The aftermath of the CaterTrax acquisition proves software companies can find long-term solutions without needing headline-grabbing VC-backed exits.
Selling more software through indirect channels sounds nice in theory, until you start thinking about the headaches it can cause between your direct reps and those partners.
SaaS is eating the world, but what does that actually mean? SaaS spend and adoption continue to grow at a healthy rate across all company sizes and pricing models. This update to the 2017 report “SaaS Explosion Creates SaaS Chaos: Analyzing 8 Years of SaaS Data” was presented by Blissfully Founder and CEO Ariel Diaz at SaaS Connect 2018, which is hosted by the Cloud Software Association.
This framework can help customer-facing teams get the recognition and resources their presales counterparts expect.
A SaaS CEO shares how and why his company defied conventional software wisdom to stand out from competitors when it comes to product offering, pricing, customization, and support.
For many sales executives, the thought of going through a lengthy request for proposal (RFP) process can be daunting. Any edge you can find that will give you an advantage, even the smallest advantage, is worth pursuing. It’s a cutthroat business where only the strong will survive.
Fewer SaaS reps are making quota. Published sources credibly report over 50 percent of reps do not make quota at all. Sales automation cannot overcome fundamental market changes. Why?
There is a constant debate about CX. Who should be responsible for the Customer Experience? Some see CX as synonymous with the customer journey, and often under the jurisdiction of Marketing, while others think it belongs with Customer Success, and should be the underlying goal of all business functions.
The OKR framework is generating a lot of buzz in the tech industry. Influitive’s director of software engineering Nick Faulkner shares his perspective on why he was skeptical OKRs would work, why he’s now a believer, and how this framework has given the company’s engineering team a new sense of purpose when developing software.
Selling more software through indirect sales channels can create headaches for your direct sales team – and your partners – unless you proactively take steps to address the potential conflict.
An ISV’s effort does not end when the client is onboarded. In fact, it’s what you do after the sale that can make all the difference in your churn rate, the amount of self-referral leads you receive, and the average length of time a newly boarded customer stays with you.
Building an indirect sales channel is not easy, and it takes time and effort to do this correctly. In building our channel at MicroBiz, here are a few lessons we learned.