The role of the channel in selling SaaS

For a reseller or systems integrator, SaaS requires a few adjustments, but service providers and vendors alike agree there's a role for the channel with SaaS. Learn why, especially in the small and medium-sized business sector, companies wanting to use SaaS will still look to a reseller for advice and implementation help.

Executive Summary

Software as a Service (SaaS) is growing in popularity, and with the buzz around it, your next client may ask whether it's something they should be looking at. For a reseller or systems integrator (SI), SaaS requires a few adjustments, but service providers and vendors alike agree there's a role for the channel with SaaS. Especially in the small and medium-sized business (SMB) sector, companies will still look to a SaaS reseller for advice and implementation help.

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Read more about making money with SaaS:

Checklist: Software as a Service revenue opportunities

Value-added resellers who are concerned about Software as a Service taking a chunk out of their bottom line have a legitimate concern. But by taking advantage of new SaaS opportunities such as the four detailed below, VARs can continue to generate Software as a Service revenue.

Software as a Service (SaaS) Prep Guide 

Software as a Service (Saas) is a hot topic among end users but questions remain about reliability, ease of use and whether or not it can truly help the enterprise. This prep guide will put value-added resellers where they belong: on the leading edge of SaaS.

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Some Microsoft partners want better compensation for hosting, lower-cost support from Microsoft, ways to avoid channel conflict.

SaaS market leaves VARs searching for their niche

Value-added resellers should start considering their roles -- and whether to change them -- as Software as a Service (SaaS) offerings gain traction in the marketplace.

Microsoft could legitimize security SaaS market

If Microsoft offers security Software as a Service, solution providers will have to ramp up their efforts to survive and succeed in the security SaaS market, experts say.

Security Software as a Service not yet a threat to VARs, experts say

More security vendors are releasing security Software as a Service platforms, but experts say there is still profitable work for value-added resellers to do.

 Group collaboration software services preserve channel opportunities

More vendors are offering group collaboration Software as a Service, but there will still be a need for value-added work from enterprise content management solution providers and developers, experts say.

 

This was first published in January 2008

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