Xangati Partner Program Focuses on Recurring Revenue

Performance management solution provider Xangati rolled out its new global Solution Partner Program this week, with the aim of providing resellers, MSPs and system integrators with the ability to create subscription-based revenue opportunities.

The program is led by newly minted channel chief Lauren Robinette, and will focus on helping partners create and manage recurring revenue opportunities for its software subscriptions.

“We are empowering our partners to create services around Xangati and drive recurring revenue with easily consumed subscription-based pricing,” said Atchison Frazer, vice president of Marketing at Xangati, in a statement. “Building profitable data-service businesses increases sticky relationships and keeps our partners at the heart of the customer solution by providing Xangati-driven service assurance.”

The program consists of two tiers, with Premier SP level partners retaining minimum year one commitments, and an Authorized SP level, which includes Internal Use Only and Not for Resell licenses for every partner, according to the announcement. Frazer said partners can expect to operate as Xangati solution providers with a 30-35 percent margin floor through the new program.

“On top of the core software margin, partners also have the opportunity to build their own value-added services on top of Xangati, including business transformation architecture and hybrid-cloud migration services, based on the proprietary data Xangati is generating on a real-time, second-by-second basis,” said Frazer, in an email.

Xangati currently serves more than 400 customers worldwide. The company’s shift toward a subscription-based model is part of its overarching push to begin selling solutions through the channel and deliver solutions that are easier for partners to profit from, according to CRN.

“This really represents a shift in our go-to-market strategy and thinking,” said Frazer in an interview with CRN. “We got to 400-plus customers through a direct, high-touch model. But to scale at speed as a small insurgency player in a mature marketplace, we needed a more channel-friendly approach.”