Entitled “The Ultimate Field Guide to Building a Channel,” the eBook is written by channel strategist and thought leader, Theresa Caragol, president of TCC Consulting, and provides information for channel chiefs on how to ensure they are moving into the channel for the right reasons, taking the appropriate steps to get started, and deploying the right initiatives early on to ensure long-term sustainable success.
According to Impartner CMO Dave Taylor, the company created the guide in response to the explosive number of fast-growing SaaS companies that are struggling to find top sales talent and racing to understand the channel and how it can help them continue their growth trajectory.
“Building a direct team is prohibitive to scaling your business,” Taylor said. “It’s expensive and time-intensive, with a substantial lag between effort and effect. If you didn’t start building your team for Q1 2017 growth in October of last year, you are already behind the game. The indirect channel provides a plug-and-play scenario with an immediate impact on sales, once you have your program up and running, and this guide is intended to help you move quickly.”
Author Caragol agrees the time is now for fast burgeoning, cloud-based companies to expand their sales with the channel, given SaaS solutions are growing five times faster than on-premise technologies. “This guide is designed to help fast-growing companies explore and achieve the right first time success in building a channel for their business,” she said.