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$100M Cloud GTM Playbook:
2 Years, 250+ Alumni,
5 Breakthrough Patterns
FREE ONLINE WORKSHOP
September 4
9-10am PT
Two years and 250+ course alumni later, the data reveals something striking: Companies hitting $100M+ follow patterns most others yet to discover.
After analyzing hundreds of marketplace strategies, I'm hosting our anniversary workshop to share what we've learned about why some companies 10X their results while others plateau at a few transactions.
Proven Strategies
This isn't theory—you'll get actionable frameworks from our Cloud GTM Leader course, which has helped 250+ alliance leaders scale their marketplace revenue growth.
$MM Opportunity
Learn the 5 key patterns behind every $10M+ marketplace transformation.
These insights emerged from analyzing hundreds of marketplace successes and failures.
Learn transformations from top operators
Alex Balcanquall, Sr Director of Marketplace Strategy & Operations at Cloud Software Group (Citrix).
Alex has driven a doubling of Total Contract Value through marketplaces each year since 2021.
In 2024, his closed TCV growth via marketplaces was ~450% vs previous year, representing 20% of Citrix's total TCV across all channels.
David Mauer brings fresh battlefield insights from GitLab, where he led Ecosystem Cloud Programs and helped drive $100M+ in marketplace revenue.
Now VP of Channel & Alliances at LucidLink, he's mastered turning marketplace and channel partner complexity into competitive advantage.
Co-Sell Panel
5 breakthrough patterns
Key insights, strategies & tactics that separate $10M+ winners from everyone else (developed from 250+ real transformations)
Go-To-Market and Co-Sell strategies
Why most marketplace initiatives plateau —and the practical shifts that change everything and drive traction
Breaking down blind spots
Deconstructing what's costing most companies millions in missed opportunities
Live case studies breakdown
How our alumni drive $MM+ on marketplaces using these exact insights and strategies
2-year data insights
What actually works
vs. what sounds good in theory
In This 60-Minute Workshop, You'll Discover:
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$100M pattern analysis - why some companies consistently capture $MM in marketplace revenue, while others stall
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How top performers systematically access $469Bn in enterprise commitments instead of waiting for random deals
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Proven strategies to make your product essential to cloud-customer conversations
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Live case study breakdowns of examples of companies transforming marketplace results through these strategies
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Key trends reshaping Cloud GTM for ISVs and partners
Presented by Roman
Roman, a widely respected expert in Cloud GTM and partnerships for his data-driven insights. He helped build hundreds of tech and distribution partnerships, turned around multiple partner programs and consulted top public and private US and global companies on their GTM strategies.
Roman is Sloan Fellow from London/Columbia Business Schools; VC-backed Founder and OnDeck Fellow. He is Founder Award Winner from LBS Institute of Innovation & Entrepreneurship.
This free workshop continues our programming, leading to Cohort 12 of our Cloud GTM Leader course starting September 9th
*Partner Insight estimates, details in the cloud commits tracker
Unlock YOUR Share
of $469Bn Commits with Cloud Marketplaces
Hyperscalers have accumulated $469 billions of committed spend 💰 from their customers - spend that could be directed to buying your software and services.
Let me explain. While many enterprises grapple with a cash crunch, they still have to honor multi-year commitments to their cloud providers to maintain their discounts.
Here's the trick: if they buy your SaaS via AWS or Microsoft Cloud or Google Cloud marketplace, their spend goes towards these commitments.
💳 Effectively, they're purchasing your product with pre-allocated cloud funds. It's a quick win for everyone involved, accelerating procurement timelines from months to days.
More in Partner Insight cloud commits tracker.
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