SoftLetter

The SaaS Channel: A Work in Progress
September 15, 2006

According to an AMR Research study of 500 respondents representing companies of all sizes, more than 78% said they are currently using or considering SaaS. As ISVs push SaaS applications into the mainstream, ISVs and VARs need to consider likely changes to the channel economic model. One of these changes is likely to be a shift in the balance of power toward full-service VARs. While ISVs will find some of these changes hard to swallow, they need to keep in mind that this is the cost of extending the reach of their applications into additional market segments.

Practice: Deliver

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