Five Best Practices for Driving SaaS Renewals Through Partners
This IDC Market Perspective analyzes partners' role in driving software-as-a-service (SaaS) renewals among customers. Advice given in this document is intended to help vendors to develop their own SaaS renewal strategies by leveraging the strength of their partner ecosystems."Partners can play an important role in driving SaaS renewals among customers. Partners with deep customer relationships and/or industry-specific expertise carry significant customer influence and could be best placed to drive vendor renewal activity. Vendors should consider evaluating their existing incentive stacks to ensure partner rewards map onto customer value and renewal activity."
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- Executive Snapshot
- New Market Developments and Dynamics
- The Role of Partners in the SaaS Renewal Process
- Best Practices for Driving SaaS Renewals Through Partners
- Best Practice #1: Differentiate Between Easy and Hard Renewals
- Best Practice #2: Identify Personas Within the Enterprise Involved in or that Influence Renewal Decisions
- Best Practice #3: Track and Optimize Renewals with Distribution and Automated Management
- Best Practice #4: Motivate Partners with Flexibility in Rewards and Incentives
- Best Practice #5: Emphasize Service-Attach Opportunities
- Advice for the Vendor community
- Develop Systems and Processes to Differentiate Between Easy and Hard SaaS Renewals
- Understand Which Stakeholders at a Customer Level Are Involved in and Influence Renewal Decisions
- Leverage Distribution and Automated Management Processes to Track and Optimize SaaS Renewals
- Conclusion
- Learn More
- Related Research
- Synopsis
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