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XaaS Channel Optimization

Get Channel Partner Research, Best Practices, and Advisory with TSIA

TSIA’s XaaS Channel Optimization research practice offers executive peer exchange and unbiased, data-driven advisory for channel and partner leaders to evolve their partner models and drive new as-a-service revenue growth.

XaaS stands for “technology-as-a-service,” where the “X” is a placeholder for anything you want it to be, such as Software-as-a-Service (SaaS). XaaS embodies anything with embedded technology that’s offered to the market on a subscription basis.

Top XaaS Channel Optimization Challenges

Here’s a look at the top business challenges we’re currently helping our XaaS Channel Optimization members across the globe solve:

Defining roles and incentives for partners in sales of technology offers
Creating partner enablement programs to ensure value delivery
Developing KPIs for evaluating partners selling, delivering and renewing XaaS offers
Engaging product management to engineer channel and partner requirements into SaaS offerings
Identifying best practices in providing partner tools, portals, and marketplaces
Expand to see more business challenges we can help you solve+

TSIA Can Help

Whether you’re just starting to create your strategy around how to engineer your channel partners into your as-a-service go-to-market strategy, or you are working on more advanced initiatives around driving adoption, cross-sell, upsell, and renewal, TSIA membership can provide you with the research, advisory, and network you need to drive success with your channel partners.

Experience Our XaaS Channel Optimization Research

Get a glimpse into our vault of board-ready data insight and thought leadership in
XaaS revenue growth and channel optimization.

TSIA’s XaaS Channel Optimization research covers topics like best practices for channel partner business models, channel partner strategy, channel partner enablement, changes in the partner go-to-market motions to support XaaS, and more.


The State of XaaS Partner Channel Optimization 2022

Join us to learn four steps to assure a successful XaaS transition for partners, which step partners are struggling with, and how vendors can help.

Research Report

The State of XaaS Partner Channel Optimization: 2022

This report gives practical steps and advice based on TSIA’s research to help partners drive successful XaaS transformations.


The Evolution of the Distributor in an XaaS World

Fireside chat on the migration from sales of traditional products and perpetual licenses to consumption and cloud based “as-a-Service” subscriptions.

Data View

Service Provider Resellers Insights

Global research report of small service provider reseller partners, their growth plans, and challenges and needs of vendors and distributor partners.

Research Report

Effectiveness of Partner Sales and Marketing Investments for XaaS

A look at which investments vendor companies are making that will drive XaaS revenue growth and customer lifetime value with and through partners.


Moving from Traditional Partner Programs to Partner Success with XaaS

Join the discussion on the migration of partner programs and enablement to help partners financially thrive in XaaS.


Virtual Summit: Energizing the Full LAER Lifecycle Through Partners

Get insights into concrete and proven steps you can take to drive partner-driven incremental revenue and overall growth for your company – right now.


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.


Attend a TSIA Conference

TSIA conferences offer extensive insight and actionable takeaways for those in the partner and channel community.

You’ll find sessions focused on:

  • Partner channel KPIs and incentives to drive XaaS adoption, expansion, and renewal across LAER maturity stages
  • Partner profitability and partner economic engine options for XaaS
  • Helping partners cross the chasm from perpetual to subscription business models
  • Partner portal and playbook best practices
  • Creative options to help vendors and channel partners invest in enabling new XaaS capabilities
Anne McClelland speaking at TSW

Experience Our Community

Join our community of channel partner executives.

Have questions about navigating the impact of the COVID-19 pandemic? Ask your peers at TSIA Exchange—a free forum for technology, services, sales, and product teams to ask questions and get answers together.


Meet Our XaaS Channel Optimization Research Executives

This team of expert research executives heads up our XaaS channel optimization research practice.

XaaS Channel Optimization Advisory Board

This elite group of professionals advises TSIA on how to best deliver relevant programs, research, and events to members.


Kerry Grimes
Global Head of Partners


Donna Grothjan
VP, Worldwide Channel Sales


Leon Mangan
SVP, Alliances & Channels EMEA & LATAM


Rachel Cassidy
SVP, Global Partner Ecosystem