SAAS and the new tenets of Partner Engagement
SAAS and the new tenets of Partner Engagement The role played by partners and the extent of their involvement in conventional business is way different in SAAS. Partners in SAAS helps vendors to Search for opportunities effectively and efficiently, support in sustaining and scaling the implementations. Given the change in the role played by partners in the SaaS world, SaaS vendors should ensure their model of engagement with partners also needs to be aligned accordingly. Couple of important aspects which need a relook are 1. Partner Enablement, beyond Academics: Enablement is not to just execute opportunities but enablement in SaaS world is to identify and create opportunities and then execution follows. Training and supporting to build product CoEs or competency are necessary but not sufficient for enablement. Partners need to be deemed as logical extension of not only delivery but also sales organisation which means enabling them not just with product skills but also all the ammun