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Research Report

The State of XaaS Partner Channel Optimization 2021

As we think back on the year 2020, which was definitely one for the history books, the name of an old soap opera comes to mind, "As the World Turns." With all of the adjustments, sea changes, and chasms that we crossed in 2020, we are looking forward to 2021 and beyond. We must approach our new decade with hope and a sense of adventure and renewed flexibility. We know that things will not be "the same" again, and the technology industry is turning to face our tomorrows with empathy, compassion, and a sense of collaboration, opportunity, and teamwork in the vendor-partner ecosystem. 

This "State of XaaS Partner Channel Optimization 2021" paper is focused on the impact of value realization and business outcomes-oriented sales and adoption approaches that vendors leverage with their partner channel ecosystem. By doing so, they drive and cement customers' stickiness of vendor technology solutions delivered through as-a-service offerings. 

Below are three things changing in the relationship between vendors and partners that this paper will cover:

  • Shifts in selling models in the partner ecosystem
  • Shifts in focus for partners to business outcomes and value realization
  • Investment in enablement, tools, data, and incentives for partners to deliver value realization and business outcomes

Authored By:

Anne McClelland

Vice President, XaaS Channel Optimization Research, TSIA

Publish Date: February 1, 2021

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