Successful SaaS companies like HubSpot, Intronis, Optimizely, and Pantheon are raking in a large portion of their revenue through reseller programs. Is investing in the IT channel the right move for you?
As of June 2014, HubSpot’s reseller program has produced over 40% of its customers. VP of Sales Pete Caputa shares the company’s playbook for making that happen.
You would never hire a salesperson without taking the proper onboarding steps. Similarly, you should never bring on a channel manager without properly outlining and implementing a channel management program, first. Here’s how.