Expectations are increasing on Channel Partners to be able to sell and deliver subscription-based offers and associated services.
This is not surprising given that this is the fastest growing sector in the technology industry. In parallel to this, there is also an increased pressure to develop vertical industry sales capabilities in order to be able to position the outcome value of these new offerings.
During this informative and interactive session, Anne McClelland, TSIA’s VP, XaaS Channel Optimization Research and Martin Dove, TSIA’s VP, Subscription Sales Research will share their insights and perspectives on new capabilities required to make this shift both for hardware and software OEMs, and channel partners. We will also touch on:
Major Trends Impacting Channel Partners GTM
- Growth of Subscription Offers and Associated Services
- Expectations of customers for vertical industry capabilities
- Shift from selling features to selling outcomes
New Capabilities Required
- What’s your approach?
- What do you measure?
- How do you motivate?
- Who does what?
- Who “owns” the customer?
Key Frameworks you Can Use
- What is your “Strategic Posture” to XaaS
- How does LAER apply to Channel GTM?
- The Revenue Waterfall