Excited to spotlight Saket Kapoor, a đ prominent member of our Cloud GTM course and community. Saket underscores that achieving high growth via marketplaces requires treating them as a disciplined strategy.
Meet Saket Kapoor, the dynamic Director of Worldwide GTM Strategy at Citrix, with background at Accenture and Monitor Deloitte.
He kindly shared his insights on the cloud Go-To-Market (GTM):
đ Journey and Marketplace Importance
Cloud marketplaces are crucial in our GTM strategy because they allow customers to burn down committed cloud spend, consolidate expenses from various vendors, and simplify vendor management.
Our strategy emphasizes collaboration with Cloud Service Providers (CSPs), leading to faster deals, driven by a âbetter togetherâ message and the incentive for customers to utilize committed budgets efficiently.
đĄ Key Insights
The key approach is to think ambitiously, begin with a small-scale implementation, and rapidly expand. You don't have to have all the details sorted or all your products available in the marketplace initially.
Start with a few products, generate momentum internally and with co-selling partners. Provide compelling reasons for partners to engage, demonstrating a clear path to meet their targets. Establish clear procedures for partners to incorporate their services in your private offers. Adaptability and staying informed are crucial for achieving success in this strategy.
đŻ Learnings about Cloud Marketplaces
For me, the essential lesson from various experts in cloud service providers and software vendors (ISVs) was that achieving substantial growth (20%+ of ARR) through marketplaces requires a systematic approach, treating Cloud GTM as a disciplined strategy.
Ideally, having executive support early in the process is beneficial. However, if that's lacking, one can start small and create a convincing case backed by data to demonstrate the opportunities and risks of Cloud GTM to the executive team.
đ˝ Future of Marketplaces
Cloud marketplaces will keep expanding and becoming more advanced. Anticipated trends include increased value-added services from channel partners, aiding customers in finding, acquiring, and managing multi-vendor solutions through CSP marketplaces.
There's also curiosity about how major distributors will adapt their strategies to coexist effectively alongside these CSP marketplaces. I also believe the ISVâs who win will create a hyper personalized buying and onboarding experience in the CSP marketplace.
đ Course on Cloud GTM via Marketplaces
The course offers comprehensive guidance for those interested in launching a Cloud Marketplace strategy. It combines insights from experts who have successfully launched marketplace businesses at Hyperscalers and ISVs, providing practical advice and valuable lessons.
đ I highly recommend this course for its content, delivery format, and the supportive community.
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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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