Channel Pricing Strategies

Channel pricing strategies are the blueprint for how you price and distribute your products through partners, resellers, and distributors rather than direct sales. It might sound simple—offer a discount to your partner, they sell it, and everyone wins. Right?

Not quite.

Pricing in a channel model is one of the most strategically sensitive areas of B2B go-to-market planning. It can build trust or erode it, enable scale or cause chaos, and either support your brand positioning—or completely undercut it. That’s why smart leaders think long and hard about their channel pricing strategies.

Done right, pricing becomes your growth engine. Done wrong, it sparks channel conflict, profit erosion, and customer confusion.

Read More

Introduction to channel sales challenges

Expanding into channel sales is a growth milestone for many SaaS companies, but it doesn’t come without its share of obstacles. From loss of control over the sales process to managing channel conflicts, companies that fail to anticipate these hurdles often struggle to scale. Research shows that 24% of companies say it takes over a year for channel partners to become fully productive, and only a third provide adequate training. One major channel sales challenge is ensuring that partners are well-prepared to represent the company’s brand effectively.

For SaaS firms, successful channel sales execution requires proactive strategies that mitigate risks while ensuring partners are well-equipped to drive revenue. In this guide, we’ll cover the seven most pressing channel sales challenges SaaS companies face and actionable solutions to overcome them.

CTA: Looking to streamline your channel sales strategy? Check out this dedicated Channel Sales GPT for expert insights.

Read More

Why Your SaaS Needs the Right Sales Model

Choosing between channel sales vs. direct sales is one of the most critical decisions for a growing SaaS business. The right strategy can determine how fast you scale, how much you spend on customer acquisition, and how well you penetrate new markets depends on a Hybrid sales strategy.

Early-stage SaaS startups often start with direct sales to gain valuable customer insights and control over messaging. However, as a company grows, channel sales become an attractive way to scale without proportional hiring costs.

This guide will help you decide when to use direct sales, channel sales, or a Hybrid sales strategy—and how to structure your approach for long-term growth.

Optimize Your Sales Strategy →

Read More