CompTIA’s Business Applications Advisory Council created a Cloud Applications Playbook. This resource is designed to help SaaS vendors as well as solution providers become more successful in the cloud, and with each other. Cloud computing is closely tied to all aspects of technology. This trend was accelerated by the pandemic when companies switched to SaaS-based business apps for their remote workforces. This has opened up new opportunities for SaaS vendors to form partnerships with solution providers, many who are collaborating for the first-time. As with any new relationship, there was a lot of learning on the fly.
Many SaaS vendors saw 2020 and 2021 as their first attempts at indirect relationships. Many solution providers and MSPs had a hard time adapting to the growing demand for cloud services. CompTIA’s survey revealed that only 16% IT solution providers get more than half their revenue from cloud services. 49 percent of IT solution providers planned to launch a cloud application with clients in the last year.
CompTIA’s Business Applications Advisory Council created a Cloud Applications Playbook to help SaaS vendors and solution provider connect more successfully. This resource is designed to help both sides succeed in the cloud, and with each other.
The mission of the Business Applications Advisory Council (BAC) is to bring together the world of SaaS vendors with the IT channel. I’ve worked with many SaaS vendors, but it wasn’t until my last company did I really understand MSPs and what their capabilities are,” said Angus Robertson (CMO at Chief Outsiders) and co-chair of CompTIA council. “I believe that most SaaS vendors only know a few aspects of the channel. It can be difficult to have a comprehensive view of the business model and a deep understanding of it. SaaS vendors need to understand the channel. How it can help you grow your company, cut down on customer acquisition costs, and much more.
The council discovered 11 different channel models while researching the playbook. Each model has its own needs, specializations and strengths. Robertson stated that SaaS vendors must identify the model that will most benefit their business and target those partners.
“That’s not a conversation that happens at a lot SaaS vendors. They don’t usually think about it. He said that the playbook is a great tool to help them think through the problem and make the best decisions.
Get valuable insights into the world of SaaS applications
The Cloud Application Playbook contains separate content for solution providers and SaaS vendors. It also includes tips, research, tools, and other useful information that can be used to improve each company’s business. According to Jacqui Murphy (CMO at Auvik Networks) and member of Business Applications Advisory Council, the guide is intended for senior executives, C-level sales leaders, and heads of product and sales within an organization. However, anyone dealing with partners or customers can benefit.
Murphy stated that Murphy included information for both parties to highlight the mutually-beneficial opportunity and address some of those gaps in bringing SaaS apps to market via the IT channel. “With tens to thousands of SaaS apps on the market, and line of business managers making most of the SaaS app purchase decisions, IT solution providers are having trouble figuring out how to integrate this potentially lucrative revenue stream into the businesses they run. We have tried to highlight the potential and offer some guidance to IT solution provider who are considering adding one or more SaaS applications to their portfolio of services.
Robertson said that the playbook is a guideline for SaaS vendors on how to leverage the IT channel. Cloud vendors should also study research data to gain valuable insights into vertical market adoption and route to market.
“We’ve included best practices from SaaS leaders, who dived into the channel before knowing everything. They figured out through trial-and-error what worked and what didn’t. Robertson stated that this is a chance to avoid making mistakes and falling into traps by learning from the experience of our council.
More opportunities for solution providers
Murphy suggested that solution providers read the guide to find out more about possible opportunities and to think about how they align with their clients and business. Murphy also suggested that SaaS applications might be a good fit.
She said that they should then complete the Cloud Application Readiness Assessment to determine if they are ready to go to market with a new offering. “The assessment is not meant as overwhelming.”
