Call for Feedback

Today I like to ask VARs, Resellers, partner channel organization to help to update our research in regards what works/worked best in channels. Nothing changes faster then “partner programs” in our industry. What was defined last fall does not mean to be still valid in spring.

During our research and interviews in the past we came across of a lot of channel activities partner loved/disagreed with. The one which is loved most by the vendor does not mean
to be the one which is loved most by the partners. To make sure that our book is up to date I like to get also feedback from resellers, VARs and everyone who is in indirect sales to learn
which current “channel program” works best for partners and for vendors.

Also any commentary or statement around channels you would allow us to publish it in the book as a best practices example would be very welcome.

Please share with us your anecdotes, the good, the bad and the ugly.

Just contact me via the blog, by email marita.roebkes@channelexcellence.com or by phone
650 384 0057.

SaaS Channel Committee 2007

As the new chair for the SaaS Channel Committee from the SIIA (Industry association for the software industry) I’m working on some concrete goals for 2007 and also search for committee members who will help grow the indirect business side of the SaaS industry.

Functional areas where I recognized a need in the industry:
– Guidance in regards to contracts for a three party relationship: user, partner and vendor
– Guidance in regards to compensation and margin questions
– Guidance for building and retaining indirect channel relationships
– Guidance for new partners: how to build a successful SaaS implementer
– Providing industry best practices and act as a sounding board for new ideas

Any feedback or support is very much appreciated. Please email to as@channelexcellence.com

Channel Strategies Session at SIIA OnDemand

At this first “OnDeand Conference” from the SIIA in SanJose, channels will play an important role of the conference. On November 8, 3:45pm – 4:30pm, I will host a panel of SaaS vendors and channel partners discussing how vendors and partners can be successful by leveraging each other.

Channel Strategies – How partners make money in SaaS and how vendors and partners can leverage each other

How leading SaaS vendors and leading SaaS partners successfully leverage each other. How partners make money and what vendors invest in the partnership. What worked and what didn’t. Learn from channel thought leaders how they see the channel developing as SaaS products get more and more consumed in a global market.

PANELISTS
Eric Berridge (BlueWolf – Reseller)
Jeff Hausman (Symantec – Vendor)
Robert Jurkowski (Intacct – Vendor)
Philippe Vincent (Accenture – Consultant).

You will find more information at www.siia.com