11. What company is the largest pure-play SaaS Vendor?Gartner May 09 2/5 brian@channelsalesworldwide.com
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13. Can vendors leverage partners’ trust in the sales cycle: Is there a co-sell model?3/5 brian@channelsalesworldwide.com
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15. When can a reseller model be most successful?4/5 brian@channelsalesworldwide.com / 415-531-3261
16. 2. SaaS Sales Models: How do Vendors Approach their Partner Model? We’ve addressed partners…what about the implications for vendors? Partners Vendors SaaS Pure-Play Vendors How do I leverage my go-to-market spend with partners? Vendors with a Hybrid model (SaaS and On Premise) How do I implement a hybrid model (with resellers) and avoid cannibalization? What can replace the double ‘whammy’? Loss of integration services Loss of customer support and billing? How do I transform my business? 5/5 brian@channelsalesworldwide.com
17. 2. SaaS Partner/Sales Models Partner Success Components Brian Anderson VP Partner Outcomes brian@channelsalesworldwide.com brian@channelsalesworldwide.com