As SaaS becomes part of mainstream IT, traditional channel partners from VARs to SIs to consulting firms are looking for effective means to partner with SaaS providers. At the same time, SaaS providers are striving to understand the potential benefits of channel partners and expand into and take advantage of traditional IT channels. The current state of flux of SaaS go-to-market strategies indicates a wide-open marketplace for providers – largely due to the absence of a leading channel strategy. However, our research indicates that one strategy will not fit all types of providers. In fact, we see five types of SaaS providers, each of which would benefit from a somewhat different channel strategy.
