---
title: Why Change Selling Blog | saas channels
description: saas channels | Why Change Selling blog on sales enablement, sales performance, sales coaching, and training topics.
---

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# Why Change Selling Blog

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## [3 Critical Success Factors for SaaS Channel Sales Success](https://www.shift90.partners/blog/3-critical-success-factors-for-saas-channel-sales-success)

 By [Mark Gibson](https://www.shift90.partners/blog/author/mark-gibson) on Oct 27, 2021 11:23:06 AM

[![](https://www.shift90.partners/hs-fs/file-14057993-jpg/images/justin_pirie.3001.jpg) ](https://www.shift90.partners/blog/3-critical-success-factors-for-saas-channel-sales-success)

Recently I spoke to [Justin Pirie](http://justinpirie.com/) about his role at [Mimecast](http://www.mimecast.com/) and his take on the biggest factors to get right in building a successful channel in a SaaS business.  

Justin has managed the largest [SaaS group on LinkedIn](http://www.linkedin.com/groups?gid=122612&trk=hb_side_g) over several years and has adjudicated over thousands of articles on the subject of SaaS. He works at Mimecast and leads Social and [Community](http://community.mimecast.com/) Marketing. He has first-hand experience in engaging their channel to help them succeed, enabled from spending the majority of his career in the channel.

Mimecast provides [Cloud services  ](http://www.mimecast.com/What-we-offer/Unified-Email-Management/)that augment Microsoft Exchange; Email Archiving, Continuity and Security, whether for on-premise, hybrid or cloud. Mimecast is one of Europe’s largest and fastest growing SaaS companies with growth around 60% a year, fuelled by 400+ channel partners.

###### Topics: [sales enablement](https://www.shift90.partners/blog/topic/sales-enablement) [saas channels](https://www.shift90.partners/blog/topic/saas-channels)

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