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.


Partnering in Managed Services: Options and Best Practices

Learn what’s most effective in partnered Managed Services from over 100 benchmarked organizations’ best practices, correlations, and key metrics.


Will Channel Partners Evolve or become Dinosaurs?

There’s a lot of talk out there about how the channel partners’ bread and butter business is slipping away due to on-prem technologies moving to the . . .

Technology Insight

How to Evolve from a Technology Provider to a Managed Services Provider

Developing managed services offerings that provide benefit to both the technology vendor and the customer.


Closing Keynote | Rethinking the Channel in a XaaS World (sponsored by Gainsight

Almost every large tech company relies on its channel partners to sell and deliver a meaningful part of their total volume. Most of these partners . . .

Research Report

TSIA 2019 Capabilities Heatmap

Get insight into the organizational capabilities your services business needs to master in order to improve its operational and financial performance.


Expand Selling with Channel Partners

Gain insights on the latest Expand Selling research, and learn how members use their go-to-market partners to form impactful relationships.


Automating Your Low-Dollar - Long Tail Renewals

How to renew contracts and plans with a cost-effective approach.

Technology Insight

The State of Expand Selling: 2019

Key emerging concepts and practices around engaging services and customer success teams in the sales process for cost-effective customer growth.

Research Report

The State of Professional Services: 2019

Annual report providing an overall snapshot of the professional services discipline based on benchmarking data and the hottest topics/trends of 2019.


Attend a TSW Conference

TSW offers 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.


Meet Our XaaS Channel Optimization Research Expert

Anne McClelland is TSIA’s vice president of XaaS channel optimization research. In this role, she works with 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.

Learn more about Anne.


XaaS Channel Optimization Advisory Board

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

Riverbed Technology

Bridget Bisnette
Senior VP, Global Partner Sales


Gavriella Schuster
Corporate VP, One Commercial Partner


Erica Lambert
Senior VP, Global Channel, Alliances, and Embedded & Edged Services Sales

F5 Networks

Lisa Citron
VP of Global Channel Sales