Research and insights on optimizing channel strategy to outperform the competition

In facing an uncertain economic climate ahead, technology businesses are rethinking already complex routes-to-market and partner channels. Coupling uncertainty with the rapid progression to XaaS selling models, CROs are faced with a burning question,“How do I transform and future-proof my partner channels to drive efficient revenue growth in the subscription economy?”

Our analysis

In conducting both quantitative benchmarks and interviews with today’s fastest-growing technology leaders, we set out to highlight the challenges and priorities in 2023 and beyond. In addition, we present a clear path forward for CROs to transform their partner channels for XaaS success.

This report covers

• The need for change accelerated by the uncertain economic climate
• The value pivot occurring in the channel
• Direct-from-the-source challenges and priorities heard from tech executives
• Four steps to building a modern partner model

Select insights

• Modern partners (MSPs, CSPs, SIs, ISVs) are 2X more likely to ‘Significantly Increase’ XaaS revenues in the next 5 years
• Only 35% of respondents on average were ‘very satisfied’ with partner performance outside of initial opportunity identification
• Executives are 3X more likely than managers to believe they are behind the competition in quantifying the right number/mix of partners to deliver target revenues