Illyrian profile picture
Illyrian profile picture

Illyrian

Enterprise Account Executive

Opinionated
Good Citizen
Contributor
+1

IT Resellers

What's up WR! 
For my fellow SaaS sales savages, what are your thoughts on value added resellers? 
Do you use them often? From the bigger players, are there any that you'd prefer over others? What strategies have you seen work that will engage those teams to prospect on your behalf? 

Thoughts on Resellers

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🤝 Networking
☁️ Software Tech
🏹 War Room
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21 comment

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InQ5WeTrust
Arsonist
5
No marketing, mayo isn't an MQL
Softcat can leap over a cliff. 

Nothing like marketing handing you MQL's that are random Brazilian resellers who want some great deal. 
hh456
Celebrated Contributor
5
sales
estamos procurando por dois anos de hospedagem em troca de alguns anúncios em nosso diretório interno que publicamos uma vez a cada dez anos.
InQ5WeTrust
Arsonist
4
No marketing, mayo isn't an MQL
This is PTSD inducing. 
CuriousFox
WR Officer
3
🦊
Somebody broke Grizz 👀
InQ5WeTrust
Arsonist
3
No marketing, mayo isn't an MQL
The War Room takes its toll 
CuriousFox
WR Officer
2
🦊
Ain't that the damn truth 🙃
hh456
Celebrated Contributor
2
sales
take it to Google translate and read it.
hh456
Celebrated Contributor
2
sales
CTSD - Current Traumatic Stress Disorder
alecabral
Arsonist
4
Director - Digital Sales Transformation
VARs are needed in any game where scaling is needed. It's the only possible way to grow in markets where implementation = customization. Now...in terms of prospecting for me? I always preferred doing it the other way. I was the one taking leads to them, the minute they'd screw up I'd just take my leads somewhere else. I never liked depending on their qualification tactics.
Illyrian
Opinionated
0
Enterprise Account Executive
I’ve found that they can be useful although mostly a nuisance to deal with. Best way is to find a champion that believes in your tech and train them to sell on your behalf. Then you get actual qualified leads. Also helps if your org has a kickass Spiff program!
Kinonez
Celebrated Contributor
3
War Room Enthusiast
I'm all up for it, they bring money to the organization, sure they take a piece of the cake, but without them we might have a smaller cake to begin with. 
Avon
Politicker
3
Senior Account Executive
My old company had some that literally provided 100% of the value that we did for 20% less. So I hated them, but if I ever am in a buying position I’ll probably utilize them.
RealPatrickBateman
Politicker
2
🔪Amateur Butcher🔪
Lets just call them a Necessary Evil and leave it at that lol. 
CuriousFox
WR Officer
2
🦊
Agreed, however a lot are complete bullshit though. 
RealPatrickBateman
Politicker
1
🔪Amateur Butcher🔪
Agreed as well. That would be the {Evil} part of the "Necessary Evil"
CuriousFox
WR Officer
1
🦊
Loves youuuu mean itttttt 😆
RealPatrickBateman
Politicker
1
🔪Amateur Butcher🔪
@CuriousFox In another life... we could have been...pure magic 🪄
Sunbunny31
Politicker
1
Sr Sales Executive 🐰
Stronger language than I'd usually use, but it's been my experience that working with resellers is inevitably a PIA, and generally not worth the effort invested in the relationship.
Diablo
Politicker
1
Sr. AE
I admire resellers. They help us make money faster and reduce our sales cycle as well.
CloudyWithAChanceOfQuota
Politicker
1
Corporate AE
Worked for a VAR for almost two years. I think it taught me a lot about different verticals and I learned a TON about the industry before moving to my product specific role. In terms of first jobs, its a great way to dip your toes into tech, get a ton of training, and find out what your niche is. As far as working a deal alongside a VAR, I know we didn't always make the process easy for partners. With that being said, we did have smaller account sets than our partners which allowed us to be able to know the customers and businesses really personally and bring quality opps to the table. 
Justatitle
Big Shot
1
Account Executive
Often the reason for resellers is to reach a vertical that would be really tough to break into without them. There is also the factor that resellers can do things a company simply can't such as professional services for client to customize the software and help with implementation. There is a crazy stat for example that Cisco has almost 100% of their revenue come from resellers...

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