A few months back I wrote this post which discussed trying to get SaaS offerings into the hands of SMBs. The question was a.) Would traditional channels (e.g. VARs, stores, etc.) play a role and b.) what new channels would develop to push SaaS out to the SMB. Well, a combination of some conversations with telcos as well as this article over at Tech Target helped highlight an answer to b.)
The article discusses the current desire for some telcos to push SaaS services to their business customers, providing the telco a lucrative way to tap into the SaaS space and experience a new revenue stream. But will it be an important channel? In my opinion, absolutely. Telcos already have the SMBs ear: SMBs purchase phone, internet, and other services from telco providers. Practically each and every SMB uses a Telco. SaaS really fits the telco product mix well, augmenting their offering and exposing SMBs (and micro-businesses, for that matter) to our beloved SaaS distribution model. Could telcos be the answer to pushing the model deep into customer territory? I think it has a good shot. Any thoughts? Do you see another channel taking the lead or will telcos not understand the dynamics well enough to capitalize?