Conference Presentation

Partner Segmentation and Management

This report is for Professional Services members only

Get Access to Member Content


Companies that want to scale professional services capabilities build programs that enable and bring partners into the services value equation. A well-constructed program profitably expands and enables new professional services capabilities, establishes relevance with partners, creates more revenue-generating opportunities, and cost-effectively meets growing demands. By attending this session, you’ll learn how Riverbed Professional Services created a services channel strategy based on three pillars of success: (1) partner relevance, (2) business alignment, and (3) operational readiness. We’ll discuss our approach and requirements for each pillar, as well as a framework that integrates with Riverbed’s existing channel program, meets partners' needs, and supports professional services staffing, delivery, and growth strategies.


TSIA is well worth the investment. This is the one place where you can come and get a fusion of ideas that you can then marry up to the goals and objectives of your organization and boil that down into several actionable plans that you can implement over the next 6 months to a year.

Peg Rodarmel, SVP, Subscription Services, Infor

Experience Our Community

Our thriving community of 35,000 services leaders rely on TSIA insights every day.