Channels are now Strategic!
With the impact of digital transformation and the pandemic on the cost and effectiveness of direct sales teams the balance has swung towards making partner and digital channels the strategic route to market.
Over 58% of Cloud and SaaS companies globally* from start ups to global leaders now use Partner and Digital Channels
Alignment and optimization of the Partner Portfolio is strategic investment allowing more effective coverage at a lower cost, easing cash flow and adding asset value
Align Your Partner Portfolio with this new business strategy
Grow partner revenue and reduce cost of sale by up to 30% by aligning, expanding and energizing Partner and Digital channel performance
Design, Build and Manage your optimized Partner Portfolio with a suite of ready to run Apps. Use with your internal teams or outsource Channels as a Service options
From world leading IT companies to start ups Delta Channel Services has 25 years experience aligning and optimizing channels in over 40 countries
The 6 Growth Options and investment choices
There are always these 6 growth options for SaaS and Cloud companies. Given the current global market increasingly the smart option is to align sales channels away for direct sales and invest more in Partner and Digital Channels
For many today the direct sales team traveling by car or by plane to meet customers face to face is an expensive and inefficient way to grow business driving only a higher Cost of Sale
Of strategic importance is the value stakeholders and investors place on a contemporary and scalable Partner and Digital lead sale channels
The maths doesn’t add up anymore!
43% is the average Sales and Marketing budget* of total revenue
-10% direct sales costs are fixed but effectiveness decreasing
70% of the sales journey is now covered by Digital channels ***
30% less cost from aligned Partner channels with more reach
1 direct sales resources delivers 1 revenue quota
1 new Partner channel delivers 1 revenue quota + cash flow benefit + asset value
* source Softletter100 SaaS and Cloud financial metrics
*** source inc Gartner and Hubspot “Digital marketing trends”
Take the Channel Challenge!
Swap the budget for one direct sales resource for one year and build
a new Partner led sales channels in a market or country of your choice.
Helping you enable your sales, marketing and Partner teams with the latest skills and tools for developing a growing cloud business with high new names acquisition, rapid expansion and low churn rates
A range of virtual live, instructor led interactive sessions, supporting apps and traditional classroom workshops
New 2020 winter series virtual learning courses announced:
Channel Management Essentials (December)
Consultative Selling for Cloud (January 2021)
Channel Management Masters (February 2021)
Channel Partners are a growing and essential part of Cloud solution sales, value added services and support.
We provide a range Partner Portfolio Management Apps to support your Partner development life cycle from assessing your current partner growth potential, recruitment of new partners, Partner business planning, Partner enablement and Partner Management Apps
These easy to use apps are for use by Channel Managers and Partners to optimize performance and realize the full potential of your Partners
If you are building your SaaS or Cloud sales channels, you will need accurate and up-to-date information and advice on best practice strategic approaches.
We have helped many Cloud companies build effective Partner channels. We also help traditional ISV make the transition from on-premise to cloud based channels faster and with less risk.
Our consultants all have 20 years plus field experience based in EMEA, NALA and APAC to help you build truly global channels. Our consulting services are underpinned by the Delta’s Partner benchmark data and the latest Cloud Company Metrics from Softletter100
Join us for one of our upcoming webinars
Does 80% of your Partner’s revenue come from 20% of your Partners?
Join Sam Ferri, Director of Channel Services at EIMS and Delta’s CEO John Miller, on Wednesday 9th December at 4pm GMT / 8am PST /11am EST to learn how to master the best-in-class approach to implement the key elements of the process, set benchmarks, supporting apps and resources to get started for success in 2021.
” Delta’s expertise is helping us quickly select and build our US Reseller Partner channel” Nick Scully CEO SWORD GRC
“Delta’s knowledge has enabled our sales teams to now confidently sell our new Cloud products.”
Matthew Addison. The Temenos Global Head of SaaS Sales Manager
We work with partners to help deliver valuable services for your Cloud business growth