Different Approaches

Edwards said a variety of answers will come from the TSDs and their partners in the next two to three years. 

One such answer is closer alignment between the subagent and the distributor.

“The TSBs have learned how to offer more value, and the partners in turn recognize that and go to market more with resources from a TSB,” he said.

He said he expects more and more partners to take a “powered-by” approach, in which they to some extent adopt the branding of the TSB.

That’s due in part to the competion channel partners face from large firms like Deloitte and Accenture.

“Partners are battling it out with with big consultancies now on these big engagements. How can you help them look better, whether it’s augmenting their brand or somehow letting them go toe-to-toe with them?’ I think that’s very much a conversation that’s taking place right now,” Edwards said.