Channel Marketer Report

Special Features

New Online Marketplace Designed To Organize Reselling Of SaaS Apps Via VARs, Partners


The Problem:
As the channel continues to make the transition to the Cloud and Managed Services, end-users are struggling to determine the optimal solutions for their business needs. Similarly, ISVs are poised with the challenge to stand out in a crowded marketplace and build a strong channel from the ground up.

The Solution: SaaSMAX, Inc., was developed to provide ISVs with a resource to display detailed insight on their applications, including technical information, commission plans, and special incentive offers. Through the solution, ISVs also are able to track and manage reseller commissions, deal registrations and determine when to follow up with partners. The online marketplace is designed to electronically organize the reselling and purchasing of SaaS applications through value-added resellers, solution providers, advisors and other channels, creating a more seamless, cohesive business process. Furthermore, SaaSMAX offers a key resource for app vendors to be seen in a competitive channel.

The Perks: Through the solution, ISVs license their SaaS app to customers either as an on-demand service, through a subscription, or free of charge. Solution providers can create channel relationships that are stronger by identifying relevant apps for their clients. With each referral, solution providers receive compensation, and are presented with the ability to track and manage customer purchases. After registering with SaaSMaX, solution providers can view an array of applications, and decide optimal partnerships based on commission programs and training requirements. The solution then walks companies through necessary steps to obtain ownership of leads and their designated commission rate. Although the solution is currently in beta, SaaSMAX is anticipated to commercially launch in mid-2012.

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