I’m thrilled that Neeti Gupta, Head of Hyperscaler Partnerships at Broadcom/VMware, is joining our panel at the "How to Win 🏆 in Cloud GTM in 2024" event tomorrow. Neeti recently shared her insights on Co-Build and End-to-End Go-To-Market in our Cloud GTM Leader course.
With extensive experience ranging from Microsoft to Meta, and from GE to VMware (acquired by Broadcom), Neeti has been leading cloud partnerships from the early days. Recognized as one of CRN's 2023 Women of the Channel, her expertise in co-building with hyperscalers is unparalleled.
📈 Transformative Growth in Cloud Marketplaces
Neeti's track record at VMware illustrates how a strategic focus on co-building, co-marketing, and co-selling with cloud platforms can lead to exceptional growth. Under her guidance, VMware achieved triple-digit revenue from Azure Marketplace, demonstrating the power of well-executed cloud GTM strategies, even on a bootstrap budget.
💡 End-to-End Go-To-Market
Neeti advocates for integrating co-building, co-marketing, and co-selling, ensuring alignment between all internal functions and with hyperscalers teams. “Every time we do this [product development or launch], we are going to do an end-to-end go-to-market strategy session,” she says. This approach fosters a cohesive and effective cloud GTM process from the start.
💼 Building a Team for Cloud Success
Neeti emphasizes that individual contributors alone cannot achieve major partnership goals. She outlined a team structure that includes roles in innovation, marketing, and operations, ensuring a comprehensive approach to cloud GTM.
💜 Focusing on Customer Experience
An essential aspect of the co-build strategy is understanding explicit and untapped customer needs. Neeti recommends conducting in-depth customer research to inform product development, leading to successful partnership strategies.
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📈 Accelerate your Growth in Cloud Marketplaces
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