Unlock the Next-Gen Cloud GTM with Experts at Our Must-Attend Event
Hi, it's Roman from Partner Insight with your weekly dose of Cloud GTM insights.
This week, we're bringing you something special - a 2-hour free online event where we deep dive with 10+ exceptional speakers in "How to Unlock Next-Gen Cloud GTM to Co-Sell, Partner, and Scale".
Don't miss your chance to gain in-depth insights on Cloud GTM from Jay McBain of Canalys and Dai Vu from Google Cloud, alongside two engaging panels featuring top Cloud GTM leaders. Each of 10+ speakers brings exceptional knowledge and experience, from accelerating cloud marketplace growth to co-selling and leveraging channel partners and more.
Join us tomorrow, March 26th, 9-11 AM PT, it’s free.
Learn how to accelerate ISV growth on marketplaces, latest trends, winning strategies, and solutions to common Cloud GTM challenges, directly from the industry's best.
Let's dive into what’s ahead!
Discover What’s Next in Cloud GTM: Insights from Jay McBain and Dai Vu
You will learn from not one, but two incredible keynotes!
🎯 Jay McBain, the insightful Chief Analyst at Canalys, who'll deep dive into the rapidly evolving landscape of cloud marketplaces.
3 Key takeaways from Jay’s prior insights:
Marketplaces: An Opportunity, Not a Threat
Jay believes that Cloud GTM is "a net addition because it drives you to the more valuable, high margin, more revenue-generating parts of your business".
Expectations of Explosive Growth to Be Exceeded
The projected 86% growth of cloud marketplaces, reaching $45 Bn in transactions by 2025, is on track to be exceeded sooner, in 2024. Marketplaces are now a key discussion point for tech CEOs and boards.
A New Era in Partnering Economics
Reducing marketplace fees to 3% has streamlined their adoption, sparking a significant reevaluation of partner value and influence throughout the customer journey.
📈 We’re also thrilled to have Dai Vu, who leads Cloud Marketplace & Global ISV GTM Initiatives at Google Cloud, share his insights with you.
Outstanding growth of Google Cloud Marketplace under Dai's leadership:
In the H1 of 2023 alone, the Marketplace grew a staggering 140% year-over-year in gross transaction value. Yes, that’s much faster than the overall Google Cloud growth.
Co-sell bookings in the Google Marketplace during the same period surged by an impressive 200% YoY.
Remarkably, the number of customers spending over $1 million in the Google Marketplace has increased 6X.
And there’s even more to anticipate at our event.
📅 Alongside our incredible keynote speakers, join two dynamic panel discussions with 4 outstanding Cloud GTM leaders in each.
Join us tomorrow, March 26th, 9-11 AM PT, it’s free.
Panel: Building Successful Co-Sell Motion with Hyperscalers
We will have an insights-packed panel on Building Successful Co-Sell Motion in Cloud GTM. Ready to learn from the best? Here is our outstanding panelists:
🏆 Laurent Mechain, VP of Strategic Alliances at Elastic
Laurent will share his insights on leading Elastic to win Partner of the Year Awards from ALL three hyperscalers in 2023.
Elastic Cloud is growing at an impressive 31% year-over-year, outpacing the company's other products by ~2X, showcasing the power of strategic partnerships with hyperscalers.
In 2023, Elastic won:
Worldwide and US Microsoft Partner of the Year Award for Commercial Marketplace
Google Cloud Global Technology Partner of the Year Award
Elastic was awarded the AWS US Rising Star Partner of the Year
🏅 Abhijit Madhugiri, VP of Global Technology Alliances at Dataiku
Under Abhijit's leadership, Dataiku achieved extraordinary recognition in 2023 by winning the most prestigious Partner of the Year Award category: 2023 Amazon Web Services (AWS) Global ISV AI/ML Partner of the Year
In addition in 2023, Dataiku won Databricks AI Partner of the Year Award and was named Snowflake’s Partner of the Year 3rd Time in a Row and the list doesn't even stop there.
Before Dataiku, Abhijit spearheaded Cloud Alliances and strategy with AWS, Azure, and Google Cloud at Cisco AppDynamics, the leading APM solution globally, helping it achieve #1 APM status on AWS and #2 ISV on the AWS Marketplace.
🎯 Rolf Heimes, Board Member and VP of Alliances will lead the discussion
Rolf insights have made him a favorite mentor and speaker among 100+ of our Cloud GTM Leader course alumni.
Rolf has led global ecosystem teams at Talend, Informatica, and McAfee. In Talend, Rolf masterfully crafted the Partner Program and Strategy, turning it into a GTM cornerstone that significantly boosted net new revenue, market presence, and customer satisfaction - achieving over 50% partner-driven Annual Contract Value.
👩🏻💻 Trunal Bhanse, CEO of Clazar
Trunal brings a top-notch experience as an engineering leader across Confluent, Airbnb and LinkedIn.
At Confluent, Trunal managed a team who built a world-class platform for cloud marketplaces and billing. Having witnessed the complexity first-hand, he launched Clazar to democratize Cloud GTM access for others.
Join us tomorrow!
Clazar is a cloud GTM co‑pilot that helps to list, manage, and co-sell on cloud marketplaces - with minimal engineering effort. It helps companies like MariaDB, Linux Foundation and Secureframe to list on cloud marketplaces within days and run Co-Sell directly from Salesforce and HubSpot.
We partnered with Clazar to bring this event to you for free.
Panel: Partnering with Channel to Accelerate Cloud GTM Growth
I'm thrilled to dive into the essential questions of Partnering with Channel with our incredible panelists:
📊 Matt Fox, Vice President-AWS at TD SYNNEX
TD SYNNEX, an AWS Premier Tier Services Partner and the world's leading global distributor and solutions aggregator, was recognized in 2023 as a finalist in an impressive 💥six AWS Partner of the Year Award categories. It also was named the EMEA Distributor Partner of the Year by AWS in 2022.
TD SYNNEX has a truly global reach, helping 150K+ customers in 100+ countries to maximize the value of technology investments and unlock growth. Cloud is one of the high-growth technology areas that TD SYNNEX is focusing on.
⭐ Jen Murphy, VP, Channels & Alliances at StarTree
Jen Murphy was named among Top 50 Women Leaders in SaaS in 2023 by the Software Report.
Since joining StarTree, a SaaS that enables businesses to derive advanced insights from real-time and historical data, Murphy has helped the startup to accelerate its growth. She created strategic partnerships with AWS, Databricks, and Confluent among others.
Jen Murphy has 25+ years of expertise at some of the fastest-growing companies, including as VP WW Channels in HashiCorp and leading Channels and Alliances in Cockroach Labs.
🏅 Rob Spee, SVP of Partner Ecosystems at BeyondTrust
Rob is recognized on both the 2024 CRN Channel Chiefs and 2023 Channel Chiefs lists after launching new channel initiatives and demonstrating an ongoing commitment to the channel.
In 2022, he launched a new unified global partner program that enables partners to resell, provide service delivery, and offer managed services with BeyondTrust products. In the same year he launched BeyondTrust's entire line of Identity and Access Security solutions in the Amazon Web Services (AWS) Marketplace.
Rob is also the founder and CEO of Channel Journeys - one of the top podcasts on channel partnerships, where he shares real-life stories and practical advice from Channel Pros.
📈 Jonathan Kingsepp, CRO of Invisory
Delighted that moderating this panel will be Jonathan Kingsepp, who brings a decade of top notch experience in leading Cloud Alliances in companies like Tackle.io , Pivotal Software, Inc., OutSystems and others. His superpowers include CxO insights, change management, and multi-cloud marketplace strategies.
Join us tomorrow, March 26th, 9-11 AM PT, it’s free. See you there!
Invisory GTM platform helps ISVs unlock their cloud marketplace potential across platforms like Salesforce, Azure, AWS and GCP. We partnered with Invisory to bring this event to you for free.
Cloud GTM Leader: Marketplace Mastery Course
Cloud GTM Leader Cohort 5 kicks off on April 8th
“Honestly, I wish I could have done this a year ago when I started my journey...I would have saved myself so much stress!!” recently commented Director of Alliances of a well known software company and Cohort 4 member.
He isn’t alone - we've been fortunate to receive feedback like that frequently.
What’s on the Agenda:
Top-Notch Industry Insights: Unique VP-level insights from experts in cloud marketplaces from our incredible lineup of speakers.
In-depth Sessions: 10 in-depth sessions led by alliance leaders with hands-on Cloud GTM experience to guide you through frameworks and strategies, exploring what works in the rapidly evolving cloud marketplaces.
Vibrant Slack Community: A platform for continuing insightful discussions, providing support, and building a network that extends beyond the live sessions.
🏅 Mentorship from the Best: Gain insights and support from experienced alliance leaders like Rolf Heimes, Jonathan Kingsepp, Niall Ruane and Alex Balcanquall. We will help you address some of the most important questions you may be grappling with, drawing on decades of experience in leading alliances, product-managing marketplaces, and selling in hyperscalers.
Weekly Mastermind Sessions: A collaborative space to strategize and get a group opinion on your Cloud GTM challenges.
Next 5-week cohort kicks off on April 8th
Last day to catch early bird seats. Don't miss out on this chance to level up your Cloud GTM in 2024!