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.
What are best practices for designing a channel strategy to achieve both balance and clarity for direct and indirect sellers?
What are best practices for creating and infusing programs to enable partners to deliver new value capabilities to surround XaaS offerings?
What are the optimal roles for direct versus channel routes in delivery across various customer segments, geographies and XaaS offering types? How to orchestrate roles with minimal channel conflict.
What are best practices for developing compensation models for the channel to sell, upsell, and renew XaaS offers?
What are next generation KPIs for evaluating partners selling and delivering XaaS offers? What are best practices for incentivizing partners to sell, drive adoption, expand and renew technology offers?
What are best practices for providing partner tools, portals and marketplaces to support the XaaS ecosystem?
How can automation (robotic process automation, or RPA) and analytics (artificial intelligence, or AI) be utilized for proactive insights, channel bundles to accelerate revenue, and automated renewals of XaaS?
What intellectual property (IP) and services can partners build and sell to make up the revenue gap between perpetual and the shift to subscription?
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.
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 . . .
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 . . .
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.
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.
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.
TSW offers extensive insight and actionable takeaways for those in the partner and channel community.
You’ll find sessions focused on:
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.
The Technology Services Industry Association (TSIA) is dedicated to helping technology and services organizations large and small grow and advance in the technology industry. Find out how you can achieve success, too. Call us at (858) 674-5491 or we can call you.