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A key renewal strategy and business capability is the ability for technology firms to renew recurring revenue via channel partners. Between 38% to 88% of business sold by technology firms utilizes the channel as the go-to-market strategy, and yet we find that the renewal performance through channel partners consistently lags the ”direct” go-to-market motion.This paper provides context for the state of the industry as it relates to renewing recurring revenue via the channel, and explores practices technology companies should pursue to improve renewal rate performance and drive revenues.
Vice President, Service Revenue Generation, TSIA
Publish Date: June 30, 2020
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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