Takeaways from 2024 State of Cloud GTM with AWS

Unlock Cloud Go-to-Market

"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:

1. 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.
2. 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.
3. 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