations reported by channel partners:
Accenture Consulting “Reinventing Channel Programs
In a recent study by Accenture and CSO Insights2, 43% of sales executives surveyed cited revising their channel strategy as one of their top sales initiatives for the year:
Growth in Cloud Services – new subscription based models
Three Trends
More LOB Buyers – need to better understand their business functions and take a consultative approach
Strong mid market demand – lower up front costs means SMEs can consume technology faster and cheaper
With cloud, the economics change, the culture changes, the people, skills, compensation for the sales people changes. What vendors are going to help their partners make the transition to the cloud?Worldwide IT Channels and Alliances Predictions 2014, Darren Bibby, Program Vice President , Channels and Alliances Research, IDC
Courtesy: Accenture Consulting “Reinventing Channel Programs”
Three Opportunities
Re-examine compensation
to reflect a SaaS
subscription-based world
RecruitCloud-savvy
partners
Create program specialization
by tiers/ products
How can we help? Through The TPM OCS Channel Development Model
We can help you with all phases on your Channel Strategy
TPM Channel Marketing was instrumental in helping us launch our Desktop-as-a-Service product to our channel partners. A fantastic effort and partnership that will help us drive new revenue from our channels.
- Jess Coburn, President & CEO, Applied Innovations
Inquire With Us Today
1.855.6-GOTOMARKET (1.855.646.8662)
www.totalproductmarketing.com
