The Most Successful SMB SaaS Acquisition Channel Ever Built
About ATTACH
As many of these channel partners move to newer distribution models, the brokerage channel model in particular, they represent an efficient and leveraged customer acquisition channel.
Microsoft adds 50,000 small businesses as customers each month. Thomas Hansen was Worldwide Vice President of SMB at Microsoft.
The Channel Distribution Opportunity by Thomas Hansen
Navigating the channel
Four years ago Microsoft launched Microsoft Office 365, nearly 90,000 channel partners now deliver Office 365 to small and medium businesses around the globe. That’s a 25% increase in channel partners year over year; those partners have contributed to Microsoft’s growth in the market, contributing more than 50,000 customers a month, for 28 consecutive months.
One-size doesn’t fit all
Dropbox, for example, works with distribution partners like Ingram Micro, which has a dedicated global cloud team to drive sales readiness and results for SaaS.
What’s in it for you: Embrace the channel
resellers will deliver value-added services, such as implementation, data migration, training, and customer support. Customers will enjoy lower initial costs, and lower overhead costs thanks to minimal IT needs.