This content is currently only available to TSIA members.

If you believe you are seeing this message in error,
please let us know.

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

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

Experience Our Community

Our thriving community of 35,000 services leaders rely on TSIA insights every day.