Building strong partnerships makes great sense for SaaS providers, and my firm has done extremely well in building relationships that benefit everyone involved (including the client). Sure some clients will come via Web-only sales channels, but as more and more SaaS offerings become available and the cloud computing space grows, many companies will still look to a trusted solution provider to help sort out the options. I think it's a mistake for any SaaS provider to choose one approach over the other. Both are valuable.
On the flip side, the recurring revenue received from SaaS partnerships can help smooth out cash flow for solution provides, a bonus on the current economy. Those big lump sum payments are exciting, but all of the small dollars add up, too, and in the long run can contribute to a healthier balance sheet for any company.
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