Channel, resellers and marketplaces

Resellers, system integrators, distributors, cloud marketplaces like AWS and Azure, app stores and app directories.

All Breaking into GTM Doing the work Leading a GTM team How the best do it

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Is our product even ready for resellers? 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 Capi... Breaking into GTM 5 resources → A reseller has signed. How do I make them actually productive? Assume two months of your time before they sell anything, and plan for it from the day the contract is signed. They need exactly what your own reps... Doing the work 4 resources → How do I work with a system integrator without losing the customer relationship? Write it down before the first deal: who holds the software contract, who does implementation, who the customer calls when something breaks, and wh... Doing the work 5 resources → How do I choose between a distributor, a VAR and going direct in a new country? Go direct when the market is big enough to justify a local hire and your buyer expects to talk to you. Use VARs when the sale needs local language,... Leading a GTM team 5 resources → What margin should we give partners, and how do we stop channel conflict? Publish one margin table and one deal registration policy, then hold the line. Sensible bands are 10 to 15% for referral, 20 to 30% for partners ca... Leading a GTM team 5 resources → Marketplace revenue is growing but finance hates the platform fee. How do I make the case? Do not argue about the fee, argue about the alternative. Compare the fully loaded cost of deals won through the marketplace with your normal CAC, t... Leading a GTM team 4 resources → Which companies actually run the best channel programs, and what do they do differently? Look at three very different models rather than at a framework. HubSpot built its agency channel by putting partners through its own culture and gi... How the best do it 4 resources → How does Zoho actually reach tier 2 and tier 3 India through partners? By removing every reason for a small regional IT firm to say no. Zero entry fee, no mandatory certification, flexible training, margins up to 40%, ... How the best do it 4 resources → How do the best mid market SaaS companies use a partner flywheel instead of hiring more AEs? The mid market is too large to serve with direct sales and too complex for pure self serve, which is exactly the gap partners fill. Freshworks is t... How the best do it 5 resources →

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