The traditional channel model leaves revenue untapped. Partners focused on transactions capture only a fraction of customer lifetime value, while services-led competitors secure accounts through implementation, adoption, and renewals. With AI services growing from $85 billion to $267 billion by 2030 and 95% of corporate AI initiatives failing due to data readiness gaps, partners guiding full platform adoption have a massive opportunity.
In this panel, Omdia's Jay McBain joins Quest’s Global Chief Channel Officer and Microsoft’s Managing Director of AI Business Solutions and Security to discuss how channel economics are shifting from transaction volume to lifecycle contribution. They explore the new Quest Edge Partner Program and rewarding partners for engagement across the customer journey, not just sales.
Topics include:
- Revenue gaps between resell-only and lifecycle models
- Quest's motion-based incentives across Build, Sell, and Service
- Marketplace integration as a driver of customer value
- Transitioning to recurring revenue models
Speakers
Speakers:
- Jay McBain, Chief Analyst, Omdia
- Maureen Perelli, Chief Global Channel Officer, Quest Software
- Edwin Vargas, Managing Director, Microsoft