The importance of channel partners for your software or cloud company (case studies)

The importance of channel partners for your software or cloud company (case studies)

Growing your revenue through channel partners (Resellers, VARs, Distributors, System Integrators, Managed Service Providers (MSPs) and Channel consultants is the most efficient business stategy you should follow. Huge entrerprise level companies are focusing on increasing their channel network that will help them grow fast and gain a powerful competitive advantage against other companies of their industry. Even if you own a SaaS startup you should create a partner program in order to enter into new markets and start having revenue through reseller companies. There are numerous companies all over the world that would be interested in reselling your product even if you have a small amount of clients.

Find out how to build a successful partner program: 

Below you can see some great case studies from reseller partner programs that really work:

xero accounting software

On 1 October, 2009 cloud accounting program Xero was celebrating 12,000 customers. “Just 12 months ago we had 2,200 customers,” CEO Rod Drury wrote that day on the company blog. In three years it shot up to 135,000 customers, 65,000 in New Zealand alone. How? The secret behind this stratospheric rise was a bold go-to-market strategy that aimed to turn accountants and bookkeepers into an endorsement channel for the software. The plan was a huge success – as much as 60 percent of Xero licences are sold through accountants and bookkeepers.


microsoft partners

Also known as the Microsoft Partner Network or MPN is Microsoft Inc.’s partner network. It was formerly known as the Microsoft Partner Program or MSPP. It is designed to make resources available to a wide variety of technology companies so they can build a business around Microsoft technologies.

The Microsoft Partner Ecosystem consists of the 640,000 partners, vendors and service providers that build or sell solutions based on Microsoft products.[1] These partners include Systems integrators, Original equipment manufacturers, Independent software vendors, Value-added resellers, Telecommunications companys, Internet hosting services, Marketing agencys, and Resellers.

As of 2009, this business ecosystem generates $8.70 in revenue for partner companies for every $1 that Microsoft makes

trialpay channel partners

TrialPay is a prime example of a company that gains exposure by partnering with the right brands. Channel partnerships allowed TrialPay to sprint from zero to 10,000 clients in two years, and fend off a number of competitors.




Atlassian is a well-known software company (project management software). In 2012 Atlassian launched a marketplace and has more than 1700 integrations with other solutions. The company earned in 2014 more than $30 millions from transactions.









Find out more reseller partner programs on the company profile of every Vendor here:

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I am a member of Elioplus team. I love posting articles on internet marketing topic and partnerships. You can follow me on Twitter and add me on Linkedin.

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