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Ben Kepes is a technology evangelist, an investor, a commentator and a business adviser. His business interests include a diverse range of industries from manufacturing to property to technology. As a technology commentator he has a broad presence both in the traditional media and extensively online. Ben covers the convergence of technology, mobile, ubiquity and agility, all enabled by the Cloud. His areas of interest extend to enterprise software, software integration, financial/accounting software, platforms and infrastructure as well as articulating technology simply for everyday users.

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2 responses to “SaaS Vendors – Thou Shalt Love Thy Channel”

  1. sireland

    As soon as I read the heading my heart started to race… this is a controversial and ironic subject for experienced SaaS providers. I calmed after I understood that you were acknowledging the broader definition of ways to reach your customer vs the traditional “software reseller/integrator channel”; which you appropriately refer to as third party.

    Generally the only channel model that has had consistent success among the majority of SaaS providers is direct to customer. There are a few exceptions, on the top end Salesforce and the bottom web hosts / domain registrars. I certainly welcome an ongoing discussion on how this can evolve to create value for the entire chain, including customers. I don’t expect it will have anything to do with training the old dogs however.