The Building Blocks for an XaaS Partner Framework

Managing readiness of the partner ecosystem within an “a-a-Service” context has become ever more challenging for technology vendors. TSIA observes the following challenges related to vendors’ partner strategy and XaaS 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?

In this 45-minute webinar, Anne McClelland, TSIA’s VP, XaaS Channel Optimization Research, will provide 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