Subscription selling
Rewriting partner value
Rewriting partner value
This shift away from one-off sales means partner value is now not only measured on winning the deal in the first place, but one of customer retention and lifecycle success, with real contribution proven through renewals, expansions, and up sells.
Vendors that continue to measure partner value by sales volume risk misunderstanding their ecosystem. A partner delivering a large volume of one-off deals but failing to drive renewals may be less valuable than one with fewer deals but stronger customer retention.
Do you know which of your partners are consistently securing renewals and how well they look after the customers they already have? Which are building long-term customer trust, and which are not?
Vendors that are adapting are turning to continual assessment of partner performance. This includes measuring renewal rates, expansion opportunities, and customer satisfaction. By integrating these signals into decision-making, vendors can build ecosystems aligned to lifecycle success.
Without this insight, vendors may miss out on the partners most capable of delivering sustainable growth.
Subscription models require partners who can support customers long after the initial sale. This means enabling them with the tools, training, and incentives to focus on outcomes. Vendors who identify and invest in these partners will strengthen both customer satisfaction and recurring revenue.
It's no longer enough to support partners in achieving that first critical win, keeping their business needs careful thought about how partners are doing this on your behalf and investing beyond that first sale.
Partner value now isn't only defined by immediate sales, but by how effectively they secure customer success over time. Ecosystems built on lifecycle engagement will thrive, while those focused only on transactions will struggle. Reliable data that informs strategy and drives ongoing success is now more important than simply populating partner portals and hoping for the best.
In 2026, global IT spending is set to exceed US$5.5 trillion, with around 70% delivered or influenced by partners. Yet many vendors still lack the visibility and data needed to manage their Partner ecosystems effectively.
The dynamics of partner ecosystems are undergoing a profound shift. Cloud marketplaces and co-sell motions have evolved from niche experiments into mainstream sales engines, reshaping how technology vendors and partners go to market.
This paper explores how vendors across the Globe can unlock growth by applying assessments, benchmarking, and competitive intelligence to their partner strategies.
As plans are being drawn up to deliver 2026 strategies, the question is simple: do you really know what your partners are doing for you? If you can’t answer with confidence, your biggest opportunity lies in making data the cornerstone of your channel strategy. The good news is you don’t need to wait or build complex systems to get there, it’s available, ready to go, and delivered as a service, complete with SLAs and there’s no additional overhead or infrastructure required.
Regulation and vertical expertise are defining the next generation of partner ecosystems, making them key growth enablers.
Artificial intelligence has moved beyond experimentation in the channel as it’s reshaping how partners onboard, sell and support customers.
Visibility into partner activity is the key to unlocking marketplace and co-sell advantage.
For many years, partner programmes have been managed with broad tiering systems and static certifications.
Data insight, smart execution, reach
Shift from volume to value
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