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Research Report

The State of XaaS Partner Channel Optimization 2021

The technology industry is turning to face our tomorrows with empathy, compassion, and a sense of collaboration, opportunity, and teamwork in the vendor-partner ecosystem.

As we think back on the year 2020, which was definitely one for the history books, the name of an old soap opera comes to mind, "As the World Turns." With all of the adjustments, sea changes, and chasms that we crossed in 2020, we are looking forward to 2021 and beyond. We must approach our new decade with hope and a sense of adventure and renewed flexibility.

This "State of XaaS Partner Channel Optimization 2021" report is focused on the impact of value realization and business outcomes-oriented sales and adoption approaches that vendors leverage with their partner channel ecosystem. By doing so, they drive and cement customers' stickiness of vendor technology solutions delivered through as-a-service offerings. 

This report will cover the following three things that are changing in the relationship between vendors and partners:

  • Shifts in selling models in the partner ecosystem.
  • Shifts in focus for partners to business outcomes and value realization.
  • Investment in enablement, tools, data, and incentives for partners to deliver value realization and business outcomes.

 

Authored By:

Anne McClelland

Vice President, XaaS Channel Optimization Research, TSIA

Publish Date: February 1, 2021

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