XaaS agreements are generally 12-month contracts–several pages each– with nits and gnats all needing negotiation. Not so easy on the uptake for partners who have so many other things to worry about outside of our offerings. SXaaS also require billing systems supportive of monthly recurring revenue, overages, upsells, etc. These systems generally don't exist. And adoption services? Even more requirements that the channel isn't quite ready to meet.

SaaS providers are service providers, so we've chosen to take a page from the SP/Telco channel program playbook. Most commonly, this model sees orders written on SP paper, with a commission being paid to the partner. We feel that as long as there are significant requirements for professional services, that the Integrators will cross the chasm to embrace a commission-based model, and hence bring SaaS into their bucket of competencies.

XaaS agreements are generally 12-month contracts–several pages each– with nits and gnats all needing negotiation. Not so easy on the uptake for partners who have so many other things to worry about outside of our offerings. SXaaS also require billing systems supportive of monthly recurring revenue, overages, upsells, etc. These systems generally don’t exist. And adoption services? Even more requirements that the channel isn’t quite ready to meet.

SaaS providers are service providers, so we’ve chosen to take a page from the SP/Telco channel program playbook. Most commonly, this model sees orders written on SP paper, with a commission being paid to the partner. We feel that as long as there are significant requirements for professional services, that the Integrators will cross the chasm to embrace a commission-based model, and hence bring SaaS into their bucket of competencies.