IT and Business Insights for SMB Solution Providers

Playing SaaS Matchmaker

At CompTIA ChannelCon, SaaSMax Marketplace CEO Dina Moskowitz touts the lead generation, sales earnings, and vendor partnership potential of her company’s platform for VARs in the channel. By Joel Zaidspiner

VARs know a lot about software and software-as-a-service offerings in the channel—but they can’t know everything.

Sometimes, SMBs present unique business requirements or complicated needs. When this happens, a VAR can spend hours hunting down and researching new products in hopes of delivering “just the right thing.” For this reason, the SaaSMax Marketplace was born.

What Is SaaSMax?

SaaSMax is a marketplace that appeals to VARs, software-as-a-service vendors, and end-users alike. For resellers, the marketplace can prove valuable for three reasons:

  1. Leads—Interested SMBs can approach them for solutions implementation.
  2. Solutions—Resellers can find and learn about new SaaS products to include in their offerings portfolio.
  3. Commissions—Vendors will pay them for closing sales.

To learn more about the SaaSMax Marketplace and its growing role in the channel, Channelpro-SMB caught up with the company’s CEO Dina Moskowitz during the CompTIA ChannelCon event in Orlando Aug. 4–6.

Playing Matchmaker

Earlier this summer, CompTIA named SaaSMax’s Moskowitz to its Vendor Advisory Council. Perhaps that’s because Moskowitz so consistently puts the channel at the forefront of her discourse.

“We’ve learned how to best incentivize resellers,” Moskowitz intimated during the ChannelCon show. “We’ve learned the tools that resellers care about so they can find what they need very efficiently.”

Indeed, the SaaSMax Marketplace has evolved during its Beta phase to include 70 apps. Moskowitz suggests that growth has come, in part, from asking the right questions. “How can we reduce pains?” Moskowitz asks. “How do we reduce operational costs for vendors in managing commissions? How can we make it more attractive for resellers to sell more solutions?”

According to Moskowitz, much of the SaaSMax Marketplace’s success is owed to the VARs and vendors who have supplied the platform with feedback. “We’ve been learning from our channel,” she says, “from resellers out there and from the SaaS vendors in terms of what they want and need and tools that can create a more synergistic relationship among those SaaS vendors and their prospective resellers.”

No Charge for Approved Resellers

The SaaSMax Marketplace offers VARs a networking resource for leads, a catalog for SaaS product research, and a sales network for potential partner or sales arrangements—but the best news might be its price: free.

According to Moskowitz, qualified and approved reseller members can join the SaaSMax Marketplace free of charge. “Basically, we are supported by the vendor community, which is looking to identify quality resellers as well as buyers,” she says. “As far as the VARs and MSPs coming in to look around, we’re basically their partners in crime. We just want them to join and be a part of our marketplace.”

GEOFFREY OLDMIXON contributed to this report.

About the Author

Joel Zaidspiner is Associate Publisher for ChannelPro-SMB magazine and a senior executive at the ChannelPro Network. A seasoned IT media veteran, Zaidspiner has nearly 18 years in the industry with seven at the ChannelPro Network and more than nine at the tech media company formerly known as CMP. Zaidspiner is a mainstay at industry events and works closely with the Publisher on day to day operations and editorial strategy for ChannelPro Network media properties.

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