Why you should consider a reseller strategy for your marketplace

What If I told you that resellers can be the key to increase your software sales, retention and reach?

A reseller strategy could contribute to drastically improve your business results, let’s see why and how.

The growing need for cloud services

According to Gartner, nearly two-thirds of SMEs owners are already using cloud-based software, with an average of three solutions in pace. At present, they are mostly addressing needs as e-mail and websites, but SMEs are getting aware that cloud-based services are increasingly providing a viable solution to their needs. As a matter of fact, software solutions are becoming more effective and can efficiently cover needs like marketing, sales, collaboration, customer relationship management and IT support.

The same research highlights that SMEs see in the lack of customers (56%), lack of money (46%) and lack of time (36%) the main risks for the success of their businesses.

Cloud services can easily help them to alleviate these risks with effective softwares that are complete, reliable, easy to use and often cheaper compared to communication agencies or external consultants.

Globally, there are over 600 million small businesses that are looking for new effective solutions. Business app marketplaces can be the right answer to their growing needs.

If you are afraid that small business owners are not “digitally” ready, consider that -according to Nielsen- 50% of small business owners already use at least one app to run their businesses: they use apps to manage payments, customer relationships and accounting.

How resellers can help your strategy

When running a marketplace, one of the main challenges is to keep cost of sales and cost of support low.

Reaching new customers can require big investments of time and money, especially if you do not know who your target is. Flying blind, you may waste your budget chasing customers on the wrong channel or using the wrong tone of voice.
Resellers know their customers and are able to identify the best channels and the best messages to convey. They know who the decision makers are, they know which websites they read, they know the right words to use to persuade them and above all, they know their problems and their needs.

Similarly, the cost of support can be a real problem for a marketplace. The level and quality of support can be a competitive advantage when you are distributing SaaS applications, but it can also turn into a big disadvantage.
This is particularly true when your customers are SMEs and professionals. Generally, they ask for software customization and training, and that requires a lot of contact. And no, you cannot simply create FAQ pages, because this will not be enough for these customers.
Moreover, independent software vendors usually do not offer this kind of support, because they do not have enough resources. Often, once they start selling their apps through your marketplace, they even expect you to manage customer support.
If you are not big enough to manage a complex customer support service, you might find an ally in resellers. As a matter of fact, resellers distribute only a selection of product and therefore they have enough time and resources to be trained in every software. In this way, they can support customers, create communities and be the evangelist of the applications.

Long story short, resellers will help you to reach new customers and maintain better relationships with them.

Why Cloudesire could be the right business app marketplace if you are thinking about a reseller strategy

At Cloudesire, we know your needs as a marketplace manager. That is why we allow distributors to manage a network of resellers through our parent-child architecture.
Cloudesire can create resellers marketplaces in a fully automated way and in real-time, with no waiting time or delays.
As a “parent” distributors will be able to manage all their reseller marketplaces, selecting which products will be available in each “child” marketplace, but resellers will be able to have their own identity too.
The marketplaces managed by resellers will be fully customizable: they will be able to add their own logo, choose a name for the marketplace and select a template for their own look and feel. Moreover, each marketplace will have a dedicated URL, so that they are seen by customers as individual online shops.
Also, distributors will be able to monitor the performances of their resellers through a dashboard, so that their are always updated.
To learn more about the parent-child architecture, watch this video.

 

 

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