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Research Report

Best Practices for Selling XaaS Offers through the Channel

This report is for XaaS Channel Optimization members only

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There is a palpable concern among channel executives within technology companies that the growth of XaaS revenue streams will correlate with the demise of channel partners. TSIA firmly believes that correlation will not play out for savvy technology providers.

This research paper describes and proves that vendors who are pacesetters in technology subscription sales through partners are delivering incentives to engage partners in the business of value realization and outcome selling.

The companies that are pacesetters are on the "right side of the fish" and are delivering forty percent or more of subscription revenues through the channel, and their year-over-year partner revenues are growing revenue ten percent or more.

This paper focuses on best practices related to selling XaaS offers with the channel and covers the following ground:

  • Three Selling Motions with Partners
  • Three Channel Postures
  • XaaS Channel Pacesetters
  • Best Practices in XaaS Channel Management
  • Why the Channel Rocks in XaaS

Authored By:

Anne McClelland

Vice President Research, XaaS Partner Channel Optimization, TSIA

Publish Date: March 10, 2021

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

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