Channel Resolutions for 2017

I’m not usually one to set New Year’s resolutions. One year I had a resolution to stop eating so much ice cream.  It was a complete failure.   I now realize that resolutions don’t really work.  To accomplish anything, you need a goal, not a resolution.   Set a goal, then map out a plan to get there.   So this year I’m setting 3 channel goals for SAS.  And I need your help to achieve them.

1) Achieve 50%+ channel growth

In 2016, we achieved 100% year-over-year channel revenue growth. We accomplished that thanks to 100 partners around the globe who resold SAS software. We had another 150 qualified resellers who didn’t sell any SAS software.   To drive at least 50% revenue growth in 2017, we are improving our channel enablement and plan to focus our enablement resources (sales, marketing, education, etc.) on the partners who are willing and able to grow their resell business.   I would love to see a lot more resellers achieve Gold status in 2017.   And if you are one of those 150 qualified resellers without SAS software sales in 2016, I’d love to hear what’s preventing you from being successful.

2) Enable a doubling of Small & Midsize Enterprise revenue in 3 years

SAS’ market share in the Small & Midsize Enterprise (SME) is relatively low. We want to grow that share, creating a huge opportunity for the channel. Our coverage model for the SME market is comprised of Inside Sales and Territory Sales teams.   In 2016 we successfully implemented a channel-led strategy with our inside sales team in Dublin, Ireland.   We will be rolling out that channel-led strategy around the globe in 2017, pushing a lot more SME opportunities to the channel.   In turn, we expect our channel partners to also bring opportunities to SAS, helping us reach our goal to double our SME FYF revenue over the next 3 years.

3) Lay a foundation for a $100M channel business in 3 years for SAS on premise and cloud analytics

Achieving the first 2 goals will put us part way on the path to a $100M channel business in 3 years. But it’s not enough.  We also have to develop our channel for cloud analytics to capture the market demand driven by digital transformation.   We are developing MASPs (Managed Analytics Service Providers) who combine their IP with SAS software.   We will also need to enable our traditional resellers to sell new SAS software that will be released in the coming years on our Viya open, cloud platform.   Both paths will require a transformation of our channel partners to a managed services, recurring revenue model.

So what are your resolutions for 2017?   If our goals are aligned, we all stand a better chance of achieving them.   And that will help me with my resolution for 2018…do more sailing!

Let’s talk!

Rob