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Business Development > Saas Partners > Flashcards

Saas Partners Flashcards

1
Q

Partner Ecosystem

A
  • Partners are independent companies with their goals and objectives, which in some way leverage the SAAS company offers to enhance or complement their own
  • have established a relationship with the SAAS vendor, meaning that there is a clear value exchange
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2
Q

Sales Funnel Breakdown

A
  • TOFU (Top of the funnel) is to drive interest and awareness
  • BOFU (bottom of the funnel) is to drive conversion and ultimately sales
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3
Q

TOFU (Top of the funnel)

A

At this stage, we are interested in creating leads, to be qualified by marketing and move further down the funnel to sales.

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4
Q

BOFU (bottom of the funnel)

A

The SAAS vendor will do demos, provide white papers, case studies, trials to reach commitment and sales.

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5
Q

Partner Ecosystem Classifications

A

Top of the funnel partners
Bottom of the funnel partners
Outcomes partners.

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6
Q

TOFU Partners

A

Marketing Affiliate Partner
Influencers
Referral Partners.

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7
Q

BOFU Partners

A 
Resellers
Managed Service Providers
Marketplaces
OEMs
Distributors
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8
Q

Outcome Partners

A 
System Integrators
Technology Partners
Solution Partners
Alliance Partners
Training Partners
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9
Q

Marketing Affiliate Partner (TOFU)

A
  • typically send traffic to the SAAS website
  • The SAAS company will reward affiliate partners for each visitor or customer (sale) brought by the affiliate’s marketing efforts
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10
Q

Influencer Partner (TOFU)

A
  • Typically a consultant or trusted advisor
  • Their objective is to provide advice and guidance to the customer, to be effective he needs updated information of the available solutions
  • The SAAS vendor will support the partner through training, product access, sandbox, demos, or white-papers
  • Usually, there are no monetary rewards associated with such referrals
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11
Q

Referral Partner (TOFU)

A
  • generate leads to the SAAS sales team in exchange for a fee per lead closed
  • leverage the relationship and trust with the customer. It provides a lead, so it is never anonymous (different than marketing affiliate)
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12
Q

Reseller (BOFU)

A
  • “just” to sell the service, capturing a profit margin

- can provide additional services like renewals, billing, or contract management

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13
Q

Managed Services Provide (BOFU)

A
  • take the SAAS offer and deliver it as a full, outsourced solution to the customer, based on their platforms and its relationship with the client.
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14
Q

Marketplace Partner (BOFU)

A
  • specialized platform that offers multiple SAAS vendors
  • can act as a Reseller or as a Referral Partner
  • an be stand-alone or part of an IAAS, PAAS or SAAS company
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15
Q

OEM Partner (BOFU)

A
  • will use the SAAS solution as a part of his product. and will define the go-to-market for its product
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16
Q

Distributor (BOFU)

A
  • in the SAAS environment include a marketplace capability
  • can provide a platform to support any resellers managing the SAAS solution, such as billing, provisioning and vendor contracts
17
Q

System Integrator (OCP)

A
  • provide customization, deployment, and integration in the enterprise
  • usually have relationships with the IT department and with the business leaders
  • can have vertical or horizontal specialization
18
Q

Technology Partner (OCP)

A
  • develop and market SAAS solutions that complement and enhance the SAAS vendor’s own
19
Q

Solution Partner (OCP)

A
  • Supplement and enhance the SAAS solution, but in this case through a product or service
20
Q

Alliance Partner (OCP)

A
  • have a broader and deeper relationship, with strong organizational commitment and significant business impact
  • partner in areas such as product development, joint branding or finance
21
Q

Training Partner (OCP)

A
  • educate the customer and other partners regarding the SAAS service
22
Q

Partner Nuances

A
  • A combination could exist, in which a partner performs several roles
  • a System Integrator that resells the product and delivers training, or, a referral partner that can provide some customization after the sale

Business Development (4 decks)

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