The Emerging SaaS Channel

Table of Contents

• Table of Contents
• IDC Opinion
• In This Study
  • Overview
  • Methodology
• Situation Overview
  • A New World
  • SaaS Channel Strategies by Software Category
    • Three Clusters of SaaS Offerings
    • Figure: Common SaaS Offerings
    • Two Distinct SaaS Partner Strategies
    • Figure: Two Camps of Partner Strategies
      • Business Applications
      • Infrastructure Software
  • Analysis of SaaS Opportunities by Partner Type
  • Table: The SaaS Opportunity: Summary of Traditional Partner Types
    • Distributors
      • IDC Definition
      • Characteristics and Analysis
    • Logistics-Oriented Resellers
      • IDC Definition
      • Characteristics and Analysis
    • Value-Added Resellers
      • IDC Definition
      • Characteristics and Analysis
    • Systems Integrators
      • IDC Definition
      • Characteristics and Analysis
        • Regional Systems Integrators
        • Global Systems Integrators
    • Telecommunications Service Providers
      • IDC Definition
      • Characteristics and Analysis
    • Managed Service Providers
      • IDC Definition
      • Characteristics and Analysis
    • Online Marketplaces
      • IDC Definition
      • Characteristics and Analysis
    • Retailers
      • IDC Definition
      • Characteristics and Analysis
• Future Outlook
  • New Partner Types
  • Table: The SaaS Opportunity: Summary of Emerging Partner Types
    • Business Services Providers
      • IDC Definition
      • Characteristics and Analysis
    • Business Domain Specialists
      • IDC Definition
      • Characteristics and Analysis
  • Future Challenges
    • Traditional Versus Emerging Partners
    • Table: Traditional Versus SaaS Partner Model Comparison
    • Partner Economics
    • Sales Compensation
    • Customer Relationship Control
    • Partner Conflict
    • Partner Value-Add
• Essential Guidance
• Learn More
  • Related Research
  • Synopsis