I have a SAAS product which is based on a Microsoft platform. The product is used by IT departments. It can be sold by Microsoft account managers as well as Microsoft system implementation partners. The only criteria for my product is to position it in large, enterprise accounts. What can I do to influence the Microsoft ecosystem (Account Managers as well as Implementation partners) to sell my product?
Based on personal experience, what I've found is that it's very difficult to start selling your product through channel partners if you have done very little direct sales. In order to put their credibility on the line, potential channel partners will want to feel convinced of the value your solution can bring their customers.
The best way to do this is to be able to demonstrate existing implementations, ideally with a clear before/after ROI calculation. So I'd say that you should go and close a couple sales yourself before trying to go through channel partners. This will also give you useful feedback about how best to position your product, which you can later use in your channel marketing materials.
Answered 9 years ago
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