SaaS catering management software, whether to build channels or how to build channels, seems to be a specific business segment, which actually reflects the company's strategic thinking.
When it comes to SaaS software, the mainstream view in the industry is the so-called subversion. Traditional software is channel-based. Usually 80% of sales are done through channels. SaaS software naturally has to subvert the tradition. The characteristics of SaaS software cloud make iterative update faster. It is easy to deploy and maintain, and the price is more economical. It also seems to prevent the channel from having more profitable space. Therefore, the current status of SaaS software is mostly direct sales, and 80% of sales are realized through direct sales teams. It seems that the catering SaaS software is also in line with this rule. The SaaS catering management software that is relatively famous in the market is proud of how many cities are in the lower level of the direct selling company; or how many singles are sold in the free strategy and online monthly direct sales. It is rare to see a serious layout channel for SaaS catering software company.
Just as a company's strategy is not good or bad, only if it is suitable for the company, the channel policy is also the same, follow the company's strategy to see if it is appropriate to match the company.
How do you think about your own channel strategy?
We clearly believe that SaaS catering software, channel is still an indispensable important force, the value of the channel is as important as the direct sales branch and the direct sales team.
From the product level:
The design and development of the product takes into account the characteristics of the channel. Firstly, the software has open features, does not bind specific hardware devices, and leaves enough software and hardware integrated profit margin for the channel partners. Secondly, the software business modules also have open features. It can freely connect various types of value-added software and platforms. For example, it can dock all kinds of online payment platforms, and can be connected to the delivery platform and delivery platform. It can dock all kinds of ERP software and financial software.
From the service and training level:
According to the characteristics of SaaS software cloud deployment, we provide online remote support services for channel partners, provide online product training and video training services, conduct regular offline training sessions for channel partners, and conduct face-to-face communication, communication and training on channels. For areas where the channel business is well done, a technical support center can be set up by the company headquarters to fully support the channel partners to conduct business.
From the policy and management level:
The price policy management is strict, there is no free rumor in the market, there will never be an online price check, and the business opportunity management is unified. The channel partners can use the company's unified management platform to manage business opportunities, encounter channel partners and direct sales teams. In the case of a single strike, the channel partner is preferentially tilted.
From the market brand level:
At the company level, we vigorously carry out market activities in the catering industry, actively participate in various exhibitions, summits, and forums that have far-reaching influence on the industry, and use the company's self-media catering O2O way to adhere to the online salons and lines that serve catering enterprises. Under the public welfare lecture hall, combing and sorting out sample cases for channel partners.
From the level of ecological partners value-added products:
Adhering to the open and sharing concept of the Internet, actively integrating products on the eco-chain to channel partners and increasing the profitability of channel partners. For example, 哗啦啦 is currently in face recognition, smart robots, online member marketing and in-depth operation services, finance Systems, big data analytics, supply chain and internet finance all have stable eco-chain partners that can increase revenue opportunities for channel partners.
All of the channel partners can continue to survive and develop in the long run. To put it bluntly, it is to enable channel partners to continue to make money as the goal to design and build channels. After long-term adherence to such practices, after the word-of-mouth in the industry is erected, excellent channel partners will naturally accumulate around us.
From the perspective of the channel partners themselves, it is also necessary to do the homework of upgrading and transformation.
What are the market requirements for SaaS catering software channel partners?
First, change the concept.
Traditional catering software channel agents are mostly used to sell the price difference, low price into high price, plus hardware equipment, a single business can make a lot of money, but the structure of the catering itself is changing, "three high and one low" leads to the restaurant The mode is getting less and less, the small and beautiful, small store chain chain model has gradually become the mainstream of catering, SaaS has gradually become the mainstream of the market, simply relying on the model of selling the price is more and more difficult to profit, difficult to survive. The transformation and upgrading of channel agents themselves is imperative.
Second, increase the means.
The catering industry's own structural changes and development trends, the new marketing methods and payment methods brought by the mobile Internet, and also bring many new service methods and means to the catering software service providers, such as online payment aggregation, online Take-away order aggregation, WeChat marketing, etc. How to seize these opportunities and how to divide the times into a one-off dividend is also a test of the business acumen of channel partners.
Third, plus services.
This mainly refers to the ability to provide a deep understanding of the catering business, plus SaaS software and peripheral value-added product integration capabilities, to provide consulting services for catering companies, online marketing operations and other package integration solutions, can greatly enhance their own profitability. space.
Fourth, continue to learn and improve their ability to continue to innovate and serve.
The biggest feature of the Internet era is that the life cycle of all products is getting shorter and shorter. This product has just become popular and has not yet been cooked. The next product has come out. Whether it is catering or Internet products, this trend is the same. The only way to avoid the trend is to learn, learn, and learn again. Learn through various channels through online and offline, learn and exchange through various exhibitions, forums, and salons, broaden your horizons, and increase your knowledge. Only in this way can you continue to innovate. And the ability to continue to profit.
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