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How to Unlock Next-Gen Cloud GTM
to Co-Sell, Partner and Scale
Free Online Event
March 26, 2024 at 9-11AM PT
Transform your cloud marketplace strategy with insights from a Cloud Marketplace Leader, Top Analyst, ISVs and Partners who have unlocked Cloud GTM potential.
In just 2 hours, discover how to accelerate ISVs growth, learn the latest trends, winning strategies, and solutions to common challenges in Cloud GTM, directly from the best in the industry.
Evolution, Trends & Opportunities in Cloud Marketplaces
Dai Vu
Managing Director,
Cloud Marketplace
& ISV GTM Initiatives
Insights from Google Cloud Marketplace Leader
10:30 AM - 11:00 AM PST
9:00 AM - 9:30 AM PST
Dai Vu leads Google Cloud Marketplace & Global ISV GTM Initiatives, focusing on accelerating partner innovation and platform revenue growth. This includes Business Development, Partner & Platform Strategy, Partner Engineering, GTM Initiatives, and Field/Partner Co-Sell.
Google Cloud marketplace is growing rapidly with annual growth exceeding triple digits.
In H1 of 2023, Google Marketplace grew at 140% YoY in the gross transaction value. That’s much faster than the overall Google Cloud growth overall.
Google Marketplace co-sell bookings in H1 of 2023 grew about 200% YoY. On the end customer side, the number of customers who are spending more than $1 million in Google Marketplace has increased by 6X.
Keynotes with Top Analyst & Managing Director of Google Cloud Marketplace
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 a different way to collect money, it's a different route for vendors, but in the end, all of the end-customer behavioral psychology, journey mapping, and research we're doing is leading this way.
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."
Jay McBain
Chief Analyst - Channels, Partnerships & Ecosystems
Event in partnership with
Panel: Building Successful Co-Sell Motion with Hyperscalers
9:30 AM - 10:00 AM PST
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.
🏆 Our Incredible Panelists:
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Laurent Mechain, VP of Strategic Alliances at Elastic
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Abhijit Madhugiri, VP of Global Technology Alliances at Dataiku
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Rolf Heimes, Board Member and VP of Alliances
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Trunal Bhanse, CEO of Clazar
We Will Discuss:
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Strategies for SaaS Businesses to Stand Out in a Cloud Marketplace
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Maximizing Co-Selling and Co-Marketing Opportunities
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Scaling Beyond Initial Listing and Transactions
Panel: Partnering with Channel to Accelerate Cloud GTM Growth
10:00 AM - 10:30 AM PST
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? Discover insights from Distributors, SI Partners, and ISVs in our engaging panel on how to unlock and accelerate marketplace traction with channel partners.
📊 Our Incredible Panelists
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Matt Fox, Vice President-AWS at TD SYNNEX
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Jonathan Kingsepp, CRO of Invisory
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Jen Murphy, VP, Channels & Alliances at StarTree
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Rob Spee, SVP of Partner Ecosystems at BeyondTrust
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.
Presented by Roman
This event will be moderated by Roman Kirsanov, a widely respected expert in the partnership industry for his data-driven insights.
Both keynotes and panel discussion will bring the industry's brightest minds, sharing direct, impactful experiences from the world of hyperscalers. Get ready to learn in-depth insights from real-world examples.
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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. OnDeck Founder Fellow. Founder Award Winner,
LBS Institute of Innovation & Entrepreneurship
Roman Kirsanov
CEO - Partner Insight
Ready to Learn How to Unlock Next-Gen Cloud GTM in 2024?
9.00-9.30 AM PST - Keynote: Jay McBain, Chief Analyst - Channels, Partnerships & Ecosystems, Canalys
9.30 - 10.00 Panel (3 ISVs): Building Successful Co-Sell Motion with Hyperscalers
10.00 - 10.30 Panel (3 Channel Partners): Partnering with Channel to Accelerate Cloud GTM Growth
10.30-11.00 Keynote: Dai Vu, Managing Director, Cloud Marketplace & ISV GTM, Google Cloud
Unlock YOUR Share of $341Bn commits
with Cloud Marketplaces
Hyperscalers have accumulated $341 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.
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