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Key Takeaways

Now that SaaS has made software easier to buy and deploy, partners are moving towards lower-margin services.

By enabling partners to deliver tailored AI solutions built around customer workflows, data, integration and governance, vendors can unlock new, higher-value revenue streams.

To capitalize on this shift, SaaS companies must move beyond referral programs and build partner ecosystems that reward expertise, implementation and measurable customer outcomes.

A typical SaaS referral deal gives a partner 10-15% of first-year revenue, rarely enough to support sales, implementation and future growth. As SaaS made software easier to buy and deploy, much of the surrounding work became repeatable, pushing partners toward lower-margin services.…