Thrilled to spotlight Francesca Bowen, Global Vice President of Cloud GTM at Darktrace, an outstanding member in our course. Francesca shared with us her insights on đ accelerating traction in cloud marketplaces and their future.
Having GTM leaders like Francesca from Darktrace, a renowned company powering cyber risk reduction with AI for 9000+ global organizations, adds immense value to our community. Her insightful questions and course participation were exceptional. Let's hear from Francesca:
đ ď¸ Your Partnerships and Cloud Marketplace Journey
Our journey started with cloud via deep technical alliances and technical integrations. As our customers and partners mature in their cloud journey, we are aligning to their journeys ever evolving needs within the Cloud Ecosystem.
In 2024 Cloud GTM is a key pillar of Darktraceâ partner led growth model, inclusive of our channel partners.⯠Darktrace is focused on co-sell and marketplace transactions, as well as best-in-breed integrations to deliver the most impact to our customers.
đ Getting Traction: What Tactics Have Proven Effective for You?
1) Communicate the value of cloud marketplaces to your executive stakeholders across product, revenue, and marketing and create a sense of urgency to get started on the journey.
Be very clear on the outcomes your team will drive, the metrics that will be used to measure them and the impact that will be made on the business.
2) Hire alliances sales, marketing, operations and/or invest in cloud GTM tools.
3) Be sure that you are creating the correct incentives for action within your partner organization. Cloud Alliances should work together with channel partners, never against them.
đŹ Advice on Cloud Marketplaces: Your Top Recommendation?
You get out what you put in - invest in marketing, sales and operations.
đ Insight from the Course: What Resonated or Changed Your Perspective?
A robust operations process is non-negotiable. Put in the hard yards early or risk not being able to physically close deals at the end of your quarter.
đĄ Future of Marketplaces: Your Predictions for Cloud GTM?
The only direction is forward đ for the future of cloud marketplaces. Leading indicators from the channel community - the VARs, GSIs, MSSPs and Distributors - in leveraging marketplace to bring together multi partner offers and services demonstrate the đ exponential growth opportunity.
The future will allow partners to package solutions, install, configure and automatically integrate within the customers cloud services accelerating the adoption of tools and partner services.
đ¨đťâđ Cloud GTM Leader Course: Your Feedback?
The course is highly valuable for a company thinking about setting up their marketplace business, in the early stages or looking to mature and scale their efforts. The seasoned speakers have provided invaluable advice to avoid mistakes and accelerate this route to market.
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đ Accelerate your Growth in Cloud Marketplaces
Transform your marketplace strategy with first-hand insights from Cloud GTM leaders in our 5-week cohort course. Learn in a community of great alliance leaders. Join 100+ alums from companies like GitLab, Darktrace, IDC and others.
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