What if my channel partners ask me to give my SaaS product for free?


Partnership Q&A:

What if my #channelpartners ask me to give my SaaS product for free 🎁 to their users to build a track record in the beginning?

Should I do that?


💬 We discussed it with one of the experts who has 10y experience in channel sales.


If your product is difficult to sell, you have to give a high margin (commission) to partners.


But if you need an install base, sometimes you have to give it for "free". But I would not give it for FREE, instead ask something in return.


Here is a few options:


✔️ Try and buy - you limit the scope of usage. When they expand to other departments, they will buy it.


✔️ References - it’s like a marketing investment. In return, the product should be referenceable.


✔️ Partner's internal use only, or to be used in strategic projects , as part of your partner program.


Like Microsoft does - TOP partners have $XXK in license value that they can use to fund strategic projects.


✔️ If you sell more than 1 product, you can put the product that is harder to sell in the pack, when they sell the other one.



💡 I would not give anything for free unless you use your "free product" as a currency (references, etc.).


And then it's still a good idea to prevent devaluing your product. Consider creating ”reference VOUCHER” or “competition replacement VOUCHER” program instead of calling it FREE.


Recent Posts

See All

Boost your ecosystem growth with partner collaboration SaaS  

Subscribe to our Newsletter

Thanks for subscribing!