Conference Presentation

Will Channel Partners Evolve or become Dinosaurs?

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There’s a lot of talk out there about how the channel partners’ bread and butter business is slipping away due to on-prem technologies moving to the cloud and “as a Service” offerings. The margin the channel used to make from these on-prem offerings is “end of life-ing”. What are the channel partners going to do in response? What are the tech vendors going to do to assist their existing channel partners to make the transition to this Brave New World? Do they need new skills in the channel to provide adoption, upsell, cross-sell, and renewal of XaaS offerings? How do you invest in what’s next while serving the current customer base? How do you “swallow the fish” and enable your channel partners to do so as well? What are some of the emerging practices out there to enable and assist partner channels during this transition to subscriptions, recurring revenue and the cloud? Come join Anne McClelland for this session to have a hearty conversation about these issues and help shape the research agenda of the newest TSIA Research Practice, XaaS Channel Optimization.

Presented By:

Anne McClelland

VP, XaaS Channel Optimization Research, TSIA

Publish Date: May 7, 2019

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Peg Rodarmel, SVP, Subscription Services, Infor

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