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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.
A Cross-Functional Approach to Customer Growth
As the market shifts towards a subscription economy and customers are evolving to a digital network, it takes an entire organization to work together . . .
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Update: Swallowing the Fish
This report analyzes how tech companies are navigating the transformation from selling technology as an asset to selling technology as a service.
Digging Economic Moats for XaaS Business Models
This report is designed to help TSIA members successfully pursue sustainable, predictable, and profitable revenue growth.
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.
This elite group of professionals advises TSIA on how to best deliver relevant programs, research, and events to members.
Senior VP, Global Partner Sales
Corporate VP, One Commercial Partner
Senior VP, Global Channel, Alliances, and Embedded & Edged Services Sales
VP of Global Channel Sales
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