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Conference Presentation

Changing Economic Engines: For the Partners

This report is for XaaS Product Management members only

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Almost every IT vendor now offers XaaS portfolio, but partners are not always enthusiastically selling the new portfolio. Why? While often favorable for end customers, XaaS economics have not been kind to partners. XaaS portfolio often eliminates the need for complex implementation professional services, and significant aspects of managed services are provided directly by vendors. Partner value-added opportunities are often unclear as it the path toward partner monetization and profitability. This session will detail barriers to partner success with XaaS offers and will offer insights and actionable recommendations. To effectively transform partners, vendors must first be clear about what customer business problems are being addressed by XaaS portfolio, the role partners will play throughout the entire customer lifecycle, and the underlying XaaS economics. Partners are no longer just a care of the channel leadership. As such, this is a mustattend session for channel leaders and XaaS product managers!

Presented By:

Jared Raftery

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

Robert Saxe

President, nVision Consulting Group

Publish Date: May 27, 2022

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