Booming SaaS Market Beckons IT Channel, New CompTIA Report Reveals | Latest Inforamation

There are many business opportunities available in the fast-paced software market as a SaaS company for information technology (IT) companies willing to adjust their business operations, according to a new report by CompTIA, a global leader technology association

Nearly three-quarters of respondents said channel partners selling SaaS in the last 12 months as part of its cloud-based services portfolio, according to the CompTIA study, "Why Software As a Service? SaaS Advantages and Benefits".

But SaaS is ready to be a solution dominant in the cloud for the foreseeable future, there are more business players traditional channel that cuts their teeth in sales and hardware integration and new vendors market focused software sales.

"The SaaS market is ripe with opportunities that are attractive for partners to channel," says Carolyn April, senior director of industry analysis, CompTIA. "The recurring, time deployment faster, and service dollars raid customers vertical market are the results that many strive channel partners."

A two-thirds network of channel partners expect to earn revenue from the personalization and integration services associated with SaaS next year. A slightly lower percentage increased revenue to manage solutions based on SaaS for clients.

But before any of these results come true, channel partners must make a concerted effort to adjust their way of doing business.

The survey shows that the training of staff is the main step for companies to make their business through the SaaS market. More than half, the existing technical staff was re-educated, while almost half of the existing sales staff resurrected.

"From a technical training perspective, we are talking about developing cloud-based skills, such as the ability to integrate SaaS applications into different public clouds or in the site's software," April said. "Security skills in relation to cloud-based instruments are another area that requires recycling."

The conversion of the sales team is essential, since the sale of SaaS requires different conversations and customer relationships than those used in the sale of hardware components.

In addition to the recycling of existing staff, 36 percent of channel partners have hired new employees with SaaS sales experience; 34 percent created new positions to work with distributors and exchanges of SaaS; And 31 percent have reoriented their marketing strategies to attract potential SaaS clients.

The change in 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 retailers are unknown to the traditional channel sales model and may not have formal partner programs and indirect sales strategies," April said. "One of the challenges is the design of the appropriate remuneration models to take into account the sales offered by the partners."