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As technology vendors shift toward technology delivered as-a-service (XaaS), they struggle to align their business model with that of their partners. This paper identifies the diverging viewpoints between vendors and partners and the growing gap between what vendors provide and what partners truly value. Through TSIA's Voice of the Channel Partner (VOCP) survey, valuable lessons were learned, including financial incentives that partners find most valuable, training and enablement that partners need to succeed, and practices that differentiate high-growth partners from their low-growth counterparts. By understanding these key areas, technology vendors can realign their strategies to better support their channel partners along their path toward XaaS profitability.
Director, Revenue Research and Advisory, TSIA
Publish Date: November 9, 2023
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Peg Rodarmel, SVP, Subscription Services, Infor
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