SaaS Channels

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SaaS Channels by Mind Map: SaaS Channels

1. Setup & Oboarding

1.1. Partner Set-Up

1.2. Employee Setup

1.3. Initial Training

1.4. 90 Day Ramp Up

2. Certification Levels

2.1. Levels as Incentives

2.2. Level Requirements

2.3. Level Benefits

2.4. Annual Review

2.5. Quarterly Bumps

3. Channel Types

3.1. Sales

3.2. Service

3.3. VAR

3.4. Development

4. Costs and Benefits

4.1. Increased Sales

4.2. Program Fees

4.3. Core Focus

4.4. Business Valuation

4.5. Marketing Reach

4.6. Management Cost

4.7. Enablement Cost

4.8. Marketing Cost

4.9. Lower Margins

4.10. Service Dollars

5. Partner Enablement

5.1. Training & Certification

5.1.1. Marketing

5.1.2. Sales

5.1.3. Presales

5.1.4. Implementation

5.1.5. Support

5.1.6. Development

5.2. Partner Portals

5.3. Program Helpdesk

6. Channel Marketing

6.1. Lead Routing

6.1.1. Strategic or Not

6.1.2. Service Pack or Not

6.1.3. then By Partner Match

6.1.3.1. Level

6.1.3.2. Geo

6.1.3.3. Specialty

6.2. Lead Acceptance

6.3. Marketing Templates

6.4. Co-Marketing

6.5. Marketing Dev. Funds

6.6. Business Dev. Funds

7. Channel Sales

7.1. Management Co-Selling

7.2. Presales Support

7.3. Strategic Accounts

7.4. Demo environments

7.5. Resources & Collateral

7.6. Channel Confilct

7.7. Lead Registration

8. System Deployment

8.1. Template Solutions

8.2. Deployment Guides

8.2.1. Configuration

8.2.2. Customization

8.2.3. Integration

8.3. Project Coaching

8.4. Service Hours

9. Customer Support

9.1. Level One Support

9.2. Level Two Support

9.3. NOT implementation support

10. Relationship Terms

10.1. Program Fees

10.1.1. Application Fees

10.1.2. Annual Fees

10.1.3. Extra Training Fees

10.2. Partner Commitments

10.2.1. Planning

10.2.2. Enablement

10.2.3. Marketing Execution

10.2.4. Sales Volume

10.3. Commissions

10.4. Engagement Rules

10.4.1. Lead Registration

10.4.2. Strategic Accounts

10.4.3. Owned Accounts

10.5. Deal Discounting

10.5.1. Partner Only Discounts

10.5.2. Shared Discounts

10.5.3. Renewal Discounts

10.5.4. Term Length & Payment

10.6. Customer Ownership

10.6.1. Contracts

10.6.2. Provisioning

10.6.3. Implementation

10.6.4. L1/L2 Support

10.6.5. Renewals

10.7. Partner Licenses

11. Partner Recruiting

11.1. Ideal Profile

11.1.1. Institutional

11.1.2. Growth Oriented

11.1.3. Business Model Match

11.1.4. Domain Competency

11.1.5. Technical Competency

11.1.6. Local Market Presence

11.1.7. Installed Base

11.2. Recruiting Outreach

11.3. Due Diligence

12. Managing Partners

12.1. Business Planning

12.2. Sales Cadence

12.3. Pipeline Support

12.4. Renewal Management

12.5. Level Updates

12.6. Channel Cadence

12.7. Advisory Boards

13. Getting Started

13.1. Attractive Offer

13.1.1. ARR Opportunity

13.1.1.1. Vol. Account Acquisition

13.1.1.2. Avg. Account Size

13.1.2. Service Opportunity

13.1.2.1. configuration

13.1.2.2. training

13.1.2.3. customization

13.1.2.4. integration

13.1.2.5. support

13.1.3. Program Terms

13.2. Minimum Investment

13.2.1. Min. Requirements

13.2.1.1. Program

13.2.1.2. Recruiting

13.2.1.3. Marketing

13.2.1.4. Enablement

13.2.2. Self-Fund Management

13.2.2.1. Fees

13.2.2.2. Costs

13.2.3. Multilevel Channel

13.2.3.1. Percent to Partner

13.2.3.2. Percent to Manager

13.3. Short Term Impact

13.4. Iterative Approach