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Accelerate Growth
with Microsoft
Marketplace & AI

July 23, 2024
9-11am PT
Scale your cloud GTM in FY25 with co-sell and the partner ecosystem, powered by the marketplace.
Join us for 2 hours for an exclusive online event with Microsoft and transform your marketplace strategy with first-hand insights.
Learn the latest trends, winning strategies, and solutions to common challenges directly from Microsoft and Cloud GTM leaders from top companies.

Keynotes with Top Analyst & Product
of Microsoft Marketplace

Jay McBain promo card.png
Ryan Storgaard promo card.png
9:00 am - 9:30 am PT
Evolution, Trends & Opportunities
Cloud Marketplaces
Jay McBain was among the first who predicted cloud marketplace explosion.

In our recent event he stressed the magnitude of the current shift: "2024, in the history books, will be known as an 📈 inflection point. 43 years into our broader partner channel… major things are happening"

His initial forecasts suggested that top cloud marketplaces might generate $45 billion by 2025, growing at an 86% compounded rate. Today, Jay McBain believes this target might be reached much sooner, possibly by mid-2024.

Jay expalns: "Marketplaces aren't a threat to anyone. It's a net addition, because it drives you to the more valuable, high-margin, more revenue-generating parts of your business....

It's not an add-on; it's not an adjacent layer to your strategy. At some point, it's going to become core, and 1/3 of your customers are going to prefer to buy there, and 1/3 of all the money in your TAM will be there, and a million partners will surround that."
9:30 am - 10:00 am PT
Insights from Microsoft Marketplace Leader
We’re thrilled to have Ryan Storgaard, who leads marketplace growth at Microsoft, share his insights.

Ryan is critical to the acceleration of the marketplace business:
  • 100% YoY sales growth with billions sold in FY24.
  • 7x YoY increase in visits to transactable AI offers on marketplace.
  • 140+% YoY growth in transactable AI offers published

Ryan Storgaard is a Senior Director for the Microsoft commercial marketplace focusing on marketplace growth. With more than two decades of experience, Ryan has worked extensively with software development companies to empower their success across Azure and is a veteran to the marketplace business.

Currently, Ryan leads a team focused on strategic growth initiatives within the product team. He’s also the recipient of the prestigious Microsoft Chairman's Award and a member of Microsoft’s Circle of Excellence.

Event in partnership with

Co-Sell Panel

Building Successful
Motion with Microsoft

10:00 am - 10:30 am PT
Join us for an engaging discussion with three Cloud GTM Leaders. In this panel, we'll delve into explaining tactics to stand out in marketplaces and drive revenue with co-selling. We’ll discuss the intricacies of maximizing co-selling and scaling your business beyond the initial stages of listing and transactions.

Among Our Incredible Panelists:
  • Mike Marzano (Moderator), Head of Cloud Alliances & Marketplace at Contentsquare
  • Dan Rippey, Senior Director, Microsoft AI Cloud Partner Program at Microsoft
  • Dusty Jackson, Global Alliance Director - Microsoft at Elastic
  • Trunal Bhanse, CEO of, frm. Director of Engineering in Confluent
  • Alex Balcanquall, Senior Director, Marketplaces Strategy & Operations, Cloud Software Group (Citrix)

We Will Discuss:
  • Strategies for SaaS Businesses to Stand Out
in a Cloud Marketplace
  • Maximizing Co-Selling and Co-Marketing Opportunities
  • Scaling Beyond Initial Listing and Transactions
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Co-Sell Panel
Ecosystem Panel

Partnering with Ecosystem to Unlock Cloud GTM Growth

10:30 am - 11:00 am PT
Many believe that 2024 will be the year of Channel Partners in cloud marketplaces. But how exactly do partners fit into Cloud GTM? Where do they have an edge, and how can ISVs unlock growth on marketplaces?
How to take full advantage of Microsoft multiparty private offers (MPO)? 
Discover latest insights from Microsoft, Channel Partners, and ISVs to unlock traction on Microsoft marketplace with channel partners.

Our Incredible Panelists:
  • Jonathan Kingsepp (Moderator), Cloud GTM Mentor/Advisor at Partner Insight with CXO-level experience in Invisory, Tackle, OutSystems
  • Jason Rook, Sr. Director Product Marketing – Commercial Marketplace Channel Sales
  • Angelina Gambina, Microsoft Azure Partner Ecosystem BDM at NetApp 
  • Sridhar Adusumilli, CEO & Co-Founder at
  • Mark Grigoletto, Director of Cloud Marketplace at Presidio
We Will Discuss:
  • Why multiparty private offers are 2X larger than direct to customer private offers and how to take advantage or it
  • The role of channel partners in Cloud GTM: SIs, VARs, MSPs.
  • The growing influence of Service Partners in Cloud GTM
  • and more 
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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 Accelerate Growth with Microsoft Marketplace & AI?

9:00 am - 9:30 am PT
Jay McBain, Chief Analyst - Channels, Partnerships & Ecosystems, Canalys
9:30 am - 10:00 am PT
Ryan Storgaard, Senior Director,
Marketplace Growth
10:00 am - 10:30 am PT
Building Successful Co-Sell Motion with Microsoft
10:30 am - 11:00 am PT
Partnering with Ecosystem to Unlock Cloud GTM Growth
*Partner Insight estimates, details in the cloud commits tracker 

Unlock YOUR Share
of $348Bn Commits with Cloud Marketplaces

Hyperscalers have accumulated $348 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.

Learn more & Master Marketplaces with
5-week cohort course & community

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