Research Report

XaaS Partner Management

As as-a-service offers gain market momentum, managing the partner ecosystem has become ever more challenging for technology vendors.

TSIA observes the following challenges related to partner
strategy and as-a-service offers:

  • What role should partners play with XaaS offers?
  • How should partners be compensated when selling XaaS offers?
  • Should partners be responsible for renewing XaaS subscriptions?
  • Do partners have the right capabilities to help grow XaaS customers?

This paper provides the following insights to help technology providers craft their XaaS partner strategy:

  • What roles partners can play related to taking XaaS offers to market
  • The TSIA 10-Square Framework for XaaS partner management
  • The differences between transactional partner management and XaaS partner management
  • Examples of effective partner management
  • Carrots and sticks to improve the partner ecosystem

 

Authored By:

Anne McClelland

Vice President, XaaS Channel Optimization Research, TSIA

Thomas Lah

Executive Director and Executive Vice President, TSIA

​Publish Date: June 23, 2020

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