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XaaS Channel Optimization

Get Channel Partner Research, Best Practices, and Advisory with TSIA

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.

Top XaaS Channel Optimization Challenges

Here’s a look at the top business challenges we’re currently helping our XaaS Channel Optimization members across the globe solve:

Defining roles and incentives for partners in sales of technology offers
Creating partner enablement programs to ensure value delivery
Developing KPIs for evaluating partners selling, delivering and renewing XaaS offers
Engaging product management to engineer channel and partner requirements into SaaS offerings
Identifying best practices in providing partner tools, portals, and marketplaces
Expand to see more business challenges we can help you solve+

TSIA Can Help

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.

Experience Our XaaS Channel Optimization Research

Get a glimpse into our vault of board-ready data insight and thought leadership in
XaaS revenue growth and channel optimization.

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.

Research Report

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.

Research Report

Who Should Own Renewals?

A framework for renewing existing customers and growing recurring revenue streams in an economic downturn.

Research Report

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 . . .


Attend a TSIA Conference

TSIA conferences offer extensive insight and actionable takeaways for those in the partner and channel community.

You’ll find sessions focused on:

  • Partner channel KPIs and incentives to drive XaaS adoption, expansion, and renewal across LAER maturity stages
  • Partner profitability and partner economic engine options for XaaS
  • Helping partners cross the chasm from perpetual to subscription business models
  • Partner portal and playbook best practices
  • Creative options to help vendors and channel partners invest in enabling new XaaS capabilities
Anne McClelland speaking at TSW

Experience Our Community

Join our community of channel partner executives.

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.


Meet Our XaaS Channel Optimization Research Expert

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.


XaaS Channel Optimization Advisory Board

This elite group of professionals advises TSIA on how to best deliver relevant programs, research, and events to members.


Srivatsan Vaiyakarnam
SVP of Customer Success

Adobe Systems

Max Long
SVP, Adobe Customer Solutions


Christy Vega
Director, WW Education Services


Steve Russo
Sr Director of Global Education and MOC Practice