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

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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.

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

Unlock Cloud Go-to-Market

53 minutes

1 year ago

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

“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