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?
[1:06] – Why do we need to rethink the channel in an Xaas world?
[3:30] – What’s the value in the channel?
[5:21] – How does the partner make money moving forward?
[5:44] – The Great Debate: Who should do the verticalization of the solutions?
[7:58] – How to address the dilemma of the high cost of sale while also enabling channel partners to have recurring conversations with end customers.
[9:27] – How to put a guaranteed floor under your end customer experience.
[10:30] – The notion of creating a branded end customer experience.
[11:33] – Within the vendor’s organization, who writes the check for a partner enablement platform?
[12:44] – Within the partner community, which tier should vendors look to start providing an enablement platform?
[14:57] – Vendors are behind where they need to be in transforming their channel sales partnerships.
[15:58] – The KPI indicators of successful channel sales partnerships.
[16:40] – How can the vendor community start the transformation with the concept of providing channel sales partners with an enablement platform.
[18:57] – As a XaaS vendor, when should you start a transformation with your channel sales partners?
Effective KPIs of a Successful Partner Enablement Program
Driving Customer Business Outcomes Through Industry Verticals
Making vs. Buying a Partner Enablement Platform
The Importance of B2B Vendors Providing a Consistent Platform for Channel Partners
B2B Sales Vendors Need to Lead a Transformation with Channel Partners
Research and Best Practices on Partner Enablement Models