7. Look for the right channel program. The best channel programs for SaaS will have a limited number of partners, and will offer resellers a wide variety of options in how to sell and what to offer.
8. Don't go it alone. Talk to vendors that are in the SaaS business. Veteran companies that have been in SaaS for years will have institutional knowledge you can leverage to help you transition into this business.
9. Get out of the line-item mindset. Trying to sell as many items as possible will put you at odds with the customer's bean-counters, who are facing dwindling capital-expenditures budgets.
10. Become recession-proof. SaaS is a long-term propositionâ€”building up a large base of compounding, recurring revenues gives you the ability to withstand the ups and downs that typically impact traditional resellers.