BigID’s Path To Growth: From Marketplace Integration To Channel Alignment Unlock Cloud Go-to-Market podcast

43:19

"FinOps is essentially how you can get visibility on your cloud costs and figure out how to spend more efficiently to grow your business." In this episode of Unlock Cloud Go-To-Market, host Patrick Riley is joined by Joe Henderson , Head of Partnerships at Vantage, for a real look at what it takes to build a modern partner ecosystem from the ground up. Joe breaks down how FinOps has evolved from simple cloud cost visibility to a strategic function that directly impacts how companies sell, operate, and grow. The conversation touches on the relationship between cloud marketplaces and FinOps, internal seller enablement, and the increasing pressure to tie partnership efforts directly to revenue. In this episode, you’ll learn: Why FinOps and cloud go-to-market are becoming deeply connected. How to enable internal teams before expecting cloud sellers to co-sell. What to measure when launching a partner program that actually works. Resources: Connect with Joe on LinkedIn: https://www.linkedin.com/in/joehendo/ Connect with Patrick on LinkedIn: https://www.linkedin.com/in/patrickmriley/ Learn more about Tackle: https://tackle.io Timestamps: (00:00) Introduction (03:31) Joining Cloudability and entering the FinOps space (07:09) The rise of the FinOps Foundation and maturing cost control (10:16) Building the Vantage partner ecosystem from zero (13:49) Why customer cloud spend defines ideal partner strategy (17:26) Coaching sellers to embrace co-selling with cloud providers (20:39) Early enablement lessons from launching partner programs (23:35) How CPPO partners accelerate marketplace momentum (26:49) Setting expectations with cloud sellers and internal teams (30:01) Proving impact: tracking sourced revenue and deal speed (33:29) Why partner-sourced leads close faster and expand better (36:55) Zero expectations: what to really expect from cloud GTM (39:34) The three E’s: exact buy-in, expectations, and enablement…

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Modern SaaS Starts with Marketplace Strategy 36:18

22天之前36:18

36:18

“To stand out in a crowded marketplace, you need an open mind and a growth mindset ---it's not a zero-sum game.” – Yeva Roberts , VP of Marketing & Alliances, AllCloud In this episode of Unlock Cloud Go-To-Market, host Patrick Riley is joined by Yeva Roberts of AllCloud and Tackle Co-Founder, Brian Denker, to explore what SaaS success really looks like in today’s cloud ecosystem. Yeva breaks down how partnerships, platforms, and AI aren’t separate strategies - they’re converging into one unified growth engine. They discuss why SaaS isn’t dead, how co-selling and co-marketing with cloud providers drives real outcomes, and why simply listing on Marketplace isn’t enough - you need a go-to-market plan that scales. In this episode, you’ll learn: Why ISVs should prioritize Marketplace strategy as early as product development. How partnership-led growth is replacing traditional sales motions. What it takes to build smarter, more connected SaaS experiences that customers actually want. Resources: Connect with Yeva on LinkedIn: https://www.linkedin.com/in/yevaroberts/ Connect with Brian on LinkedIn: https://www.linkedin.com/in/briandenker/ Connect with Patrick on LinkedIn: https://www.linkedin.com/in/patrickmriley/ Learn more about Tackle: https://tackle.io Timestamps: (00:00) Introduction (01:15) SaaS is evolving, not dying (03:06) Building co-sell energy with cloud partners (04:54) Simplifying procurement and selling via marketplaces (06:23) AI, platforms, and SaaS partnerships (08:30) Partnership-led GTM as the new standard (10:37) Coaching ISVs on strategy and scaling (13:31) SaaSification accelerating secure growth (15:34) GTM begins after marketplace listing (18:17) Streamlining Salesforce workflows for action (22:04) Boosting visibility via marketplace listings (26:33) Managing marketplace deals in one tool (30:48) Scaling with global reach and AI…

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How Partnerships are Redefining GTM Strategy 43:53

5 weeks之前43:53

43:53

"Your technology decision is actually your ecosystem decision." – Asher Mathew , CEO of Partnership Leaders In this episode of Unlock Cloud Go-To-Market, host Patrick Riley sits down with Asher Mathew, CEO of Partnership Leaders, and John Jahnke , CEO of Tackle , to explore how partnerships are reshaping go-to-market strategies. Asher unpacks why companies need to think beyond standalone tech choices and instead view them as ecosystem commitments that impact sales, marketing, and product strategy. The conversation covers the rise of partner-led growth, how cloud buyer intent data is changing sales motions, and what it takes to align partnerships with corporate strategy. In this episode, you’ll learn: Why CEOs and CROs need to rethink partnerships as a business strategy, not just a sales channel. How cloud marketplaces, partner data, and AI-driven insights are shaping the next wave of go-to-market innovation. What ISVs should consider when structuring partnerships to drive long-term success. Resources: Connect with Asher on LinkedIn: https://www.linkedin.com/in/ashermathew/ Connect with Patrick on LinkedIn: https://www.linkedin.com/in/patrickmriley/ Connect with John on LinkedIn: https://www.linkedin.com/in/johnjahnke/ Learn more about Tackle: https://tackle.io Timestamps: (00:00) Introduction (01:10) Partnerships evolving from add-ons to revenue drivers (03:01) Merging tech, channel, and marketing partnerships (05:21) Cloud marketplaces reshaping go-to-market strategies (07:58) Cloud ecosystem decisions driving business growth (10:18) Multi-cloud strategies aligning product and GTM (13:19) Chief Partner Officers and their expanding role (17:46) Measuring partnership impact beyond attribution (21:04) From resellers to integrated platform partnerships (25:15) Partner-driven businesses driving revenue growth (30:07) CROs, CEOs, and corporate partnership strategy (34:37) Future-proofing partner ecosystems with AI (39:13) The next evolution of cloud partnerships…

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CyberArk’s Strategy for Building Partner Ecosystems 44:00

10 weeks之前44:00

44:00

"Marketplaces are the future of SaaS sales, but success requires aligning with partners and embracing innovation." – Brennan Lynch , Global Director of Cloud Marketplaces at CyberArk In today’s episode of Unlock Cloud Go-To-Market, host Patrick Riley is joined by Brennan Lynch, Global Director of Cloud Marketplaces at CyberArk, and Brian Denker , Co-Founder of Tackle , to discuss the evolution of cloud marketplaces and partner-driven success. Brennan shares insights on fostering strong partnerships, navigating marketplace adoption, and leveraging operational efficiencies to scale cloud operations effectively. The conversation explores partner collaboration, the impact of CPPO (Channel Partner Private Offer) deals on channel dynamics, and the importance of marketplace data in driving revenue growth. In this episode, you’ll learn: The step-by-step journey of marketplace adoption and how to align internal teams with partner ecosystems. How CPPO deals reduce operational overhead while boosting deal size and profitability for ISVs. The emerging role of AI and cloud integrations in enhancing partner offerings and enabling scalable success. Resources: Connect with Brennan on LinkedIn: https://www.linkedin.com/in/brennanlynch Connect with Patrick on LinkedIn: https://www.linkedin.com/in/patrickmriley/ Connect with Brian on LinkedIn: https://www.linkedin.com/in/briandenker/ Learn more about Tackle: https://tackle.io Timestamps: (00:00) Introduction (02:18) CyberArk’s journey into marketplace adoption (05:12) Breaking down the CPPO model and its financial benefits (09:45) The role of marketplaces in simplifying channel operations (13:02) Building partnerships that scale (17:38) How AI tools are reshaping partner-driven success (21:05) Integrating services into marketplace strategies for ISVs (25:18) What’s next for CyberArk and the future of cloud marketplaces (29:12) Leveraging partner networks for global expansion (33:08) Using data lakes and integrations to create bespoke solutions (36:14) The role of cloud service providers in enabling partner success (40:22) Multi-party collaboration and the future of cloud transactions (43:16) Recommendations for ISVs to scale their marketplace strategies (46:45) The future direction for cloud marketplaces and partners…

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Jamf’s Cloud GTM Playbook: From CAC to Lifetime Value Optimization 43:24

12 weeks之前43:24

43:24

“Understand where your strengths are. Build through that customer base, and take your time to learn one marketplace before you tackle two or three.” - Matt Arsenault , VP of Corporate Development & Strategic Alliances for Jamf . Cloud marketplaces are strategic levers for finance leaders looking to optimize revenue streams, reduce risk, and improve operational efficiency. In this episode, host Patrick Riley sits down with Matt Arsenault and John Eisele from Jamf to discuss their journey of leveraging AWS and Azure marketplaces to drive growth and efficiency. From tailoring strategies to match customer segments to mitigating collections risks through marketplace reliability, Matt and John share how Jamf has optimized its cloud go-to-market approach for sustained ARR growth. Listen as they break down the operational lessons, financial metrics, and strategic insights behind building a successful cloud go-to-market approach. In this episode, you’ll learn: Why the cloud marketplaces should matter for finance leaders. How marketplaces can reduce customer acquisition costs while expanding lifetime value. Why differentiating strategies for AWS and Azure allowed Jamf to expand into new customer segments and drive ARR growth. What operational practices, like building internal champions, ensure seamless marketplace adoption and long-term ROI. Resources: Connect with Matt on LinkedIn: https://www.linkedin.com/in/marsenault/ Connect with John on LinkedIn: https://www.linkedin.com/in/jeisele/ Learn more about Tackle: https://tackle.io Timestamps: (00:00) Customer acquisition costs and marketplace strategies (03:29) Why Marketplace? Exploring ROI and deal velocity (06:36) Investments in multi-cloud strategies and marketplace fees (08:08) Growth ARR and gross renewal rate as key metrics (10:16) Challenges with new logo capture and cost efficiencies (13:09) Mitigating collections risks through marketplace payment reliability (15:24) Tailoring AWS and Azure strategies for customer segmentation (19:17) Key differences between AWS, Azure, and Google customer bases (21:40) Building internal alignment to support marketplace initiatives (23:43) Leveraging Tackle’s tools to enable successful marketplace motion (28:07) Operational lessons: Building champions across finance and legal teams (30:58) Adapting to marketplace evolution and global scaling opportunities…

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Takeaways from 2024 State of Cloud GTM with AWS 39:50

23 weeks之前39:50

39:50

"We’re in a revolution of immediacy—buyers want speed, trust, and simplicity, whether they’re experimenting with generative AI or closing enterprise deals. It’s about meeting those needs efficiently and effectively." - Matt Yanchyshyn , VP of AWS Marketplace & Partner Services . In this episode, Tackle CEO John Jahnke sits down with Matt Yanchyshyn , VP of AWS Marketplace & Partner Services, to discuss the 2024 State of Cloud GTM report and how cloud marketplaces are transforming the way businesses buy and sell software. Together, they look into AWS's commitment to partner experience, from reducing operational burdens to enhancing buyer accessibility with product-led growth strategies. They discuss AWS’s role in influencing modern B2B buying with initiatives like private offers, simplified renewals, and co-sell support. Listen to learn about the future of cloud procurement, how shifts in buyer expectations impact the marketplace, and important insights for ISVs navigating this dynamic ecosystem. In this episode, you’ll learn: How AWS Marketplace is transforming partner experience with automation and streamlined procurement, making it easier for ISVs to scale and serve both enterprise and SMB buyers. Why AWS’s focus on product-led growth features, like self-service trials and private offers, is essential for aligning with modern buyer behaviors and accelerating deal velocity. How AWS’s co-sell and channel partner strategies create new growth opportunities by integrating support for complex sales and helping ISVs reach broader markets efficiently. Resources: Connect with John on LinkedIn: https://www.linkedin.com/in/johnjahnke/ Connect with Matt on LinkedIn: https://www.linkedin.com/in/mattgy/ Learn more about Tackle: https://tackle.io Timestamps: (00:00) AWS’s marketplace strategy and partner ecosystem (03:18) Transforming partner experience through automation (05:33) Shifts in buyer behavior and demand for self-service (08:02) Building trust and simplifying cloud procurement (11:56) Combining product-led growth with enterprise sales (15:03) Key metrics for tracking AWS Marketplace performance (18:59) The role of co-sell alignment in boosting deal velocity (22:09) Nuanced strategies for ISVs to drive growth with AWS’s co-sell support (28:20) Expanding AWS’s marketplace reach with business applications and SMBs (30:52) The importance of executive alignment in cloud go-to-market strategy (33:22) Channel partnerships and the growing role of resellers in AWS Marketplace (36:12) Future outlook for AWS Marketplace growth and procurement efficiency…

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Takeaways from the 2024 State of Cloud GTM with Google Cloud 40:45

24 weeks之前40:45

40:45

"Scaling cloud marketplaces is about more than just listing products—it's about driving growth, building partnerships, and adapting to change." - Dai Vu , Managing Director for Google Cloud Marketplace . In this episode, Tackle CEO John Jahnke dives into the 2024 State of Cloud GTM report with Dai Vu, Managing Director and GTM Leader behind Google Cloud. In addition to discussing this year’s top Cloud GTM findings and 2025 predictions, they cover Google’s record-breaking marketplace growth, from achieving triple-digit gains to launching initiatives that redefine B2B buying. Listen as they unpack the evolving buyer behavior driving these changes and share insights on supporting ISVs and channel partners in navigating a complex cloud landscape. In this episode, you’ll learn: How Google Cloud Marketplace achieved triple-digit growth by prioritizing scalable solutions for both enterprise and SMB segments, making cloud procurement simpler and more accessible. Why co-sell alignment and readiness are essential for ISVs looking to unlock larger deal sizes and accelerate the sales cycle within Google Cloud’s ecosystem. How channel partners are driving new growth opportunities for Google Cloud Marketplace to support complex sales and deployment needs. Resources: Connect with John on LinkedIn: https://www.linkedin.com/in/johnjahnke/ Connect with Dai on LinkedIn: https://www.linkedin.com/in/daivu/ Learn more about Tackle: https://tackle.io Timestamps: (00:00) Google’s marketplace strategy (04:05) Enhancing marketplace efficiency through channel partnerships (05:33) Shifts in buyer behavior driving marketplace adoption (07:40) Growth strategy for SMBs on Google Marketplace (09:35) Increasing deal sizes with enterprise and multi-million dollar contracts (11:48) How to support product-led growth for software companies (14:57) Key performance metrics for tracking marketplace growth (24:08) Strategies for ISV success with Google’s co-sell programs (28:05) Aligning executive leadership to boost marketplace adoption (30:51) Engaging CFOs and corporate strategists in cloud budgeting decisions (32:33) Expanding channel partner support and new reseller strategies (36:21) Incorporating AI-driven insights to enhance cloud sales…

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BigID’s Path to Growth: From Marketplace Integration to Channel Alignment 55:37

26 weeks之前55:37

55:37

"Don't build for perfect. Just build for simple. As you go, you can make adjustments to fit what reality is." - Connie Dodmead , Senior Director of Tech Alliances at BigID In today’s episode of Unlock Cloud Go-To-Market, hosts Patrick Riley and Erin Figer sit down with Connie Dodmead, Senior Director of Tech Alliances at BigID. She shares her tenure at Forcepoint, where she pioneered the company's entrance into the marketplace and her current strategic initiatives at BigID. She also covers channel and marketplace strategies, from aligning stakeholders and managing pricing to balancing current channels with new dynamics. Ultimately, you’ll learn that education within the team and with cloud sellers plays a critical role in GTM success. In this episode, you’ll learn: The importance of building end-to-end marketplace processes to align sales, operations, and marketing teams, creating a frictionless path for transactions and customer onboarding. Why educating both internal teams and cloud provider sellers on marketplace workflows is critical to avoid missed opportunities and streamline the sales process. The value of adopting a compensation-neutral approach to incentivize teams to prioritize customer outcomes, regardless of whether sales come through marketplaces or direct channels. Resources: Connect with Connie on LinkedIn: https://www.linkedin.com/in/conniedodmead/ Connect with Patrick on LinkedIn: https://www.linkedin.com/in/patrickmriley/ Connect with Erin on LinkedIn: https://www.linkedin.com/in/erinfiger/ Learn more about Tackle: https://tackle.io Timestamps: (00:00) Cloud giants’ game plan: AWS, Microsoft & Google predictions (02:48) BigID’s first marketplace steps & co-sell secrets (04:39) Streamlining marketplace operations using Tackle (05:53) Fixing BigID’s marketplace strategy: what’s missing? (10:55) Blending marketplace & reseller sales (13:26) Solving marketplace vs. channel tensions (14:04) Comp-neutral approach to enhance customer-first selling (17:53) Educating cloud provider sellers and partners on marketplace processes (29:43) Tackle x Salesforce: co-sell made simple (35:42) The future of BigID in the cloud marketplace (40:10) Key takeaways from Erin and Patrick…

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Selling to Your Sellers First: Varonis’ Approach to Marketplace Adoption 51:13

26 weeks之前51:13

51:13

"Time is the one thing you can't get more of. How you spend it can make or break your cloud strategy." - Mike Mason , Regional Sales Director at Varonis In today’s episode of Unlock Cloud Go-To-Market, hosts Erin Figer and Patrick Riley are joined by Mike Mason, Regional Sales Director at Varonis, to discuss the evolving world of cloud marketplaces and SaaS adoption. Mason shares his perspective on time-saving technology, the challenges of shifting from on-prem to cloud, and how prioritizing cloud marketplace strategies can drive operational efficiency and sales success. He also discusses how automation has transformed Varonis' approach to co-sell opportunities, how engaging with hyperscalers early on has been a game-changer, and why aligning sales teams and channel partners is crucial for scaling cloud operations. In this episode, you’ll learn: The time-saving automation and marketplace strategies that can significantly boost operational efficiency and streamline co-sell motions The value of early engagement with hyper-scalers to expand relationships, leverage cloud budgets, and accelerate deal-making How aligning internal teams and channel partners with cloud marketplace strategies is essential for scaling SaaS operations and driving long-term growth Resources: Connect with Mike on LinkedIn: https://www.linkedin.com/in/mcmason/ Connect with Patrick on LinkedIn: https://www.linkedin.com/in/patrickmriley/ Connect with Erin on LinkedIn: https://www.linkedin.com/in/erinfiger/ Learn more about Tackle: https://tackle.io Timestamps: (00:00) Scaling with technology rather than people (02:19) Automating co-sell motions to save time and drive efficiency (05:21) Engaging hyperscalers early to unlock cloud budget and build relationships (09:16) Proactive vs. reactive approaches to scaling Cloud operations (12:32) Transitioning from on-prem to SaaS and its impact on marketplace strategy (16:09) Integrating sales teams and channel partners into the Cloud marketplace (19:51) Leveraging cloud rebates and incentives to drive customer deals (23:23) Scaling globally by focusing on hyperscaler-specific strategies (27:10) Key takeaways for ISVs building their Cloud marketplace strategy…

1
CyberArk’s Secret to a Tenfold Revenue Boost in Just 30 Months 47:39

26 weeks之前47:39

47:39

“Selling is the party. But like any great party, a lot of preparation is essential to make it successful.” - Brennan Lynch , Director of Global Marketplaces at CyberArk In today's episode of Unlock Cloud Go-To-Market, hosts Erin Figer and Patrick Riley are joined by Brennan Lynch, the Director of Global Marketplaces at CyberArk. Lynch discusses the intricacies of Cloud go-to-market strategies while emphasizing the extensive preparation necessary for successful sales, the critical role of internal alignment, and the value of engaging Cloud service providers early and effectively. Brennan discusses the challenges of operating in different Markets, the importance of aligning with Cloud monetization strategies, and the nuances of integrating with Cloud marketplaces. From streamlining backend operations to leveraging channel partners like MSPs, GSIs, and Co-selling initiatives, he provides insights designed to help you navigate the complexities of the modern Cloud ecosystem. In this episode, you’ll learn: How meticulous preparation, akin to throwing a successful party, is crucial for effective Cloud sales strategies The importance of aligning sales processes with Cloud service providers to ensure seamless deal registrations and backend operations How CyberArk leveraged Cloud Marketplace integrations to drive massive revenue growth and established significant partnerships Resources: Connect with Brennan on LinkedIn: https://www.linkedin.com/in/brennan-lynch-08372b42/ Connect with Patrick on LinkedIn: https://www.linkedin.com/in/patrickmriley/ Connect with Erin on LinkedIn: https://www.linkedin.com/in/erinfiger/ Learn more about Tackle: https://tackle.io Timestamps: (05:51) Leveraging Cloud economies of scale boosts business (13:42) Initiatives beyond committed spend can grow deals (17:24) Focus on integration value and monetization in ISVs (18:49) Maximize sales by leveraging Cloud service provider partnerships (23:09) Implement dedicated Cloud marketing resources for strategic growth (31:48) CyberArk aims to be visionary, requiring leadership buy-in (35:46) Create cohesive solutions by integrating MSPs and brands (36:47) Pivoting to Marketplaces recaptures cloud infrastructure funds (44:47) Implementing dedicated resources takes 30 months minimum…

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Commvault’s Three-Pillar Transformative Strategy for Cloud GTM Success 42:50

26 weeks之前42:50

42:50

“You need to be solving the problem at hand. It's fairly easy to get caught flat-footed when small problems start shifting to ones that require more time, people, financial investment.” - Jacob Bishop , Senior Director of Operations for Commvault In today's episode of Unlock Cloud Go-To-Market, hosts Erin Figer and Patrick Riley are joined by Jacob Bishop, the Senior Director of Operations for Commvault, to discuss the evolving landscape of Cloud go-to-market strategies, emphasizing the importance of administrative excellence, robust partnerships, and operational efficiency. Jacob shares insights on the challenges and opportunities of integrating marketplace data into CRM systems, the critical role of channel partners, and the necessity of maintaining flexibility to adapt to ongoing changes in the cloud ecosystem. He also unpacks advice for newcomers—treating cloud strategies like investor pitches, setting short-term goals while keeping a long-term vision, and the power of standardizing internal processes. In this episode, you’ll learn: The importance of aligning go-to-market strategies with the right people and information at the right time for effective marketplace operations The challenges and solutions related to the integration of marketplace data into internal systems to scale operations efficiently The role of channel partners and the need for standardized conversations and incentives to drive cloud go-to-market success Resources: Connect with Jacob on LinkedIn: https://www.linkedin.com/in/jacob-bishop-b81b846a/ Connect with Patrick on LinkedIn: https://www.linkedin.com/in/patrickmriley/ Connect with Erin on LinkedIn: https://www.linkedin.com/in/erinfiger/ Learn more about Tackle: https://tackle.io Timestamps: (03:32) Challenges in early marketplace transactions and documentation logistics (09:50) Evolving partner programs needed for cloud marketplace success (16:03) Marketplace driving operational alignment for scalable transactions (19:00) Proactive engagement with channel partners for Azure (23:48) Driving adoption efficiently requires automation, not manpower (25:56) Streamlining rich data integration into CRM systems (31:13) Key moments drive Commvault's adoption phase progress (40:00) Quarterly objectives drive long-term operations evolution strategy (41:28) Pitching skills crucial for internal business advocacy…

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The 'Five C's' of Cloud Success Revealed 46:20

26 weeks之前46:20

46:20

"I believe partnerships, like friendships, grow over time. While we have many connections, true best friends are rare and take effort to develop, just like in business relationships." - Michael Musselman , Vice President for Partnerships at Astronomer In this episode of Unlock Cloud Go-To-Market, hosts Erin Figer and Patrick Riley are joined by Michael Musselman, Vice President for Partnerships at Astronomer, to explore the critical role of understanding goals and aligning strategies in successful business collaborations. Michael shares insights on the transition of partnerships from COO to CRO roles, emphasizing the need to balance values and immediate revenue generation. They discuss the Cloud flywheel, the importance of giving back to the community, and the entrepreneurial spirit required in Cloud alliances. Michael also highlights the five "C's" in decision-making, which are essential in accelerating cloud GTM experiences. In this episode, you’ll learn: How partnerships are like friendships and that building successful partnerships, particularly with Cloud providers like AWS, is similar to cultivating deep personal friendships The impact of having an entrepreneurial mindset when working in roles related to Cloud alliances or business development The importance of companies to clearly understand their "why" when building partnerships with Cloud providers Resources: Connect with Michael on LinkedIn: https://www.linkedin.com/in/musselmanm/ Connect with Patrick on LinkedIn: https://www.linkedin.com/in/patrickmriley/ Connect with Erin on LinkedIn: https://www.linkedin.com/in/erinfiger/ Learn more about Tackle: https://tackle.io Timestamps: (05:02) Transitioning from sales to partnerships (10:57) How Effective business development is like an octopus (15:20) Networking, revenue, and partnership strategies in business (22:27) Understanding and optimizing cloud capabilities. (30:46) Driving consumption and connecting technology to value drivers (34:58) Is cloud partnership right for everyone? (42:47) Connecting with cloud alliance leaders as an entrepreneur…

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How Rapid7 Saw Their Deal Sizes Grow by 3X, Win Rates Increase to 40%, and Sales Cycles Shorten by 21 Days 53:41

26 weeks之前53:41

53:41

“Many companies measure success by how they compete with others, but with AWS programs, it's more about competing with yourself. If you're bringing in cash, using it wisely, and fully leveraging AWS, it drives your own business growth.” - TJ Schmidt , Director of Cloud Partnerships for Rapid7 In today's episode, of Unlock Cloud Go-To-Market, hosts Erin Figer and Patrick Riley are joined by TJ Schmidt, the Director of Cloud Partnerships at Rapid7, to discuss the world of cloud partnerships, marketplace strategies, and operational excellence. TJ shares his journey from AWS to Rapid7, explaining the transformative impact of Co-selling and the crucial role of consistent Marketplace presence. Learn how Rapid7 has aligned with AWS priorities, seeing tremendous growth in deal sizes, win rates, and sales cycles, thanks to their strategic partnership with Tackle. TJ outlines the importance of setting realistic goals, managing global opportunities, and leveraging resources effectively. In this episode, you’ll learn: The importance of operational efficiency, particularly in handling the increasing number of Co-sell opportunities with AWS How Rapid7 experienced significant growth in their Marketplace transactions, seeing deal sizes grow by 3x, win rates increase to 40%, and sales cycles shorten by 21 days The importance of aligning Rapid7's goals with AWS's priorities Resources: Connect with TJ on LinkedIn: https://www.linkedin.com/in/timothyschmidtjr Connect with Patrick on LinkedIn: https://www.linkedin.com/in/patrickmriley/ Connect with Erin on LinkedIn: https://www.linkedin.com/in/erinfiger/ Learn more about Tackle: https://tackle.io Timestamps: (05:46) How setting expectations and long-term strategy leads to success (13:09) AWS an investment partner (19:35) Embracing Marketplace growth to align with AWS (24:10) Simplified process, global expansion, Go-to-Market support (34:09) Navigating new directions and seeking meaningful partnership growth (41:30) Focusing on Marketplace and bringing partners on journey (51:04) How coaches help track metrics and boost sales success…

1
How Revenue and Operational Support Can Help You Drive $70 Million Deals with Brittany Ames 50:48

26 weeks之前50:48

50:48

“To get your product teams to engage with CSPs, there are resources like Azure Innovate, which can provide substantial funding. Even though it's not directly tied to the marketplace, using programs like AWS Call Days can be very beneficial. At both Aviatrix and VMware, these initiatives helped our sellers engage more effectively with AWS sellers.” - Brittany Ames , Director of Microsoft Global Alliances at Veritas In this episode of Unlock Cloud Go-To-Market, hosts Erin Figer and Patrick Riley are joined by Veritas’s Brittany Ames to explore the world of cloud marketplaces and co-selling with providers like Microsoft and AWS. Brittany shares her journey from Aviatrix to VMware and now Veritas, showing key components of her blueprint for success. From building operational models to securing leadership buy-in, Brittany discusses the processes of transitioning products to cloud marketplaces along with the importance of aligning cloud strategies with overall business goals, the role of operational readiness, and the significance of engaging with cloud service provider programs. In this episode, you’ll learn: The components of Brittany’s blueprint for success, including the importance of operational and transactional model development across various teams The significance of co-selling with cloud providers, emphasizing the multifaceted benefits and the importance of seller engagement and leadership buy-in Insights on Brittany’s experience transitioning to the cloud marketplace at different companies, highlighting the need for operational readiness and the impact of strategic cloud partnerships Resources: Connect with Brittany on LinkedIn: https://www.linkedin.com/in/brittneyames/ Connect with Patrick on LinkedIn: https://www.linkedin.com/in/patrickmriley/ Connect with Erin on LinkedIn: https://www.linkedin.com/in/erinfiger/ Learn more about Tackle: https://tackle.io Timestamps: (04:19) When Brittany joined VMware to tackle scalability and diversity (08:12) Aviatrix enabled quick end-to-end cloud Marketplace experience (10:44) Assessing and integrating product processes within VMware (13:12) Operational readiness crucial for customer experience efficiency (20:45) Helping sellers adapt to customer-led Marketplace sales (24:41) Differences in CRMs, but similarities in businesses (28:12) Key to success in Co-sell program (32:10) Co-sell is multifaceted (40:18) Get everyone's buy-in for successful implementation (45:50) Brittany shares key insights for tech startups (47:20) Moving a product to a Cloud Marketplace…

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The GTM Strategy that Skyrocketed Eclypses’s Cloud Revenue featuring David Gomes 47:15

26 weeks之前47:15

47:15

"Using the Tackle platform, we're now attracting high-quality leads, which helps us streamline our entire sales process. This tool provides us with better insights and a more efficient way to reach decision-makers and close deals. Without it, we'd still be working without clear direction."- David Gomes , Chief Executive Officer at Eclypses In this episode of Unlock Cloud Go-To-Market, hosts Erin Figer and Patrick Riley are joined by Eclypses’ Chief Executive Officer, David Gomes, to share the company’s incredible journey and the game-changing Cloud go-to-market strategy that closed many deals. David shares how strategic partnerships, like the one with Tackle, has propelled their growth and drawn significant attention from institutional investors. He also shares insights on building strong foundations, aligning teams, and creating impactful business plans—all pivotal to Eclipses' success in the AWS marketplace. In this episode, you’ll learn: How to enhance your Cloud go-to-market strategy by utilizing the Maturity Model to grow revenue through the Cloud The impact of aligning your business with Cloud Marketplaces like AWS, including Market validation and customer confidence The importance of team alignment and seasoned hires in accelerating sales processes and optimizing business strategies Resources: Connect with David on LinkedIn: https://www.linkedin.com/in/david-gomes-5ab0667 Connect with Patrick on LinkedIn: https://www.linkedin.com/in/patrickmriley/ Connect with Erin on LinkedIn: https://www.linkedin.com/in/erinfiger/ Learn more about Tackle: https://tackle.io Timestamps: (05:43) Advanced technology deployment in record time (07:06) Team discussed technology with security officer Jefferson Dance (12:45) Toolkit methodology streamlined app deployment, scaling success (14:52) Customer's Cloud budget drives product improvement (17:34) Preparing for product launch and Market growth (21:00) Tackle hired Cloud Alliance Director for strategic growth (23:45) Salesforce adoption accelerates sales process and productivity (32:11) Build brand validation by being in AWS (36:25) Exciting investment prospects for ISVs (37:40) Success comes from good team alignment (40:57) Early stage startup shares inspiring Cloud journey…

Unlock Cloud Go-to-Market

1
Building the Dream Team for Cloud GTM featuring Shane Wilson 44:37

26 weeks之前44:37

44:37

"You need to understand what you bring to the table to ensure a mutually beneficial value exchange for the partnership. Once you identify this, focus on thorough internal enablement with the Cloud Provider to achieve significant success in the field."- Shane Wilson , Head of Global Cloud GTM, Business Development & Alliances at Veritas Technologies LLC In this episode of Unlock Cloud Go-To-Market, hosts Erin Figer and Patrick Riley are joined by Veritas Technologies LLC’s Head of Global Cloud GTM, Shane Wilson, to dissect the intricacies of cloud partnerships, Marketplace strategies, and the importance of aligning internal stakeholders. Shane shares his industry experience and emphasizes the role of understanding the value exchange in partnerships. Tune in as we explore his journey, discuss the stages of the Cloud GTM Maturity Model, and uncover strategies to integrate Cloud go-to-market seamlessly into business operations. In this episode, you’ll learn: The Cloud GTM Maturity Model stages, including establishing foundation, building adoption, driving adoption, and scaling adoption How the cloud partnerships develop over time and their significance in achieving meaningful sales impact The importance of achieving product-market fit and effectively leveraging Marketplace and co-selling strategies to reduce churn and increase deal size Resources: Connect with Shane on LinkedIn: https://www.linkedin.com/in/shanewilson1/ Connect with Patrick on LinkedIn: https://www.linkedin.com/in/patrickmriley/ Connect with Erin on LinkedIn: https://www.linkedin.com/in/erinfiger/ Learn more about Tackle: https://tackle.io Timestamps: (04:44) Cloud go-to-market model for maximizing success (07:28) Maximize sales by understanding and improving channels (10:24) Understanding product-market fit and cloud consumption (14:12) Consider global volume and cloud revenue impact (22:21) Emphasizing smart Market routes (24:44) Co-selling Marketplace improves revenue, cost, ROI, margin (28:41) Veritas is focused on ARR growth and competitiveness (32:37) Creating excellence in quotes, orders, alliances, and sales (34:47) Prioritize alliances first, then Marketplace (37:08) Adapt to changing Amazon and Microsoft policies (43:19) Hire mindset, stay persistent, evolve with Market…

Unlock Cloud Go-to-Market

1
How Snyk Tackles Scaling Internally with a Cloud Marketplace Hotline featuring Rebecca Spataro 37:57

26 weeks之前37:57

37:57

"Tackle empowered my team and me to effectively self-serve. They provided education and enablement, which allowed me to become an expert in Marketplace and co-sell strategies. They were a reliable support partner throughout this journey." - Rebecca Spataro , Director of Global Cloud Alliances at Snyk . In this episode of Unlock Cloud Go-To-Market, hosts Erin Figer and Patrick Riley are joined by Snyk’s Director of Global Cloud Alliances, Rebecca Spataro to discuss the intricacies of Marketplace and co-sell strategies in the Cloud GTM landscape. Rebecca shares Snyk's focus on automation, integrating key business units, and partnering with Tackle to streamline processes and drive efficiency. Tune in as we explore Snyk's Cloud Go-To-Market strategies, their innovative use of technology, and the value of an ecosystem approach. In this episode, you’ll learn: Rebecca’s journey from inside sales to cloud partnerships and her experiences working with major Cloud Providers like AWS, Google, and Microsoft The importance of a Marketplace strategy and the role of tools like Tackle in streamlining Marketplace listings, onboarding users, and managing multiple public Marketplaces efficiently Rebecca’s approach to Cloud go-to-market strategies, focusing on automation, efficiency, and building strong relationships with traditional channel partners Resources: Connect with Rebecca on LinkedIn: https://www.linkedin.com/in/rebeccaspataro/ Connect with Patrick on LinkedIn: https://www.linkedin.com/in/patrickmriley/ Connect with Erin on LinkedIn: https://www.linkedin.com/in/erinfiger/ Learn more about Tackle: https://tackle.io Timestamps: (04:08) Co-selling evolved into the Marketplace and accelerated opportunities (08:45) Focused on enabling sales (13:08) Enhancing Marketplace user experience through alliances (16:53) Evolution of a supportive business partnership (18:21) Access to prospect domains (22:51) Renewal opportunity, integration, automation in Salesforce workflow (24:31) Capture data and analyze trends for sales growth (28:33) Rebecca’s vision for the future (32:22) Meeting customer needs through versatile Marketplace strategies (35:52) Supporting, enabling, and innovating for mutual success (37:36) Learn essential stages for growing revenue via cloud…

Unlock Cloud Go-to-Market

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The Pillars of Navigating Cloud Alliances featuring Boone Quesnel 37:32

26 weeks之前37:32

37:32

"Scaling is crucial for us. We're not constantly adding new staff, so we focus on growing revenue without expanding the team too much. At Starburst, our cloud alliances team works closely with the Tackle Co-sell and Marketplace teams to support our field sellers and partners with various programs." - Boone Quesnel , Head of Global Cloud Alliances at Starburst Welcome to the first episode of Unlock Cloud Go-To-Market, where hosts Erin Figer and Patrick Riley share the essential stages of the Cloud GTM Maturity Model. In this episode, special guest Boone Quesnel of Starburst joins to dive into the unique dynamics of cloud partnerships. Boone discusses the strategies for aligning product roadmaps with Cloud Providers and the importance of continuous engagement and enablement with product teams to foster long-term success. He also shares his expertise in leveraging brand partnerships within the cloud, exploring new market routes with joint solutions, and efficiently scaling revenue without the need for massive headcount expansion. In this episode, you’ll learn: The importance of aligning product roadmaps with Cloud Providers' priorities to drive efficient joint solutions and become launch partners for mutual promotions The significance of continuous enablement and engagement with various product teams to maintain momentum and adapt long-term strategies How to leverage cloud partnerships and Marketplaces for creating solutions that can scale revenue without significantly increasing headcount Resources: Connect with Boone on LinkedIn: https://www.linkedin.com/in/boonequesnel/ Connect with Patrick on LinkedIn: https://www.linkedin.com/in/patrickmriley/ Connect with Erin on LinkedIn: https://www.linkedin.com/in/erinfiger/ Learn more about Tackle: https://tackle.io Timestamps: (03:25) The strategy to unlock new markets with programs (07:27) Marketplace deals drove significant revenue growth through partnerships (12:26) Understanding, alignment, and adaptation drive cloud partnership (15:44) The importance of programmatic things for cloud and collaboration (17:50) Enabling product teams through internal and external communication (20:19) Maximizing programs, products, and market differentiation (24:32) Quarterly MBO targets drive strategic business goals (30:34) Scaling without overstaffing and collaboration in delivering programs (34:58) Adapting to different Cloud Providers (35:40) Key questions for ISVs to consider: product market, consumption vs. relevant metrics, cloud partnership mindset…

Unlock Cloud Go-to-Market

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Introducing Unlock Cloud Go-To-Market with Erin Figer and Patrick Riley 1:38

26 weeks之前1:38