Partners are leading the transition to XaaS, expanding their value to B2B customers, so why are vendors still enabling them by type? Channel, VAR, solution partners, global systems integrators, resellers, OEMs, value-added providers, consultants, integrated solution providers, service providers. Wrong. Antiquated. Gone. Hey vendors, let’s give partners the credit they deserve.<\/p>\n\n\n\n
For years, major partner ecosystems put multiple partner segments under one (very large) umbrella. But under that golf umbrella, the programs<\/em> or enablement for the partner types remained vastly different with independent leaders, different enablement professionals, even different partner management personnel with widely varying skill sets.<\/p>\n\n\n\n Then XaaS happened.<\/p>\n\n\n\n Consider an extensive mid-market, from $10K up to 1 billion in revenue for customers in the highly active B2B space. Partners moved fast<\/em> \u2013 adjusting their operations and financial model and negotiating new terms with their vendors. Then, they expanded their capabilities \u2013 vastly.<\/p>\n\n\n\n Sales-oriented solution providers developed their training and services capability. A wide range of technically-oriented partners leveraged low-code to build value-based apps for their customers. Systems integrators began to focus on expanding (read: selling) to develop their practices, and almost all partner types are working on nailing customer success.<\/p>\n\n\n\nPartners move faster than vendors<\/h2>\n\n\n\n