Looking to rapidly increase your company's revenue without hefty investments?
Overview:
Commercial partnerships serve as a cornerstone for industry leaders, contributing to over 60% of global transactions. This indirect distribution approach offers a cost-effective and efficient means of rapid growth. It’s favored by companies targeting new markets, seeking funding, or encountering growth limitations. Notably, this method harmonizes with direct sales efforts.
Embracing Business Partnerships:
In essence, the entire spectrum of IT players collaborates to advance your commercial endeavors, including value-added resellers (VARs), ESNs, consulting firms, and MSPs.
Market Insights:
Surprisingly, over 70% of the market operates through reseller partners, with nearly 100% prevalence among hardware manufacturers. For publishers, whether on-premises or in SaaS mode, this figure exceeds 60%.
Don’t Lag Behind:
Leading industry players adopt alliance and indirect sales strategies, with former skeptics, like Dell, now excelling in this arena. So why not follow suit? Indirect sales strategies are essential, irrespective of your company’s size, market, or resources.
The Appeal of Indirect Sales:
Our belief is that alliances and indirect sales represent the quickest, most cost-effective, and least risky path to business development, both domestically and internationally.
Speed:
Building a partner network takes mere months compared to years for subsidiary creation. For SaaS startups, indirect sales offer a faster route to financial breakeven without excessive cash burning.
Cost Efficiency:
Leveraging partnerships reduces overhead. With a channel manager overseeing numerous partners, each with sales teams, productivity can skyrocket without additional direct sales expenses.
Risk Mitigation:
Indirect sales insulates you from financial risks during economic downturns, outsourcing structural and personnel costs.
Efficiency:
Proper partner selection and training enhance sales velocity, basket value, and conversion rates. Partners’ intimate understanding of customer needs enhances the value proposition.
Flexibility:
Non-compliance issues are easier to address with partners, allowing for more agile adjustments.
In summary, embracing an indirect sales strategy provides unmatched agility, efficiency, and risk mitigation, making it a cornerstone for sustainable business growth.