Marketplace isn't just a technical integration. It’s a strategic decision, especially for engineering leaders.
In this episode of Unlock Cloud Go-To-Market, host Patrick Riley is joined by Mike Romans and Nick Rieniets of Kasada for a real-world look at cloud GTM through the eyes of a CTO. Nick shares why Kasada initially resisted marketplace, what changed, and how partnering with Tackle made the difference between a drawn-out build and a fast, scalable launch.
If you’re a leader weighing whether to go alone or bring in help, or if you’re wondering when the right time to activate your Cloud GTM motion really is, this conversation is your shortcut to clarity.
You’ll learn:
Resources:
Connect with Nick on LinkedIn: https://www.linkedin.com/in/nick-rieniets/
Connect with Mike on LinkedIn: https://www.linkedin.com/in/mike-romans-iamnotabot/
Connect with Dillon on LinkedIn: https://www.linkedin.com/in/dewoods/
Connect with Patrick on LinkedIn: https://www.linkedin.com/in/patrickmriley/
Learn more about Tackle: https://tackle.io
Timestamps:
(00:00) Introduction
(01:11) Exploring cloud go-to-market through the lens of CTO
(02:58) What Kasada does and the bot mitigation problem
(05:02) Why Kasada built on AWS and how it shaped their GTM
(07:03) Leveraging AWS programs for customer alignment
(09:05) Building joint solutions with AWS and proving customer success
(11:43) Landing large enterprise customers early
(13:46) When is the right time for a startup to partner with AWS
(15:33) Why Kasada avoided Marketplace at first
(17:20) The minimal lift required to launch Marketplace with Tackle
(18:29) How Marketplace supported global expansion
(20:54) Tackle’s role in accelerating decision-making
(23:33) How Marketplace shifted customer engagement strategy
(25:59) Managing the AWS partnership beyond the listing
(33:57) How Marketplace simplified billing and operations
"Internal buy-in is the hardest part – and the most important - when building a cloud marketplace strategy that lasts."
In this episode of Unlock Cloud Go-To-Market, host Patrick Riley sits down with Corey Woodburn, Head of Cloud Marketplace Alliances at Grammarly, for a behind the scenes look at what it really takes to launch and scale a marketplace motion inside a fast-moving org. Dropped into a project no one officially owned, Corey shares how she turned an initiative into a cross-functional success story.
This conversation unpacks the human side of building cloud go-to-market, navigating early-stage ambiguity, crafting internal narratives that win support, and scaling seller enablement with limited resources. With insights from Corey, as well as Tackle’s Dan Callahan, you’ll get a practical, battle-tested perspective on marketplace success.
In this episode, you’ll learn:
Resources:
Connect with Corey on LinkedIn: https://www.linkedin.com/in/coreytw/
Connect with Dan on LinkedIn: https://www.linkedin.com/in/daniel-callahan-27692411b/
Connect with Patrick on LinkedIn: https://www.linkedin.com/in/patrickmriley/
Learn more about Tackle: https://tackle.io
Timestamps:
(00:00) Introduction
(00:59) Grammarly's marketplace journey
(02:47) The initial challenges and getting started
(04:58) Building internal buy-in and overcoming hurdles
(07:06) Creating a comprehensive plan
(10:34) The role of marketing and cross-functional collaboration
(14:57) Lessons learned and future strategies
(22:20) Connecting with other ISVs
(22:54) Executing the Plan
(23:27) Cory's approach to Tackle
(25:15) Sales enablement strategies
(27:38) Educating the sales team
(33:45) Building the business case for Tackle
(38:40) Lightning Round
"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:
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
“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:
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
"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:
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
"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:
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
“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:
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
"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:
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
"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:
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
"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:
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
"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:
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
“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:
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
“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:
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
"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:
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
“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:
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
“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:
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
"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:
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
"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:
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
"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:
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
"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:
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