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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.
The State of XaaS Channel Optimization 2020
This webinar will include coverage of critical issues the vendor partner channel faces around COVID-19 and how to survive this economic reset.
The State of XaaS Channel Optimization: 2020
This paper shares the 2020 research agenda for TSIA’s XaaS Channel Optimization practice and current and future business challenges in this area.
Who Should Own Renewals?
A framework for renewing existing customers and growing recurring revenue streams in an economic downturn.
The Evolution of Partner Trends in XaaS
Emerging practices in the development of healthy partner ecosystems surrounding as-a-service offerings.
Keynote Panel | Welcome to the Customer Growth Team
As the industry shifts toward subscription revenue models, profitable growth is expected - even demanded. But how do you grow XaaS revenue without . . .
Channel Partners KPIs and Incentives: More Carrots, Please!
Many technology vendors are working through decisions regarding which KPIs are best to use as leading and lagging indicators of channel partner . . .
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 . . .
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 . . .
| Building Partner Models that Cross the Chasm
Join leaders from technology vendors discussing how they have developed trainings, tools, programs, and incentives to assist partners to cross the . . .
TSIA conferences offer extensive insight and actionable takeaways for those in the partner and channel community.
You’ll find sessions focused on:
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.
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
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