With the pace of change and pressure of competition, vendor channel strategies have struggled to take full advantage of the partner channel for growth. Partners of the future may have different roles for Cloud/XaaS channels, but the opportunity they unlock gives vendors the commercial agility and go-to-market scale that’s attainable only through partners. Solutions must not merely be channel-ready, they must be channel-enhanced. Vendors and partners must work together to deliver the best solutions for customers’ diverse needs.
Evaluate your channel strategy and take these specific steps to frame your channel-enhanced solutions:
- Prioritize Growth Pathways
Ensure the solution is channel ready to deliver XaaS revenues in target segments
- Refresh Channel Strategy
Define the channel structure, programs, and capacity to ensure delivery capability
- Drive Partner Activation
Engage and enable partners to sell, deliver, service, expand, and renew XaaS solutions
- Optimize Channel Performance
Drive long-term channel value through data-driven analytics and insights
Download the guide for a more detailed look at these 4 go-do’s to create incremental value through the channel.