I interviewed several channel thought leaders from within the SaaS industry and share the details in my other blog “Channel-Excellence“.
The essence so far:
The SaaS Channel is finally coming into existence. It is not so much the traditional VAR and Reseller now moving to SaaS, but much more completely new companies that form a business specifically to fill the gaps of the SaaS industry. These catalysts do basically 3 things right – that truly enhances the value of the SaaS vendors:
1) They connect (integrate) multiple SaaS applications to a complete information infrastructure (Implementation Services).
2) They provide additional ongoing services including content creation, modification or improvement in very many shapes (Recurring Services Model) .
3) They help smaller local businesses to overhaul and improve their very individual business processes and leverage the fast to implement SaaS application to provide tools to actually service those improved processes (Consultative Services).
The SaaS channels are true catalysts to the SaaS industry. They work in a very different way than traditional VARs and resellers did – and exactly that is the value they provide. SaaS Catalysts accelerate the SaaS industry and will become a true cornerstone to our future.