Question
Hello, we are in the SaaS business/cloud contact centre business. Our clients are various - small or enterprises who have 5 to 3000 agents.
Our current sales channel is classic: a salesman looking for new leads and then going to meetings for the software demonstration, then trying to close the deal.
This is time consuming and takes time to scale because we need to find and prepare new salesmen.
Are there any other effective distribution channels to sell SaaS product?
How about internet marketing?
Thank you.
Answer
Have your considered a partner/reseller/affiliate program?
Unlike direct sales force that require a high upfront labour cost, partner programs are highly scalable as partners only earn commission when a sale is generated.
I'd advise that your company be as partner friendly as possible. Commission is rarely the primary motivator for partners who earn the majority of their income offering their own services to your potential clients. If your company is hard to do business with, or the user experience tarnishes your partner's reputation they will stop sending new clients your way.
Cheers,
Mick
