From Zero to Marketplace: Grammarly's Cloud GTM Journey

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Unlock Cloud Go-to-Market

Tackle.io

21 episodes

5 months ago

How do I implement my go-to-market strategy with my Cloud Partners? How do I get buy-in from my executives, sales team, and others in my organization? How can I get the right attention from the Cloud Providers? Questions like these, and many more, arise when you’re trying to build relationships with the Cloud Providers and accelerate your revenue journey through the cloud. Welcome to ‘Unlock Cloud Go-to-Market,’ the series where hosts Erin Figer and Patrick Riley share the essential stages of the Cloud GTM maturity model to start, optimize, and grow your company’s revenue through the cloud. They’ve helped countless ISVs tackle the ins and outs of their Cloud GTM motion, and in each episode, they're sharing those success stories from the people who have put them into place. Because ultimately, this way of thinking is the future. And the future is now.

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Marketing

Technology,

Business

From Zero to Marketplace: Grammarly's Cloud GTM Journey

Unlock Cloud Go-to-Market

41 minutes

5 months ago

From Zero to Marketplace: Grammarly's Cloud GTM Journey

"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:

How to secure internal buy-in before you even talk tooling.
Why documentation—not dashboards—is the secret weapon to alignment.
What it takes to scale marketplace listings without scaling chaos.

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