Challenge accepted

SaaSMAX started as a micro-consulting partner for SaaS vendors, both established and emerging. ISVs pay the company to get their brand into the channel through webinars, email blasts, social media campaigns—all of the digital marketing skills that Moskowitz has spent the last decade and a half building. On the partner side, SaaSMAX helps resellers identify a stack of services and bundle them to increase their margins. The goal is to help partners create complete solutions that provide growing annuity revenue in a one-stop shop marketplace.

Over the last two years, however, the company has invested in their own internal “matchmaking” technology that automates and scales relationship building in the software channel. It built PartnerOptimizer.com, a data mining and analysis platform that performs what Moskowitz calls deep dives on its resellers. “It determines partners’ specialization, products, customer base, partner certifications, distributors,” she explains. “It may keep information on what they purchase, but the SaaS company or vendor doesn’t know what partners are selling to whom or if they’re selling competitors’ products.” It doesn’t need to. That isn’t where its true value lies.

The large database SaaSMAX created through PartnerOptimizer.com has become the foundation upon which the company is building its bridge between resellers and ISVs. It was the pivotal development in Moskowitz’s efforts, and she says it’s beginning to attract the attention of the big software companies, the bellwethers of the new IT.

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