Modern SaaS Starts with Marketplace Strategy

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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

Modern SaaS Starts with Marketplace Strategy

Unlock Cloud Go-to-Market

36 minutes

7 months ago

Modern SaaS Starts with Marketplace Strategy

“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:

Why ISVs should prioritize Marketplace strategy as early as product development.
How partnership-led growth is replacing traditional sales motions.
What it takes to build smarter, more connected SaaS experiences that customers actually want.

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