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Anne McClelland

VP, XaaS Channel Optimization Research

Anne M. McClelland is the vice president of XaaS channel optimization research for TSIA. In this role, she works closely with member companies to deliver research and advisory programs that help them optimize their channels to drive incremental revenue at scale for XaaS offerings.

Top XaaS Channel Optimization Advisory Engagements

  • The Channel in a XaaS World
  • The Journey to XaaS Partner Readiness
  • The Partner Channel: Past, Present, and Future
  • The State of the Industry and the Case for Transformation
  • Emerging Economic Engines for Technology Partners
  • XaaS Channel Strategy
  • The Capabilities-Led Transformation for the XaaS Channel

Anne McClelland Talks About XaaS Channel Optimization


Research and Webinars

Check out the most recent XaaS Channel Optimization resources.

April 23

Partner Inclusion: Generating Action Towards Equity in the Partner Ecosystem

Join this session to hear about the strategy and steps you can take within your own organization to drive equity within the partner ecosystem.

Research Report

Outcome Selling with Partners Survey Readout

TSIA member survey to determine how companies selling technology subscriptions through partners are progressing on an outcome sales approach.

Research Report

Best Practices for Selling XaaS Offers through the Channel

This paper focuses on best practices related to selling XaaS offers with the channel.


The Hot Spots for the Partner Channel XaaS Evolution in 2021

In this state of XaaS Partner Channel Optimization webinar, we’ll discuss new ways vendors are leaning on partners to deliver more value to customers.

Research Report

The State of XaaS Partner Channel Optimization 2021

The impact of value realization and business outcomes sales and adoption approaches that vendors leverage with their partner channel ecosystem.


Driving Subscription Upsell and Cross-Sell Through Channel Partners

Join us to learn how to move your channel into a lifecycle sales cadence to drive more recurring revenue off your base of ARR.


Why Partners Must Face the Fish in an XaaS World

Get insight into why partners need to make the shift to “as-a-Service” models and learn practical ways to make the transition as smoothly as possible.

Research Report

Partnering Models for XaaS

In this report, partner classification systems are identified that solve partner management, partner incentives, and partner value measurement issues.

Data View

2020 XaaS Partner Ecosystem Trends and Directions Survey

Emerging pacesetter practices in the partner channel ecosystem of XaaS.


Optimizing Channel Revenues in the XaaS World

Learn new capabilities required for channel partners to sell and deliver subscription-based offers.


The Building Blocks for an XaaS Partner Framework

This 45-minute webinar will provide insights to help technology providers craft their XaaS partner strategy.

White Papers

XaaS Partner Management

Insights to help technology providers craft their XaaS partner strategy.