In this Voice of Value podcast episode, J.B. Wood, CEO of Technology Services Industry Association (TSIA), discusses the change that is needed in the current world of XaaS (Anything as a service) for channel partners to thrive.
3 key takeaways on rethinking your own channel sales program in an XaaS world:
- Is the value-add that your partners have today around re-selling and implementation services sustainable value going forward?
- Could your partners provide higher-order value in providing customer success services to your end customer and helping to quantify vertical outcomes for your customers?
- Is your channel program ready for a partner enablement platform and ecosystem?