FEATURE TECHNOLOGY EXPENSE MANAGEMENT
How has Calero structured its channel ecosystem, and what distinguishes your partner model from others in the Technology Expense Management space?
At Calero, we’ ve been very intentional about designing a channel programme that reflects the reality of how Technology Expense Management is actually delivered in the market. There isn’ t a single‘ right’ route to market in TEM – each motion brings real value, but each also comes with its own challenges. Because of that, we’ ve built a partner ecosystem designed to educate, enable, and activate partners across every major go-to-market motion: referral, reseller, VAR, MSP, SI and GSI.
Rather than forcing partners into a rigid model, we meet them where they already operate and help them succeed within that framework. What truly differentiates Calero, however, is that we are not an agent – a distinction that matters more than ever. Many TEM providers still operate as agents, which puts them in direct competition with their channel partners for wallet share. We believe that dynamic fundamentally undermines trust.
Our philosophy is the opposite: a TEM platform should empower partners to capture more value, not compete with them for it. By providing actionable insights into a customer’ s technology environment, we help partners expand their footprint, deepen relationships and build pipelines – creating a far more authentic and sustainable partnership model.
What attributes do you look for when selecting new channel partners, and how do you determine whether they’ re the right fit for your go-to-market strategy?
Channel partners come in many shapes and sizes, and our programme is intentionally designed to accommodate that diversity. The common thread we look for is a strong commercial and go-to-market fit within their customer base. Over the past few years, we’ ve seen a meaningful shift in the economics of TEM.
What was once primarily an enterpriseonly conversation now delivers significant value in the mid-market – often organisations with as little as US $ 1 million in annual technology spend. This is where channel partners bring tremendous value. They already have trusted relationships, buyer alignment and often access to the data needed to successfully deploy a TEM solution.
The partners that tend to be the best fit are those who want to lean in – partners who see TEM not as a bolt-on service but as a strategic capability. They understand that visibility and insight strengthen their role as a trusted adviser and enable them to play a more central role in their customers’ ongoing technology transformation.
As Technology Expense Management( TEM) evolves beyond telecoms into a strategic discipline for visibility, control and optimisation, channel partners are playing an increasingly central role in delivering value. Jason Wieser, Senior Vice President, Sales, Calero, tells us how a flexible, partner-first ecosystem is helping the channel differentiate services, strengthen customer relationships and unlock new growth opportunities globally.
Jason Wieser, Senior Vice President, Sales, Calero
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