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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.
Virtual Summit: Energizing the Full LAER Lifecycle Through Partners
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Partner Inclusion: Generating Action Towards Equity in the Partner Ecosystem
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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.
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.
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.
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.
Partnering Models for XaaS
In this report, partner classification systems are identified that solve partner management, partner incentives, and partner value measurement issues.
2020 XaaS Partner Ecosystem Trends and Directions Survey
Emerging pacesetter practices in the partner channel ecosystem of XaaS.
The Building Blocks for an XaaS Partner Framework
This 45-minute webinar will provide insights to help technology providers craft their XaaS partner strategy.
XaaS Partner Management
Insights to help technology providers craft their XaaS partner strategy.
Slides | Using Your Pitstop to Assess Channel Capabilities for XaaS
Assure alignment and preparedness to drive world-class partner channel LAER congruence to grow their XaaS business.
TSIA conferences offer extensive insight and actionable takeaways for those in the partner and channel community.
You’ll find sessions focused on:
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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.
This elite group of professionals advises TSIA on how to best deliver relevant programs, research, and events to members.
Corporate VP, One Commercial Partner
VP, Global and Strategic Partner Organization
Global Director for Managed Services
VP of Global Channel Sales
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.