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The role of the channel in selling SaaS

14 Jan 2008 | Yuval Shavit, Features Writer

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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.

Microsoft hosting partners worry about CRM compensation, support

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.



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Terms from Whatis.com − the technology online dictionary
channel conflict  (SearchITChannel.com)
consultant  (SearchITChannel.com)
corporate account manager  (SearchITChannel.com)
deal registration  (SearchITChannel.com)
direct market reseller (DMR)  (SearchITChannel.com)
lead  (SearchITChannel.com)
lead generator  (SearchITChannel.com)
proprietary solution  (SearchITChannel.com)
solution  (SearchITChannel.com)
special purpose acquisition company (SPAC)  (SearchITChannel.com)

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