Manik R., Global Head of Microsoft Alliance at NetApp, reveals that cloud marketplace is “one of the biggest growth engines 📈 that we have seen over the last year … this became a completely new vehicle for us to transact and it was great for the customers…”
Manik drew on his experience in leading Microsoft Azure alliances in NetApp and more than two decades in alliances prior and shared his insights on how to grow and run a cloud marketplace GTM at scale.
🗽 Manik explains that when he joined NetApp, the first thing that he did was “build the marketplace team to ensure that we have our IP co-sell ready, IP co-sell MACC eligible, making sure we are completely buttoned up when it comes to transacting to the marketplace.”
He put “significant amount of energy knowing that this is going to be the way customers are going to demand a transaction through and procure software product, rather than the traditional way of selling through the channel partner or directly.”
In this clip from our recent Cloud GTM Leader course session Manik explained 5 key areas, or
The Table Stakes for Marketplace Success:
🛠️ Build
IP Co-Sell Ready status for marketplace listings
Partner Center management skills
Solution pitch decks, To and Through Microsoft
Relationship with your Partner Development Managers
📊 Align
Priority Solution Areas
Microsoft Sales organization
GTM and Marketing Initiatives across geos
🤝 Enable
Educate sellers.
Key: Microsoft first party events
Broadcast win wires. Publish customer success
💡 Engage
STU/CSU/GBBs, Leverage PDMs and PMAs
Partner Center reporting and Marketplace Incentives
🎯 Deliver
Robust deployment, Implementation: ACR
Manik emphasizes that to succeed in Cloud GTM it’s critical to understand how Microsoft organizes and compensates sales and solution teams (including STU) and align with MSFT sellers among other things.
What worked for you in aligning with hyperscale sales teams?
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📈 Accelerate your Growth in Cloud Marketplaces
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