Gartner for High Tech’s Post

Another renewal notice. Same software. Higher price. No added value. Sound familiar? OEMs love to cite “market conditions” while locking you into repeat cycles of rising costs and limited flexibility. But here’s a truth most organizations don’t realize: you’re not as stuck as you think. This month, we’re diving into: 🔍 Why so many teams get trapped in overpriced OEM relationships 🛠 Real ways to take back control of your tech roadmap 🚪 Clear steps to start assessing your exit options right now Want to gain more insights? Join our monthly newsletter for more 👉 https://zc.vg/aPyPQ

When partner experience slips, the impact shows up quietly but compounds fast. • Partners lose focus Result: your brand gets less attention, fewer referrals, and fewer deals • Operational drag increases Result: more support requests, more manual fixes, higher churn, and rising program costs • Customer experience weakens Result: partners lack clarity on pricing, updates, or enablement, and customers feel the friction • Ecosystem value erodes Result: partners choose easier programs that help them co-sell and co-market faster Bottom line: partner experience is no longer a support issue. It’s a growth and competitive advantage decision heading into 2026. Read full blog here: https://lnkd.in/gsr-mGSV #PartnerExperience #ChannelStrategy #PartnerEnablement #Ecosystem #CoSell #RevenueGrowth #ChannelFusion

When should you launch an Enterprise plan? When is it time to move from PLG to PLS (Product-led Sales)? Short answer: When your product starts selling before your sales team does. Longer (and more honest) answer 👇 Most PLG companies ask this question way too late: "Should we introduce an Enterprise plan?" That's not the real question. The real question is: Is sales already happening inside the product? If you’re seeing some of these, congrats (and sorry): you're entering PLS territory. 1️⃣ One company. Way too many users. You open your dashboard and think: "Wow, ACME Corp really loves us." Then you realize: • Same domain • 12 users • 0 conversations with sales That's not organic growth. That's an org quietly adopting you without asking for permission. 2️⃣ Users start saying scary words :) At some point, users stop asking about features and start asking things like: • "Do you have SSO?" • "Can our IT team review this?" • "Where can I find your security docs?" That’s the moment PLG checkout goes from "smooth" to "awkward." 3️⃣ Your roadmap is held hostage by "just one customer" - SSO - SCIM. - Audit logs. - SLA. - Data residency. You keep saying: "This is for one big customer…" Spoiler: it never is. PLS isn't about building enterprise features for everyone. It’s about deciding who gets access to them. 4️⃣ You’re great at activation… but stuck on deal size PLG is amazing at: • Activation • Retention • Expansion PLS adds something else: • Bigger deals • Fewer logos, more commitment • Less "let me cancel real quick" energy This is not "lets hire sales reps." This is a go-to-market upgrade. So here's the reality check: PLG wins users. PLS wins organizations. If multiple people are already using your product together, before talking to sales, you're not considering PLS. You’re already there. You just haven’t named it yet. Curious: What was the first signal that made you think, "Okay… this is getting enterprise-y"? #plg #b2bgrowth #enterprise #pricing #pls #gtm #abm

📅 2026 will reveal whether partner programs are truly future-ready... ⚠️ New partner ecosystems. Subscription-driven pricing. Customer expectations are shaped by consumer tech. The leaders in High Tech aren’t just adjusting, they’re restructuring for resilience. 🛡️ Discover how program services can help you modernize execution, strengthen partner alignment, and scale growth with confidence. 🔎 Find out how to align strategy with the future of the channel: 🔗 https://vistex.link/Ht5 #HighTech #PartnerPrograms #RevenueManagement

In today’s market, selling technology is not about features anymore. You can only sell tech when it clearly improves efficiency where the client actually works — on the ground, in daily operations, not just in a demo. When businesses see: - Less manual work - Faster processes - Measurable efficiency Technology stops being an expense and starts becoming an obvious decision. Efficiency first. Technology follows. #Sales #BusinessStrategy #DigitalTransformation #Efficiency #ClientValue

Good lessons learned on getting the value of your technology investments for customer service. To maximize value and avoid regret when investing in customer service technology, don’t let misguided vendor demos distract you from your business goals. Discover best practices for aligning tech investments with strategic objectives: https://gtnr.it/4jw2fI5 Gartner for Customer Service & Support | #GartnerCS #CustomerService #TechInvestment

Marketing, sales and service cannot grow in silos. RevOps brings shared metrics, shared systems and shared accountability. The result is predictable, compounding revenue. #RevOps #SalesOps #MarketingOps #B2BGrowth #RevenueLeadership

2025 was a year of innovation! We launched new enablement programs to help our partners grow more strategically and profitably. 🔹Operational Technology Center of Excellence (OT CoE): Helping partners identify and service end users through the challenges of their converging IT and OT systems with expert, security-focused guidance, opening up new revenue streams while deepening customer loyalty. 🔹Premium E-Rate Services: New offerings such as marketing demand-generation programs and staging services to pre-provision reserved stock, for white-glove and on-time delivery. 🔹XPS Financing: A game-changing solution that helps partners close deals faster and manage cash flow with structured or deferred payment terms. 🔹Partner Practice Builder Platform: A self-guided, personalized educational program with practical strategies to help partners ramp up and get to market faster. We are dedicated to helping our partners succeed as the market continues to change. Stay tuned for more exciting programs as we continue to innovate ways for partners to thrive! #WeAreExclusive

📊 This isn’t a “top picks” list — it’s what outbound leaders actually read in 2025. If you’re navigating performance pressure, compliance changes, or declining contact rates, these are worth your time. Our most popular blogs from this year cover everything from concepts and terminology, to strategies teams rely on to optimize dialing, manage compliance, and scale smarter. Swipe through to see what made the cut, then head to the comments for all the links. 👀 #Convoso #OutboundSales #OutboundCalling #CallCenterTips #ContactCenter #AgentProductivity #DialerTechnology

A holistic approach requires collaborating with tech partners across sales, marketing and branding, services-delivery capabilities, and technical skills. Beth Vanni and other leaders from The Channel Company share key strategies to supercharge through-channel results in The 2026 Tech Channel Roadmap. Read now 🔗: https://okt.to/X72NcF #ITChannel #TechPartnerExperience