What Are Resell SaaS Sales? All You Need to Know in 2023

Anant Gupta
23 Min Read
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It’s easy to feel overwhelmed when diving into the world of resell SaaS sales, an industry growing at a rapid pace in 2023. Resell SaaS Sales refers to re-selling cloud-hosted software subscriptions, which is an entirely different ball game from traditional software sales.

This blog post aims to demystify resell SaaS sales by explaining its concept, highlighting benefits, and offering strategies for success. So let’s get started – your deep dive into the exciting world of Resell SaaS Sales awaits!

Key Takeaways

  • Resell SaaS sales involves selling software as a service subscription through resellers or third-party partners.
  • Benefits of reselling SaaS sales include recurring revenue, lower initial investment, broad market potential, scalability, and value-added services.
  • Factors that can affect the length of a resell SaaS sales cycle include the complexity of the software, the decision-making process, competition, and customer readiness.
  • Strategies for streamlining and shortening the sales cycle include identifying qualified leads, automating lead nurturing, personalizing your approach to prospects, and offering trial periods or demos.
  • Developing a successful resell SaaS sales process includes steps such as identifying target markets, selecting the right software products to sell, and creating marketing materials and strategies.

What is Resell SaaS Sales?

Resell SaaS sales refers to the process of selling software as a service (SaaS) subscriptions through resellers or third-party partners who act as intermediaries between the software provider and the end customers.

Definition and explanation of reselling SaaS sales

Resell SaaS sales involve a unique process where the seller, known as a reseller, facilitates access to web-based software for their clients. This is achieved through Software as a Service (SaaS), an innovative model that lets customers use the software via an online portal instead of purchasing and installing it directly on their systems.

The main offering here isn’t the software itself but subscription access to cloud-hosted applications. With this business approach, resellers cater to both B2B and B2C clients who are seeking efficient and cutting-edge solutions for their operations.

The revenue earned by these intermediary agents stems from commissions or markups added to each successful sale of a software subscription.

Benefits and advantages of reselling SaaS sales

Resell SaaS sales offer several benefits and advantages for agency owners and resellers:

  1. Recurring Revenue: Reselling SaaS allows for the creation of a consistent stream of revenue through subscription-based sales. This ensures a steady income flow for agency owners and resellers.
  2. Lower Initial Investment: Unlike traditional software sales, reselling SaaS requires minimal upfront investment. There is no need to develop or maintain the software, reducing costs and risks.
  3. Broad Market Potential: The demand for web-based software solutions is continuously growing across industries. Resell SaaS sales provide access to a large market, allowing for potential growth and expansion.
  4. Value-added Services: As a reseller, you can offer additional services such as implementation, training, and support. This can increase revenue opportunities and strengthen customer relationships.
  5. Scalability: Reselling SaaS sales allows for easy scalability as new customers can be onboarded quickly with minimal effort. This enables agency owners and resellers to accommodate increased demand without significant resource investments.
  6. Expertise Leveraging: By partnering with established SaaS providers, agency owners and resellers can leverage their expertise in the market and benefit from their marketing efforts, brand reputation, and customer base.
  7. Continuous Innovation: With reselling SaaS sales, you have access to the latest software updates and advancements made by the provider without any additional effort or cost.
  8. Customer Retention: By offering valuable software solutions and exceptional customer service, agency owners and resellers can build long-term relationships with customers leading to higher customer retention rates.
  9. Reduced Time-to-Market: Reselling pre-built software eliminates the need for product development time, allowing agency owners and resellers to bring products to market quickly.
  10. Revenue-Sharing Opportunities: Many SaaS providers offer revenue-sharing programs where agency owners receive a percentage of recurring subscription fees as commission or markup on each sale made.

The Length of a Resell SaaS Sales Cycle

The length of a resell SaaS sales cycle can be influenced by various factors, such as the complexity of the solution being sold, the decision-making process of potential clients, and the level of competition in the market.

Streamlining and shortening the sales cycle can be achieved through effective lead-generation strategies, personalized outreach efforts, and efficient follow-up processes.

Factors that can affect the length of a resell SaaS sales cycle

Factors that impact the length of a resell SaaS sales cycle include:

  1. The complexity of the software: The more complex the software, the longer it may take to educate and convince potential customers about its benefits.
  2. Decision-making process: If there are multiple stakeholders involved in the decision-making process, it can prolong the sales cycle as it requires consensus among all parties.
  3. Customer readiness: Some customers may need time to evaluate their needs and determine if the software aligns with their requirements before making a purchase decision.
  4. Pricing structure: Complex pricing structures or negotiations can delay the sales cycle as it takes time to reach an agreement that satisfies both the seller and the customer.
  5. Competition: The presence of strong competition in the market can lead to longer sales cycles as customers compare different options and weigh their choices carefully.
  6. Sales team efficiency: The effectiveness of the sales team in nurturing leads, providing timely information, and overcoming objections can significantly impact the duration of the sales cycle.
  7. Customer support: A lack of efficient customer support or delayed response time from the provider can cause delays in closing deals and extending the sales cycle.
  8. Budget constraints: If customers have limited budgets or need to secure additional funding, it can lengthen the sales cycle as they navigate financial considerations.
  9. Trust-building: Establishing trust with potential customers takes time, especially if they are unfamiliar with the reseller or provider, which can prolong the sales cycle.
  10. Customization requirements: If customers require customization or integration with existing systems, it may extend the sales cycle as these factors need to be evaluated and addressed.
  11. Market conditions: External factors such as economic conditions or industry trends may influence buyers’ decisions and impact how long it takes for them to commit to a purchase.
  12. Legal and compliance requirements: Industries with strict regulatory requirements may have more extensive due diligence processes, resulting in longer sales cycles.
  13. Decision-maker availability: The availability of key decision-makers can affect the length of the sales cycle, as scheduling meetings and obtaining their input may take time.
  14. Product fit and alignment: If the software does not align well with the customer’s specific needs or goals, it can lengthen the sales cycle as they explore alternative solutions.
  15. Sales strategy and tactics: The effectiveness of the sales strategy and tactics employed by the reseller can impact how quickly they can move customers through the sales pipeline.
  16. Sales team expertise: The knowledge and experience of the sales team in selling SaaS products can influence how efficiently they navigate the sales process and close deals.
  17. Scalability requirements: Customers considering a long-term investment in a resell SaaS solution may need assurances about its scalability to accommodate future growth, which can extend the sales cycle.
  18. Demanding procurement processes: Some industries or large organizations have complex procurement processes that involve multiple approvals, leading to longer sales cycles.

Strategies for streamlining and shortening the sales cycle

To streamline and shorten the sales cycle reselling SaaS sales, consider implementing these strategies:

  1. Identify qualified leads: Focus on targeting potential customers who are most likely to be interested in your SaaS products. This will reduce time wasted on unqualified leads.
  2. Automate lead nurturing: Utilize marketing automation tools to nurture and engage leads throughout the sales process. This keeps them interested and speeds up their decision-making.
  3. Personalize your approach: Tailor your messaging and communication to each prospect’s specific needs and pain points. This helps build a stronger connection and accelerates the sales process.
  4. Streamline the onboarding process: Make it easy for customers to sign up for your SaaS products by simplifying the onboarding process. Provide clear instructions, tutorials, and support to help them get started quickly.
  5. Offer trial periods or demos: Allow potential customers to experience your SaaS products firsthand through free trials or product demos. This allows them to see the value before committing, which can speed up their buying decision.
  6. Provide exceptional customer support: Offer prompt and responsive customer support throughout the sales cycle. Addressing concerns or questions quickly can help build trust and move prospects closer to purchase.
  7. Leverage data analytics: Utilize data analytics tools to track customer behavior, identify bottlenecks in the sales process, and make data-driven decisions to improve efficiency.
  8. Collaborate with internal teams: Foster collaboration between sales, marketing, and customer success teams to ensure a smooth handoff from one stage of the sales cycle to another.

Developing a Resell SaaS Sales Process

In this section, we will explore the steps involved in developing a successful resell SaaS sales process and discuss key considerations and best practices for achieving success in selling software.

Steps involved in the resell SaaS sales process

  1. Identify the target market and ideal customer profiles.
  2. Research and select the right web-based software products to resell.
  3. Develop a compelling sales pitch that highlights the value of the software.
  4. Create marketing materials and strategies to attract potential customers.
  5. Reach out to prospects and schedule sales meetings or demos.
  6. Present the software solution, addressing customer needs and pain points.
  7. Follow up with prospects to answer questions and address concerns.
  8. Negotiate pricing, terms, and agreements with potential customers.
  9. Close deals by securing signed contracts or subscription agreements.
  10. Provide onboarding support and ensure a smooth implementation for new customers.

Remember, each step in the resell SaaS sales process is crucial for success in this industry. By following these steps, you can effectively acquire new customers, drive revenue, and build long-term relationships with satisfied clients.

Key considerations and best practices for successful resell SaaS sales

When it comes to successful resell SaaS sales, there are several key considerations and best practices that can make a significant difference. First and foremost, it’s essential to understand the value of the software being sold and effectively communicate this value to potential customers.

Highlighting the benefits and advantages of the software can help generate interest and curiosity, increasing the likelihood of acquiring new customers. Additionally, upselling existing customers on additional features or subscription levels is another important strategy for maximizing revenue in reselling SaaS sales.

Furthermore, streamlining and shortening the sales cycle is crucial for achieving success in reselling SaaS sales. This can be done by implementing effective strategies such as providing comprehensive product demonstrations, offering free trials or limited-time promotions, and utilizing digital marketing techniques to reach a wider audience.

By reducing friction points in the buying process and making it easy for customers to understand the value proposition, resellers can increase their chances of closing deals.

Another key consideration is staying up-to-date with industry trends and developments. The technology industry is constantly evolving, so resellers need to keep an eye on emerging technologies or market shifts that could impact their business.

Adapting quickly to changes in customer preferences or shifting demand can give resellers a competitive edge.

In conclusion, remember that these considerations should guide your approach towards successful resell SaaS sales: understanding value proposition, highlighting benefits,

Unique Challenges in Resell SaaS Sales

Resell SaaS sales come with their own set of unique challenges that resellers must overcome to achieve success.

Common challenges faced in reselling SaaS sales

Resell SaaS sales can come with their fair share of challenges. Here are some common obstacles that agency owners and resellers may encounter in this industry:

  1. Fierce competition: With the growing popularity of SaaS solutions, there is often intense competition among resellers to capture market share and win customers.
  2. Customer resistance or skepticism: Some potential customers may be hesitant to adopt new software solutions or may have concerns about data security and reliability.
  3. Educating customers: Resellers may need to invest time and resources in educating potential customers about the value and benefits of the specific SaaS product they are selling.
  4. Pricing pressure: Price comparisons are common in the SaaS industry, and resellers may face pressure to offer competitive pricing while still maintaining profitability.
  5. Technical support: Reselling SaaS products requires providing effective technical support to customers, which can be challenging if the reseller does not have direct control over the software’s development or maintenance.
  6. Evolving technology landscape: The technology industry is constantly evolving, with new updates, features, and competitors entering the market regularly. Resellers must stay updated to provide the latest information to their customers.
  7. Managing customer expectations: Ensuring that customers have realistic expectations regarding product functionality, implementation timelines, and ongoing support can be a challenge for resellers.
  8. Sales cycle length: The sales cycle for resell SaaS sales can sometimes be lengthy due to factors such as complex decision-making processes within client organizations or budget constraints.
  9. Building trust with clients: Establishing trust with clients is crucial for success in reselling SaaS sales since customers rely on resellers to provide them with reliable software solutions.
  10. Adapting to changing customer needs: As businesses’ needs evolve, resellers must continuously assess their offerings and adapt them to meet changing demands.

Strategies for overcoming these challenges and achieving success

To overcome the challenges and achieve success in resell SaaS sales, consider the following strategies:

  1. Build strong relationships with software providers: Establish partnerships with reputable software providers to ensure access to quality products and reliable support.
  2. Understand the needs of your target audience: Conduct market research to gain insights into your customers’ pain points and tailor your sales approach accordingly.
  3. Offer personalized demos and trials: Provide potential customers with hands-on experience with the software to showcase its value and functionality.
  4. Provide ongoing customer support: Offer prompt assistance to customers throughout their subscription period, addressing any technical issues or concerns they may have.
  5. Stay up-to-date with industry trends: Continuously educate yourself about the latest advancements in SaaS technology to remain competitive in the market.
  6. Develop effective marketing strategies: Utilize various channels such as social media, content marketing, and email campaigns to generate leads and increase brand visibility.
  7. Foster a culture of continuous learning: Encourage your sales team to enhance their skills through training programs and workshops, ensuring they stay updated on industry developments.
  8. Leverage data analytics: Utilize data analytics tools to gain insights into customer behavior, identify patterns, and optimize your sales strategy based on this information.
  9. Collaborate with other resellers: Engage with other resellers in the industry to share best practices, exchange ideas, and leverage each other’s networks for mutual benefit.
  10. Adapt to changing customer needs: Stay flexible and agile by regularly assessing customer feedback and adjusting your offerings to meet evolving market demands.

Resell SaaS Sales Techniques and Tools

Explore effective techniques and tools that can be used to drive resell SaaS sales, maximizing sales performance and achieving successful results.

Effective techniques and tools for driving resell SaaS sales

  1. Utilize targeted marketing campaigns to reach potential customers and showcase the value of reselling SaaS products.
  2. Offer personalized demos and trials to allow customers to experience the software firsthand.
  3. Implement a customer-centric approach by understanding their unique needs and tailoring solutions accordingly.
  4. Provide exceptional customer support to build trust and loyalty with clients.
  5. Leverage social media platforms and online communities to generate buzz and attract new leads.
  6. Build strategic partnerships with complementary businesses to expand your customer base.
  7. Continuously analyze sales data and metrics to identify areas for improvement and optimize sales strategies.
  8. Invest in automation tools and CRM systems to streamline the sales process and enhance efficiency.
  9. Stay updated on industry trends and emerging technologies to offer cutting-edge solutions to clients.
  10. Foster a culture of continuous learning and professional development within your sales team to stay ahead of the competition.

Recommendations for maximizing sales performance and results in resell SaaS sales

To maximize sales performance and achieve optimal results in reselling SaaS sales, there are several key recommendations to consider. First, it is crucial to effectively highlight the value of the software being sold and create curiosity among potential customers.

Additionally, hiring salespeople with a curiosity-driven mindset can greatly benefit reselling SaaS sales efforts. Furthermore, staying up-to-date with industry trends and continuously learning about new software solutions is essential for success in this rapidly evolving market.

Lastly, building strong relationships with both software providers and end customers can help generate repeat business and referrals. By implementing these recommendations, resellers can increase their sales performance and drive greater results in the competitive world of reselling SaaS sales.


In conclusion, resell SaaS sales is a booming industry in 2023 that offers great potential for agency owners and resellers. By understanding the process, developing effective sales techniques, and overcoming challenges, businesses can succeed in this market.

With the continued growth of web-based software solutions, resell SaaS sales will continue to be a profitable business model throughout 2023 and beyond. Stay ahead of the competition by staying informed about the latest trends and strategies in this fast-paced industry.


1. What are Resell SaaS sales?

Resell SaaS sales refer to the process of selling software as a service (SaaS) products created by another company or vendor. In this model, individuals or businesses act as resellers and earn a commission for each sale they make.

2. How does Resell SaaS sales work?

In Resell SaaS sales, resellers typically sign up with a SaaS provider or company that offers reseller programs. They are provided with marketing materials and access to the SaaS product, which they can then promote and sell to potential customers. When a customer purchases through the reseller’s unique link or code, the reseller earns a commission.

3. What are the benefits of becoming a Resell SaaS salesperson?

Becoming a Resell SaaS salesperson allows individuals or businesses to generate passive income by promoting and selling established software products without having to develop their software from scratch. It also provides flexibility in terms of working hours and location, as it can be done remotely.

4. What skills are required for success in Resell SaaS sales?

To succeed in Resell SaaS sales, individuals should have strong communication and networking skills to effectively promote and sell the product. Knowledge about digital marketing strategies, customer relationship management (CRM), and understanding the target audience will also be beneficial in reaching potential customers successfully.

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