CRO Council
Research Report
The State of XaaS Partner Channel Optimization: 2023
Discovering Best Practices in XaaS Partnerships
Anne McClelland
Anne McClelland
Former TSIA Researcher, XaaS Partner Managment
January 12, 2023

Since TSIA started its XaaS Channel Optimization research efforts in the spring of 2019, we have been on a quest to find the North Star of partner ecosystem practices for XaaS. Many companies are trying various approaches to building out ecosystems, estimating multipliers to depict their ecosystem’s network effect, launching marketplaces, and putting in place new partner programs, incentives, and enablement. But what is really working? What are the practices that are delivering business results (i.e., healthy and profitable XaaS revenue growth with and through partners)? Which companies are the pacesetters that are making substantial progress in XaaS by leveraging their partners as an accelerator, and what are they doing?TSIA is on a mission to find leading companies with best practices that are giving partners opportunities to drive incremental revenue and profit around a XaaS offer. In this paper, TSIA will outline its findings thus far and chart a course for the future in the XaaS partner channel.
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