Probably not, if you are still learning how to sell it yourself. Channel accelerates a motion that already works; it does not create one. SaaS Capital's survey of hundreds of B2B SaaS companies found channel is far more common for horizontal products and higher ACV products, which makes sense: a partner needs something they can explain quickly and a deal size worth their time. The honest readiness test is whether a new hire on your own team can close from a documented playbook in their first quarter. If your best rep is the only person who can sell it, an outside reseller has no chance at all.
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Survey data from 950 B2B SaaS companies on who actually runs channel and how much revenue it carries, which is the fastest way to sanity check whether your product profile suits resellers at all.
Makes the point most first timers miss: channel accelerates growth that already exists, it does not create it, and you should budget at least two months of work per partner after signing.
An investor's readiness test rather than a how to, built around three blunt questions: are you ready, which partner type, and who owns it. Useful before you say yes to a first inbound partnership.
The founder of Zomentum, who built a business serving 3,500 plus channel partners, on why partner led acquisition stays under leveraged compared to digital and direct sales in India.
A leader from an Indian SI says out loud what he needs to see in a product before his teams will carry it: documentation, implementation effort, margin, support. That is the readiness checklist, straight from the buyer of your partnership.
