On this episode, John McCabe, VP of Worldwide Channel Sales at SafeGuard Cyber, talks about building a 100% channel sales program in SaaS.


SafeGuard Cyber is a platform that protects business communications through NLU (Natural Language Understanding) for cross-channel protection.


John has scaled four companies, helping them move to become 100% channel sales organizations. He shares how the moves increased the pipeline by 200% and reduced sales cycles. 


Included in the conversation is what to expect as you move to 100% channel. For example, it’s important that executives see the value in it and the sales team should be open to it. The technology should also be easy to understand and embrace by partners so they can sell more.


John also discusses how to secure executive sponsorship to move an organization to 100% channel led, finding and attracting channel partners and whether the 100% channel business still requires a marketing and sales team.


Resources mentioned:


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