Luca Gianaschi’s Post

Excited to give a sneak peak on PartnerStack's upcoming partnership with Tackle.io, a leader in Cloud Marketplace deployments, Marketplace co-sell, and Marketplace GTM success. AWS, GCP, and Azure Marketplaces have completely changed the way that software is bought and sold, with Canalys is forecasting ~$50BN in global sales through those Marketplace in 2025. Tackle.io is at the forefront of this shift, helping software companies start selling in Cloud Marketplaces, automate co-sell processes, identify buyer intent, and accelerate success. PartnerStack is new to the Cloud Marketplace arena, but is not new to B2B Partner Management or Demand Generation. Over 600 B2B Companies use our platform to manage their partnerships, and over 80,000 partners worldwide have earned commissions through our Partner Network. In 2023, our Network drove over 4,000,000 customer sign ups to B2B Companies, and through our upcoming partnership with Tackle.io those customers can buy where they want to. PartnerStack (build demand) + Tackle.io (close demand) = Marketplace Success There's work to be done, but look for some big, big things to come here... Congrats to John Jahnke, Dillon Woods, Sanjay Mehta, Jake Simpson, Andrew Marshall and the entire Tackle.io team for a fantastic Cloud GTM XP.

Excited to share Cloud GTM 💎insights from a standout member of our course, James King, Director of Alliances at Redgate Software, who has incredible experience in leading sales and partnerships. Redgate is a leader in end-to-end Database DevOps solutions, serving 91% of the Fortune 100 and 800K users worldwide. 📊 Cloud GTM journey "We are still early in our journey with Cloud Marketplaces, but, as an ISV working in database technology, I immediately felt that we have a perfect fit in the Cloud GTM segment. Our solutions are crucial to the general #Cloud journey that many enterprises and SMBs are undertaking... My strategies are primarily focused on working with internal stakeholders across the business to build our Cloud Marketplace presence and meet our customers where they are looking to buy. However, the journey is certainly not straightforward. Even with the perfect market fit, it is more complex than I initially anticipated. 💡 My advice The world of #partnerships is smaller than the rest of a traditional commercial team. When I was a Sales Leader, I had many peers to lean on both internally and externally. With partnerships, I have had to lean on the community instead, and this has been essential for me not just for support, but also to understand the ‘how’ and ‘why’ through other people’s journeys. I highly recommend following experts such as Roman and speaking to as many people as possible who have already done this. This has not only provided me with insight into the expected outcomes, but also essential advice and support from the leaders in this field. 🤝 The other thing I'd also add is make sure that you are getting internal teams involved as early as possible and understanding the impact in their respective areas. You must adopt a “T shaped” leadership approach and work across all business units from Sales, Legal, Finance, Product and Core systems teams to succeed, having just the C-suite sold on the idea is not enough. The earlier you do this the more likely you are to avoid issues along the way. 📈 My predictions Cloud Marketplaces are the future - I have zero doubt. Judging by the investment by AWS, Microsoft, and Google, they have no doubt either. The ability to consume, consolidate, and procure is a significant advantage to enterprises, creating a much more agile process. The removal of traditional barriers means that it will only continue to accelerate. If you are not already there, you are late to the party! 🎯 Cloud GTM Leader Course This course is 100% essential for anyone starting on this journey. Even for those who are already there, they should take this course. I wish I’d been able to do this a year ago - it’d have saved me a lot of stress and given me a much clearer direction. Also there is a whole community that has been accessed, which is absolutely priceless. This course is to partnerships what MEDDPICC is to sales, and more." __ ⚡️ Learn more about the course: https://lnkd.in/edUa-qm2

Who holds the reigns to your cloud GTM growth? 🏇 As businesses increasingly rely on #cloud platforms for growth and innovation, understanding the dynamics of GTM ownership can often be the needle-mover in setting up early relationships, driving growth momentum, and building a moat in your cloud channel strategy. 🔑 Our latest blog dives into the complexities of cloud GTM Ownership, revealing why it's not just about who leads the charge, but how collaboratively strategic decisions are made. Here's a glimpse of what we uncover: ➡️ The role of cross-functional collaboration ➡️ Setting up a dynamic ownership roadmap from start to scale ➡️ Finding alignment between product, sales, and platform players for growth Dive into the often-overlook elements that can make or break your cloud #GTM 👇 https://lnkd.in/gfgtjdSR #gtmstrategy #growth

Cloud Marketplace growth is set to surge from $15B (last year) to $100B by 2026. Want to find out more Cloud GTM trends and predictions? Tackle.io has you covered. Dive into our State of Cloud GTM Report - Link in the comments! #sales #software

🔥 Hot off the press 🔥 The Tackle.io 2023 State of Cloud GTM Report has arrived! This year’s results included key insights like: 📌 Marketplace and co-sell go hand-in-hand 📌 Cloud GTM is a strategic, long-term, company-wide commitment 📌 Cloud Marketplaces have created a path for revenue transformation 📌 and much, much more! The biggest call out from this year’s report: ➡️ $100B in software sales will flow through the Cloud Marketplaces by the end of 2026. That’s a DOUBLE from last prediction. Want the complete details on this year’s top trends and insights for 2024? Dive into the report below. Any ISV looking to discuss this, how Bytes Software Services can help optimise your cloud estate, or how we can help on your cloud journey please reach out. #azuremarketplace #cloudmigration #procurementtransformation Microsoft Alaric Wilson Darren Sharpe Paul Veck Tom Hopkins James Marshall

Tackle.io has released their 2023 State of Cloud GTM Report!    For the fourth year, Tackle surveyed B2B software sellers to understand their experiences and expectations of leveraging cloud partnerships to drive revenue. This year reveals some big predictions, with Tackle forecasting up to $100B in Marketplace throughput in 2026!    Read the full report to see why cloud represents a massive opportunity to drive significant revenue for B2B organizations this year and beyond.    https://lnkd.in/eCXzecn9 

In this year’s report, you’ll find key learnings such as:  Cloud Marketplaces have created a path for revenue transformation Marketplace and co-sell go hand-in-hand Executing on Cloud GTM, particularly at-scale, doesn’t come without its challenges Cloud GTM is a strategic, long-term, company-wide commitment—not a tactical or departmental initiative Cloud GTM success is a journey, not a destination

Setting up and scaling an alliance program with Cloud Providers (CP) involves critical considerations that need to be communicated to the executive team. Mike Marzano, Head of Global Cloud Alliances at Contentsquare, shared his insights and best practices from setting up and scaling Co-sell with Microsoft Azure (and Amazon Web Services (AWS)), on the Cloud GTM Leader course with Roman Kirsanov Over a two-year period, the company has achieved top-tier partner status with Microsoft, winning the 2023 ISV Partner of the Year award, and establishing itself as a Strategic ISV with AWS. 1. Three Critical Pillars: 🔵 Co-sell: Align around the pipeline, influence and source deals. Come with a clear value proposition, a robust pipeline, and registered deals. 🔵 Co-market: Position your brand as a solution for solving specific customer challenges, enhancing brand visibility, and supporting the CP beyond just hosting by helping them sell their first-party services 🔵 Co-build and co-innovate: Hosting your technology on a CP is just table stakes to get into their program. Use the strategic technologies that have been prioritized by the CP to drive first-party service consumption, making you a valuable and differentiated partner. For example, with Microsoft, this could be integrating into their copilots to help joint customers make better decisions. 2. Define the Co-Sell Success Journey: 🔴 Seek to Understand: Understand the CP (Cloud Provider) priorities and map them to your KPIs for CP-influenced and CP-sourced revenue. 🔴 Mapping Influence: In the early stages, be proactive; drive visibility for a robust pipeline and proof points that customers care about an integrated solution. 🔴 Partner Advocacy: Build trust for CPs to be actively involved in calls, provide key information, and help understand how the customer procures through the marketplace and where they stand with their commits 3. Outline Realistic Expectations for Getting Co-sell Support: ⚪ Getting Started: As one of many partners, it is critical to build goodwill with the CP teams in order to get co-sell support. Expect co-sell calls, deal intelligence, and assistance with marketplace purchases. ⚪ Intermediate Expectations: CPs will engage actively, deliver messaging, and provide insights about their customers. However it is critical for sellers to  understand the nuanced relationship with their CP counterparts to foster this collaboration. ⚪ Advanced Expectations: Acknowledge that CPs may not directly introduce you to customers initially or advocate for your solution or sell it’s value to a customer. Building trust and relationships is crucial to make this happen. Key Takeaways: ⚫ Emphasize building trust and relationships over time. ⚫ Recognize the importance of understanding and navigating CP relationships. ⚫ Set realistic expectations for co-sell support at each stage of the journey

Tackle.io’s 2023 State of Cloud GTM Report is bursting with insights from B2B software sellers about their experiences with and expectations of cloud partnerships. This year, we learned: 💥Marketplace and co-sell go hand-in-hand 💥Buyer data is the missing piece to take Marketplace + co-sell to the next level  💥Adequate enablement and a lack of internal resources are two of the biggest hurdles facing ISVs 💥And SO much more. Start here to discover key highlights from the report. https://lnkd.in/gUuHdJvx 

SaaSify Now Available in Google Cloud Marketplace, Empowering ISVs to Accelerate SaaS Sales via Google Cloud Marketplace Read the full article here: https://lnkd.in/d7-ixuTF #technews #cios #ctos #voiceofcio #cionews #cloud #googlecloud #isvs #saas #cloudmarketplace CIONews Desk | CIO News