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Research Report

Renewing Recurring Revenue via Channel Partners

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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.

Authored By:

Jack Johnson

Vice President, Service Revenue Generation, TSIA

Publish Date: June 30, 2020

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