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ARTICLE · 30 OCTOBER 2023

How Enterprise Software Companies Can Win With Channel Partnerships

AlixPartners Asia LLC
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Today's go-to-market for enterprise software companies involves a complex ecosystem of partners.

United StatesStrategy
Satchi Mishra
Satchi Mishra
Daniel Osafo
Daniel Osafo
George Bene
George Bene
Giuseppe Gasparro
Giuseppe Gasparro
Sanjay Verma
Sanjay Verma
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Today's go-to-market for enterprise software companies involves a complex ecosystem of partners. These include traditional resellers, technology system integrators (SI), managed service providers (MSPs), independent software vendors (ISVs), and more.

The rapid adoption of subscription models and cloud marketplaces is changing the role of these
partners in go-to-market strategies. Many partners are adapting to the new market dynamics
by increasingly offering their own services around software deployment, support, and customer
success. In response, enterprise software vendors are reallocating their partner investment
to drive profitable growth through their partner ecosystem. This involves funding for partner

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