Delighted to share insights from Segev Ben-Zur, a standout alum of our course, who leads Cloud Marketplace operations at Check Point Software.
💡 Segev explained why customers prefer buying via marketplaces, the KPIs he tracks and more:
☁️ Experience with Cloud Marketplaces
I started my Cloud Alliances journey at CONNACT, a Cloud GTM consulting agency, where I learned to leverage hyperscalers’ momentum, drive deals, marketing and build partner programs.
Understanding fundamentals, I saw immense growth opportunities in cloud alliances and knew this was where I wanted to focus.
🗝️ Why Cloud GTM is essential
CSP marketplaces are often seen as procurement tools, but I propose a different perspective. Marketplaces benefit from momentum driven by ISVs and Partners, so Hyperscalers offer incentives to boost marketplace purchases.
Companies that capitalize on this momentum position themselves for substantial growth.
👨🏻💻 Why do your customers use marketplaces?
Customers aim to maximize cloud investments while streamlining procurement, subscriptions and invoice management in one place.
Marketplaces manage licenses, procurement and maintenance of cloud products from multiple providers, offering a seamless experience.
📈 How long did it take to see results?
Given Check Point's prominent position in the cybersecurity industry, our growth in the marketplace was swift. After releasing our first products to marketplaces, customers quickly embraced purchasing there.
This immediate uptake showed the trust and recognition Check Point enjoys as a leading security ISV.
🎯 Has Cloud GTM helped you reach new customers or expand?
Cloud marketplaces enable smaller customers to adopt our products early through a PAYG model. This fosters mutual growth as we integrate into their security infrastructure and support their development.
Larger customers prefer using their committed cloud spend and request to transact deals via CSP marketplaces, through CPPO. Our ability to sell on these platforms lets us cater to our customers' preferred purchasing methods, resulting in faster deal closures.
📊 What KPIs do you use to measure success?
We measured success by several KPIs:
✔️ increase in the number of deals through Partner-Led and public marketplace offers
✔️ growth of deal sizes in private offers
✔️ frequency of recurring renewals via marketplace
✅ How do you enable your company on Cloud GTM?
Not everyone in the organization fully understands the benefits of cloud GTM. To address this, I created a comprehensive presentation that explains marketplace fundamentals, different offer types, growth data, and stakeholder benefits.
💡 Cloud GTM Leader Course
The highlight of the course was the Mastermind sessions - in-depth discussions of industry challenges, new ideas, and trends with mentors and peers.
These strategies were immediately applicable, making a significant impact on my daily work.
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📈 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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