FEATURE TECHNOLOGY EXPENSE MANAGEMENT
One of the biggest shifts we see coming is partners wanting greater control and ownership of data within the TEM environment.
more deeply with the platform. That allows them to interpret insights, deliver good news to customers and proactively build pipelines around renewals, optimisations and net-new opportunities.
How is Calero evolving its channel strategy in regions such as EMEA or APAC, and what growth opportunities are you seeing globally?
International expansion is a key pillar of our growth strategy heading into 2026. EMEA already represents close to 40 % of our business, and we’ ve long had a strong footprint there. More recently, we’ ve made deliberate investments in APAC – hiring our first dedicated channel leader and building local data infrastructure to support regional growth. These investments allow us to better support partners on the ground and expand into markets where we historically had limited presence.
Looking ahead, what changes do you anticipate in the channel landscape, and how is Calero preparing its partners for future shifts in technology consumption and cost management?
One of the biggest shifts we see coming is partners wanting greater control and ownership of data within the TEM environment. In response, we’ re continuing to evolve our platform to give partners more flexibility and involvement in those conversations. We’ re also seeing strong momentum towards consumption-based models, both from customers and partners. That mindset aligns closely with how we’ ve structured our go-to-market strategy and how we believe technology management will continue to evolve. Ultimately, our focus is on preparing partners not just for today’ s TEM challenges, but for a future where data transparency, consumption awareness and cost governance are central to every technology decision. •
INTELLIGENT TECH CHANNELS 27