Research Report

The State of XaaS Channel Optimization: 2020

The transition to technology as a service (XaaS) is causing massive disruption to nearly every aspect of the vendor-partner ecosystem.

Do you believe the historically successful relationship between technology vendors and their channel partners will remain static and stable over the next five years? TSIA believes there is little chance of that happening.

In this report, we'll review:

  • The dynamics of the technology partner channel’s past and present attributes
  • Projections on the future dynamics that will shape the forthcoming handshake between technology vendors and their channel partners
  • TSIA's research agenda for our XaaS Channel Optimization research practice, based on the top business challenges we're seeing in this area of focus

It is imperative that technology vendors who want to be number one or number two in their market devise channel and partner ecosystem strategies that align with the realities of the growing XaaS marketplace.

In addition, partners need to be readied to transform their business models to align to new economic realities. TSIA refers to this as “navigating the fish.” This is a must-do in order to ensure your company is prepared to deliver across the new customer buying and life cycle of XaaS.

Those technology vendors and partners who do not lead the way in the transformation may find themselves usurped by their competitors who are more aggressively abandoning past ways and defining their new way forward.

Download your copy of the report to get the insight you need to start to evolve your channel and partner model to drive as-a-service revenue growth.

Authored By:

Anne McClelland

Vice President Research, XaaS Channel Optimization, TSIA

Publish Date: February 6, 2020

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