Orginially posted on Incisive Edge.
Whether your Software as a Service company is a mature, successful corporation or start-up in your first years of operation, you will most likely have multiple revenue channels:
- Direct sales representatives (either field sales representatives or telesales)
- Value Added Resellers/Integrator Referral Partners
- Application marketplaces of complementary SaaS solutions
- Self-service customers who proactively subscribe for your paid or freemium services
Keeping track of these revenue streams, and creating the marketing campaigns to generate leads for all of them takes careful planning and execution and therefore the question is, do you need a specific SaaS revenue management team? Find out in this blog by David Bowler.