Rethink Commerce Blog

Posts Tagged ‘SaaS’

The Channel Never Stays Still

Posted on December 5th, 2012 by

We’ve been talking a lot lately about the sales channel and how its role keeps evolving, particularly given the shift to the cloud and subscription-based software sales.

We recently noticed that MicroScope UK is celebrating 30 years of covering the channel. In recognition of this anniversary, the magazine is promoting a Looking to the Future survey on the channel. What they are saying echoes our beliefs as well. If one thing has become clear over the past three decades, it’s definitely that the channel never stays still. Rather, as MicroScope notes, the channel is continually evolving and getting ready for the future. Software vendors who pay attention to the evolution of the channel will survive; those who expect to keep doing the same will not, no matter how good their product may be. […]

On SaaS and Start-Ups

Posted on November 29th, 2012 by

Recently, I’ve had the pleasure to listen to a few brilliant people from the software industry giving advice about start-ups. I’ve compiled here some words of wisdom that resonated with my inner entrepreneur. My apologies if this is not a verbatim account; my memory is like a sieve (unless I use Evernote). Some of the thoughts here were picked up from talks at How To Web, and others during interviews with Avangate. […]

Redefining Vendor-Partner-Customer Relationships across Sales Channels

Posted on November 12th, 2012 by

Software as a service is shifting the software industry away from upfront implementation models and toward ongoing subscription models. With this shift comes a need to develop ongoing, rather than transactional, customer relationships, where self-service and customer support are increasingly intertwined. As SaaS vendors look to expand their sales channels and transition partner sales to subscription models, they may discover that traditional channel partners are not always well equipped to manage SaaS accounts. The changing software sales model requires new levels of partner oversight by vendors and increased customer outreach efforts by partners in order to succeed. Here are some steps toward achieving success with partner-based SaaS sales models. […]

The Secret to SaaS? It’s Simple: Don’t Fake It!

Posted on October 31st, 2012 by

Looking at some of the recent headlines in technology, two topics stand out: the Workday IPO and the new iMac. Workday’s recent successful IPO has caused many to ask, “Is this a validation that SaaS works?” I think that question has been answered long ago. With 8 out of 10 startup companies being SaaS, this business model is not a fad; it’s clearly here to stay (at least until a new model disrupts the market). Workday’s success only confirms the strength of SaaS, and the willingness of investors to get on board with the reality of the new business model. The news from Apple that the new iMac will ship without an optical drive may seem revolutionary, but should not come as a shock if you think about the overall move toward the Cloud. […]

Get Ideas for Accelerating International Sales at the Avangate Global Software Selling Conference

Posted on October 22nd, 2012 by

When we look at the APAC region, 2 trends increasingly stand out for us. First, globally, we see an increasing number of companies move towards delivering their software as a service – in fact, according to IDC, 8 out of 10 new startups are SaaS-based. The second trend, made obvious by the predictions that China will be the largest eCommerce market by 2015, is that China is rapidly becoming a central hub to the software industry – in fact, it is already home to dozens of high-profile companies such as CDC Software, HiSoft, Neusoft, and certainly to thousands of companies selling software and SaaS on the international market. […]

ASE 2012 Wrap-up: Software & SaaS on the Rise

Posted on August 27th, 2012 by

Here we are, back from Affiliate Summit East 2012: a good show with an ever growing number of attendees. But there’s one thing that stands out: the software vertical is getting stronger and stronger with each affiliate show. […]