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Conference Presentation

Can Partners Survive the XaaS Transformation? Vendors Must Face the Partner Parallax

This report is for XaaS Channel Optimization members only

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Partners are moving to XaaS in droves due to the technology landscape shift from a product-centric sales culture to an as-a-Service customer lifecycle culture. Customers want outcomes and want their solutions to deliver value fast, and Partners are working hard to meet these new challenges. What are technology providers doing right to help partners make the shift, and where are the pitfalls that some technology providers fall into when attempting to "help" partners deliver XaaS offerings and complementary services to their customers? Come to this session where Anne McClelland and Jared Raftery will overview these dynamics and introduce the Partner Parallax and the Triple Shift Framework to help you maneuver these shifting customer waters.

Presented By:

Anne McClelland

VP, XaaS Channel Optimization Research, Technology & Services Industry Association (TSIA)

Jared Raftery

Director, XaaS Channel Optimization Research, Technology & Services Industry Association (TSIA)

Publish Date: May 27, 2022

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