IDC #EUR145482319 Sage Infobrief

IDC #EUR145482319 Copyright IDC 2020 8 How to Become a Great SaaS Partner Three tips on how to differentiate for success The value proposition — focused on how value will be delivered to and experienced by customers — is the foundation on which a partner’s change management strategy is built and implemented. Successful partners communicate their SaaS value proposition both externally and internally. Successful partners build up their capabilities to offer a full portfolio of complementary SaaS-related services including implementation, migration, training, change management and support. They fully leverage the opportunity to upsell services and complementary products (e.g., security, productivity) around SaaS to bring in new revenue streams. Savvy partners build a network of collaborative relationships with other partners to extend their own capabilities and enable them to offer richer solutions without having to invest in these capabilities themselves. COMMUNICATE THE SAAS VALUE PROPOSITION DIVERSIFY WITH COMPLEMENTARY OFFERINGS THAT ENHANCE THE SAAS PORTFOLIO 1 2