With nearly every vendor embarking on the journey to subscription and XaaS models, the essential question is: How do we bring our partners on the journey with us? Vendors with successful channel businesses are racing to update their programs, incentives, and systems to support the change in go to market models while balancing the need for predictability and profitability from their partners.
F5 has embarked on the effort of updating their widely praised Unity+ program and embracing new ways of working with their partner community. During this session, F5 will share their journey from how they leveraged CEO level priorities to rally a cross-company collaboration effort, gained key partner insights to help set direction and is pivoting their program and incentives to support this transition. We will discuss the major challenges, lessons learned, key success factors, and future roadmap.