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Scale Your Growth with AWS Marketplace in 2025
FREE ONLINE EVENT
Nov 13, 2024
9-11am PT
Insider Strategies for Global Expansion & Channel Acceleration from AWS Leaders & Top ISVs.
Join us for 2 hours for an exclusive online event with Amazon Web Services.
Learn the latest marketplace trends, winning strategies, and solutions to common challenges directly from AWS leaders and Cloud GTM leaders from top companies.
Keynotes with Top Analyst & Worldwide
Head of Marketplace Adoption at AWS
9:00 am - 9:30 am PT
Evolution, Trends & Opportunities
in Cloud Marketplaces
While the tech industry grows at 6.2% and global economy at 2.6%, cloud marketplaces are exploding at ⏫ 86% CAGR. Join us to hear Jay McBain, the analyst who predicted this surge, share what's next for Cloud GTM in his keynote.
Jay's track record speaks volumes. His early forecast of “"$45B in marketplace transactions by 2025"” has been so precise that it became a north star for the tech industry.
📈 But 2025 could be even more transformative, as Jay stresses the "continuing explosive growth of hyperscalers":
"Fueled by Gen AI, continued growth in cloud transformations, and the inclusion of services and partnerships, digital marketplaces will continue to grow at mind-numbing rates."
🤝 The Channel Evolution: Perhaps Jay's most striking prediction at Canalys: by 2027, over 50% of AWS, Azure, and Google Cloud marketplace sales will flow through partners.
This convergence of cloud and channel is forming ecosystems of unprecedented scale around cloud marketplaces. Jay notes that nearly 3/4 of tech business in general - "73.2% - will go to, through and with the channel."
Join us to hear Jay unpack these trends and share his perspective on the next wave of cloud and marketplace evolution.
9:30 am - 10:00 am PT
Insights from AWS Marketplace Scale Leader
We're thrilled to welcome Lewis Howarth, Worldwide Head of Marketplace Adoption at AWS. Lewis has been in AWS for over a decade, leading teams across the partner and marketplace organizations. He’s been at the forefront of the disruption happening in procurement teams, working closely with numerous ISVs and consulting partners (CPs) to help them navigate and take advantage of this change.
Lewis brings unique insights into accelerating marketplace adoption through three key principles:
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Normalization: Making marketplace transactions as natural as traditional procurement
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Frictionless: Removing barriers between buyers and sellers via marketplace
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Mainstream: Positioning marketplace at the center of enterprise software buying
He highlights that cloud marketplaces are growing faster than ever and underscores the growing adoption of channel-first ISVs on AWS Marketplace.
Event in partnership with
Scale & Expansion Panel
Expand your Global Presence with AWS Marketplace
10:00 am - 10:30 am PT
Join us for an engaging discussion with AWS Marketplace and ISVs leaders on how to use marketplace to scale your sales and reach customers in international markets.
We’ll dive into improving operational excellence, minimizing financial overhead. building deep relationships with local partners and more.
Among Our Incredible Panelists:
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Arif Razvi, WW Leader, AWS Marketplace International Expansion & New Business
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Francesca Bowen, Global Vice President, Cloud GTM, Darktrace
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Andy Whyte, CEO at MEDDICC
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Brian Lawrence, Vice President of Sales, Clazar
We Will Discuss:
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Strategies for SaaS Businesses to Stand Out in a Cloud Marketplace
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How to Increase revenue opportunities by gaining access to AWS's global customer base
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Maximizing Co-Selling and Co-Marketing Opportunities
Partner Ecosystem Panel
How ISVs use AWS Marketplace & Channel Partners for rapid growth
10:30 am - 11:00 am PT
Canalys forecasts that >50% of sales via top hyperscaler marketplaces will flow through the channel by 2027!
But how exactly do partners fit into Cloud GTM? Where do they have an edge, and how can ISVs unlock growth on marketplaces? Discover insights from leaders from AWS Marketplace, ISVs, and Partners, in our engaging panel on how to unlock and accelerate marketplace traction with channel partners.
Among Our Incredible Panelists:
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Franco Naling, Senior Manager, NAMER Channels, AWS Marketplace
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Serge Durand, Head of AWS Marketplace EMEA, Channel
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Michael Musselman, VP of Partnerships at Astronomer, x-Lacework
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Daniel Roppert, Channel & Alliances Leader - Central Europe at Wiz
We Will Discuss:
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The role of channel partners in Cloud GTM: SIs, VARs, MSPs.
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The growing influence of Service Partners in Cloud GTM
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Distributors as scale partners.
Ecosystem Panel
Presented by Roman
This event will be moderated by Roman Kirsanov, a widely respected expert in partnerships and Cloud GTM for his data-driven insights.
Roman helped build hundreds of tech and distribution partnerships, turned around multiple large-scale partner programs and consulted top US and UK companies on their GTM strategies.
Sloan Fellow from London/Columbia Business Schools., Founder Award Winner, LBS Institute of Innovation & Entrepreneurship. OnDeck Founder Fellow.
Ready to Scale Your Growth with AWS Marketplace in 2025?
Keynote:
9:00 am - 9:30 am PT
Jay McBain, Chief Analyst - Channels, Partnerships & Ecosystems, Canalys
Keynote:
9:30 am - 10:00 am PT
Lewis Howarth, WW Leader, AWS Marketplace Scale Adoption
Scale & Expansion Panel (leaders from AWS and 3 ISVs):
10:00 am - 10:30 am PT
Expand your Global Presence with AWS Marketplace
Partner Ecosystem Panel (leaders AWS, ISVs & Channel Partners):
10:30 am - 11:00 am PT
How ISVs use AWS Marketplace & Channel Partners for rapid growth
*Partner Insight estimates, details in the cloud commits tracker
Unlock YOUR Share
of $380Bn Commits with Cloud Marketplaces
Hyperscalers have accumulated $380 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 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 Roman’s quarterly cloud commits tracker.
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