Sell SaaS, They Said … It Will Be Easy, They Said

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techcrunch.comIt has never been easier for customers to buy software. A couple of clicks or taps, depending on your device of choice, and you can be up and running with even the most sophisticated enterprise business applications.

The result of all of those fast, easy transactions is impressive: According to Goldman Sachs, SaaS revenue is predicted to reach $106 billion in 2016, a 21 percent increase over projected 2015 spending.

So if SaaS is so easy to buy, why does it often seem so difficult to sell?

Simply put, traditional software distribution channels have failed to keep up with today’s on-demand, subscription-based delivery models. In the old world of on-premise licensed-based software, 70 percent of software sales were channel based. Today, only 23 percent of SaaS sales go through a channel. On the other side of the coin, 80 percent of on-premise software vendors operate a channel program to enable other companies to sell their products, while only 20 percent of SaaS vendors operate similar programs.

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