Unlock Cloud Go-to-Market
by Tackle.io
Latest episode
Turning Marketplace Hesitation Into GTM Momentum
Turning Marketplace Hesitation Into GTM Momentum
About this podcast
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.
Episodes
The newest 20 of 21 episodes
- Turning Marketplace Hesitation Into GTM Momentum · 45 min · Episode 9Marketplace 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…
- From Zero to Marketplace: Grammarly's Cloud GTM Journey · 42 min · Episode 8"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…
- Scaling Go-To-Market With FinOps Precision · 43 min · Episode 7"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…
- Modern SaaS Starts with Marketplace Strategy · 36 min · Episode 6“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…
- How Partnerships are Redefining GTM Strategy · 44 min · Episode 5"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…
- CyberArk’s Strategy for Building Partner Ecosystems · 44 min · Episode 4"Marketplaces are the future of SaaS sales, but success requires aligning with partners and embracing innovation." – Brennan Lynch, Global Director of Cloud Marketplaces at…
- Jamf’s Cloud GTM Playbook: From CAC to Lifetime Value Optimization · 43 min · Episode 3“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…
- Takeaways from 2024 State of Cloud GTM with AWS · 40 min · Episode 2"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…
- Takeaways from the 2024 State of Cloud GTM with Google Cloud · 41 min · Episode 1"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…
- BigID’s Path to Growth: From Marketplace Integration to Channel Alignment · 56 min"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…
- Selling to Your Sellers First: Varonis’ Approach to Marketplace Adoption · 51 min"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…
- CyberArk’s Secret to a Tenfold Revenue Boost in Just 30 Months · 48 min“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…
- Commvault’s Three-Pillar Transformative Strategy for Cloud GTM Success · 43 min“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…
- The 'Five C's' of Cloud Success Revealed · 46 min"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…
- How Rapid7 Saw Their Deal Sizes Grow by 3X, Win Rates Increase to 40%, and Sales Cycles Shorten by 21 Days · 54 min“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…
- How Revenue and Operational Support Can Help You Drive $70 Million Deals with Brittany Ames · 51 min“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…
- The GTM Strategy that Skyrocketed Eclypses’s Cloud Revenue featuring David Gomes · 47 min"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…
- Building the Dream Team for Cloud GTM featuring Shane Wilson · 45 min"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…
- How Snyk Tackles Scaling Internally with a Cloud Marketplace Hotline featuring Rebecca Spataro · 38 min"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…
- The Pillars of Navigating Cloud Alliances featuring Boone Quesnel · 38 min"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…
