How Partnerships are Redefining GTM Strategy

https://is1-ssl.mzstatic.com/image/thumb/Podcasts211/v4/d0/96/bd/d096bdde-234b-ba4a-2890-1634157d1bff/mza_5848520115443626487.jpg/600x600bb.jpg

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.

All content for Unlock Cloud Go-to-Market is the property of Tackle.io and is served directly from their servers with no modification, redirects, or rehosting. The podcast is not affiliated with or endorsed by Podjoint in any way.

Marketing

Technology,

Business

How Partnerships are Redefining GTM Strategy

Unlock Cloud Go-to-Market

43 minutes

7 months ago

How Partnerships are Redefining GTM Strategy

"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