DOWNERS GROVE, Ill., September 20, 2017 / PRNewswire-USNewswire / - A large number of new business opportunities in the rapid growth software market (SaaS) are available for information technology companies (IT) willing to adjust its business operations, according to a new CompTIA report, the world's leading technology partnership.
Almost three fourths of channel partners said they sold SaaS solutions in the last 12 months as part of their cloud-based service portfolio, according to the CompTIA study, "Why software as a service? Benefits and benefits of SaaS ".
But with SaaS about to remain a dominant cloud solution for the foreseeable future, there is more business than traditional channel players who cut their teeth in hardware sales and integration and new market vendors that prioritize sales of software
"The SaaS market is mature with opportunities that are appealing to channel partners," said Carolyn April, senior industry analyst, CompTIA. "Recurring revenues, the fastest deployment time, more service dollars and incursions to vertical market customers are the results that many channel partners strive for."
A two thirds net of channel partners expect to increase revenues from the personalization and integration services related to SaaS next year. A slightly lower percentage has increased revenues to manage solutions based on SaaS for customers.
But before any of these results come true, channel partners must make a concerted effort to adjust their way of business.
The survey shows that staff training is the first step that companies prepare their businesses for the SaaS market. More than half of them reshaped existing technical staff, while almost half of them reoriented existing sales staff.
"From a technical training perspective, we talk about developing cloud-based skills, such as the ability to integrate SaaS applications into different public clouds or local software," said April. "Security capabilities related to cloud-based tools are another area that requires recycling."
The sale of the sales team is necessary for SaaS to sell it, it requires different conversations and customer relationships with the use of hardware components.
In addition to the existing staff turnover, 36 percent of the channel partners hired new employees with SaaS's sales experience; 34 percent created new positions to work with distributors and exchanges of SaaS; And 31 percent reoriented their marketing strategies to attract potential SaaS customers.
The change of business practices is not limited to the channel partners. Independent software vendors who want to grow their business through a partner model must also make adjustments.
"Many SaaS space vendors are not familiar with the traditional channel sales model and may not have formal partner programs and indirect sales strategies," said April. "One of the challenges is to design the appropriate remuneration models to take into account the sales included by the partners."
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