Stewart Townsend is the founder at Channel as a Service, a “results oriented” consultancy service for startups & mature companies to enable them to increase revenue through the right growth channel via an indirect sales force. 

Stewart has spent 20 years working in channel roles and has specialised in accelerating revenue at global SaaS companies through the building and running of indirect sales programs since then. 

His focus is working with SaaS companies who are at that point where they are looking at indirect sales channels, have enquiries from potential partners and are uncertain where to start.

Having worked at large multinational corporations for over 15 years then transitioned into two large startups who went through acquisition and IPO, Stewart has the experience and knowledge to get things done within a small team environment but also own a global partnership relationship and drive that top-down.

During this interview we cover:

  • 00:00 – A word From The Sponsor
  • 01:02 – Intro
  • 02:30 – From Zero to Multi-Million Dollars in Revenue Across Europe with ZenDesk
  • 05:26 –  Launching Channel as a Service & The Problem To Solve
  • 08:38 – Time Frame When Building Program & Expecting  to see Revenue
  • 10:38 – From Idea To Launching & Initial Costs Involved in Building CaaS
  • 12:41 – What Exactly is an Indirect Sales Channel?
  • 16:31 – Why 50+ Team & $1MM ARR is the Ideal Stage to Start Investing In Channel Sales
  • 20:03 – What Does a SaaS Company Need so That They can Start leveraging this Channel  Today?
  • 22:53 – Why is it More effective vs Hiring and Building Out a Sales Team to Scale as a B2B Company 
  • 25:51 – Channel Governance Against Competitors
  • 27:34 – Tips & Strategies When Building Teams
  • 30:06- Typical Process, From Planning to Engagement, & Strategy for B2B SaaS
  • 35:29 – Biggest Challenges Facing Today In Building CaaS
  • 37:54 – Best Resources/People Who Have Been Instrumental For Stewart’s Success
  • 41:21 – What Does Success Mean to Stewart?
  • 42:40 –  Outro




Get In Touch With Stewart:

Tag us & follow:

More about Akeel:


Building Channel at ZenDesk from Zero to a Multi Million Dollar ARR Organization & 1500+ Team with Stewart Townsend | #64 Podcasts for Entrepreneurs

Stewart Townsend is the founder at Channel as a Service, a “results oriented” consultancy service for startups & mature companies to enable them to increase revenue […]

A Walkthrough To Launching An Early Stage SaaS Startup with Phillip Huges [SDP]| #63 Podcasts for Entrepreneurs

Phillip is a product builder, software engineer, web developer & Digital consultant, the founder of Out Flash, a mass email service inside Outlook, Elementary Analytics a […]

How Wix Built Their Own In-House product, WixAnswers and Brought It To Market with Naomi Rozenfeld | #62 Podcasts for Entrepreneurs

Naomi is an entrepreneur and the Executive Vice President at WixAnswers, an unified customer support solution focused on providing spot-on support for customers rather than spending […]

Instinctive Marketing, a Branding Showdown & the Subconscious Path to Disruptive Growth With Leslie Zane | #61 Podcasts for Entrepreneurs

Leslie Zane is the president and founder of Triggers, a brand consultancy company that changes customer behavior to accelerate revenue growth. Her curiosity drives her search […]

How to Blend Short and Long-Term Thinking When Growing Your Startup With Garret Mehrguth | #60 Podcasts for Entrepreneurs

Garrett is the CEO and Co-Founder at Directive, a next-gen performance marketing agency for software companies. Since its founding in 2014, Garret has led Directive in […]

How to Grow your Traffic, Users & Revenue With Scalable Marketing & Growth Playbooks With Kieran Flanagan | #59 Podcasts for Entrepreneurs

Kieran Flanagan is an author, startup advisor mentor who runs his own podcast called the Growth TLDR – which you guys should also check out –  […]

How To Drive Persistent Growth For Your SaaS & Building a Scalable Marketing Agency With Eric Siu | #58 Podcasts for Entrepreneurs

Eric Siu is the CEO of digital marketing agency Single Grain, a digital marketing agency focused on growing Saas businesses as well as helping Fortune 500 […]

How to Acquire, Manage and Build Industry Specific SaaS Businesses With Kevin Petersen | #57 [SDI] Podcasts for Entrepreneurs

Kevin is a Marketing automation specialist with 21 years of experience working with companies like Charles Schwab and Wells Fargo, and had founder shares in a […]

Building a Disruptive Social Entrepreneurship Company in Latin America With Estefania Hernandez | #55 SaaS Podcasts

Estefania Hernandez is CEO and founder of Mi Dulce Hogar, a formal alternative that facilitates cleaning services for homes of Mexican families, SMBs, and Airbnb hosts. […]

How to Build A SaaS an Hour a Day with Mubashar Iqbal | #54 SaaS Podcasts

Mubashar is the co-founder at Founderpath, a platform that helps SaaS Founders get capital without selling any equity. Mubs has been tinkering with computers since he […]

From $0 to $51 MM in ARR in 4 years & a 150+ SaaS sales Team with Justin Welsh | #53 SaaS Podcasts

Justin is a revenue operator, executive mentor, and SMB SaaS advisor with over 10 years’ of revenue leadership experience. He helps founders to drive scalable growth […]

Investing and Growing an 8 SaaS Company Portfolio With Sujan Patel [SDI] | #52 SaaS Podcasts

Sujan is a data-driven marketer and entrepreneur & Co- Founder of Mailshake where they help people have more conversations, qualify more leads, and close more deals […]