From Value Added Reseller to SaaS Catalyst

Course Summary

Lead Organizer: Axel Schultze

Planned schedule: Q1 2008 | 09:30 PST

Headline:

From Value Added Reseller to SaaS Catalyst

Content:

The high growth rate of “Software as a Service” indicates that the mid market and smaller business will adopt SaaS rapidly in the next 10 years. Estimated 6 Million of the 15 million registered US businesses use Internet and email but less than 1 Million have “Business Applications” implemented – 5 Million to go. Learn from Axel Schultze author of the book “Channel Excellence” and successful entrepreneur and channel advocate how you can grow into the SaaS space and benefit like in no other high tech boom era before.

The main topics of this session:

• How the SaaS market dynamics will influence the global channel development and why SaaS vendors will need approximately 500,000 business partners in the next 10 years on a world wide basis and approximately 50,000 in the US alone.
• The fundamental difference between an IT VAR and a SaaS Catalyst from a business model, operations and sales point of view. How are SaaS Catalysts structured, what do they sell, what is their services model, what are their biggest challenges, how do they deal with technology.
• Example of a SaaS Catalyst’s day to day business and what is needed to be successful. How successful SaaS Catalysts sell, what do they offer their customers, what is the team composition of a successful company
• How can a traditional goods reselling VAR add a SaaS model to it’s business. How to do the first steps, how to separate it from the rest of the business, what are the risks involved, what kind of investment is needed and how to compete with already established SaaS Catalysts.
• A business model example with sales structure and go to market strategy

Participants will get a 360 degree overview of the SaaS business in relations to channels and understand better understand the challenges and the opportunity this new industry segment holds for partners.

Speaker:

Axel Schultze, TBD

Target audience:

High tech VARs, resellers, distributors, vendors

PR:

Need to be present at

Computer Reseller News (CMP Media) Editor in Chief: Mike Vizard

ChannelZone (Ziff Davis). Editor in Chief:  Heather Clancy

Selling Power. Editor in Chief: Gerhard Gschwandner

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