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Saas District - Akeel Jabber | HoriZen Capital Episode 64, 1st December 2020

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

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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

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