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My Cloud Selling Secret Contest - Rules for Participation
Get rewarded for sharing your knowledge in The Tackle Cloud Community! Create a discussion post about a Cloud GTM best practice, process, or workflow and the post that receives the most likes and/or comments will win 30 minutes with a Tackle senior leader of their choice! ✔️ Here’s how to participate: Navigate to The…
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How I Tackle Marketplace with Ben Rice
We sat down with Tackle customer and community member @ben, VP of Business Development at Styra, to learn about his Marketplace journey. Read on to hear his story and gain some tips for finding Marketplace success. Tell us a little bit about yourself and your role at Styra. I am a San Francisco Bay Area tech and security…
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Considering using Tackle Prospect for your sales & marketing teams?
Iron Mountain is just starting our journey with cloud marketplace selling and driving additional value to our customers. Tackle Prospect has helped our selling teams gain an edge on identifying marketplace target accounts in their books of business----gaining the propensity to buy scoring for the top 3 cloud providers is…
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My Cloud Selling Secret for Building Pipepline with your own Sales Reps
Hey we all train our sellers to ask their prospects and customers early in sales cycles about buying through marketplace.....right? This is one of the most important ways to get Marketplace deals done- connecting buyers and sellers with the medium to transact. Seems obvious. Would you imagine that some of your sellers…
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My Cloud Selling Secret: Cloud Commits/PPAs
You have the best chance of maximizing the benefits/incentives a Cloud is willing to give to you in a "commit/ppa" (which is a commitment to spend with them over usually 3-5 years) if the growth is higher than your current cloud spend run rate. Hence, a good strategy is to sign the "commit/ppa" around the same time you…
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A Comp Neutral Model is Best Practice for Marketplace Success - What's your organization's view?
64% of ISVs we polled have a comp neutral model (up from 54% last year). When we look at our customer base and see companies struggle to adopt a successful Marketplace motion, or have trouble transacting, the most common underpinning is the lack of a comp neutral model. Ensuring sellers aren’t negatively impacted by…
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Professional Services and SaaS Private Offers
I heard this mentioned on a Marketplace Meetups sessions a few months ago but wanted to see if I could get some additional insight from the community... What percentage of professional services can be included in a SaaS private offer? A couple community members specifically shared that in a SaaS private offer you have to…
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How did you promote your listing?
What communication strategies did your team use to promote your presence on MP? Which channels were most effective?
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Identifying Marketplace Opportunities - How do you evaluate your pipeline?
Many companies employ different tactics to identify transactions ideal for Marketplace (likelihood to buy, data analytics, conversational data, etc). How does your team do it today? Are you looking for some ideas in this area? Drop a comment below so we can crowdsource some ideas! Tagging a few folks for insights:…
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Achieving that first Marketplace transaction - What made the difference?
Right now, many Tackle customers are doing the work to book that first deal via Marketplace and as you might already know, there are a lot of moving parts that need to be activated to get there. Let's use this thread as an opportunity to support our fellow ISVs and crowdsource a list of important mechanisms or motions…
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How I Tackle Marketplace with Chris Andrews
We connected with Tackle customer and community member Chris Andrews, COO and Head of Product at Rendered.ai to learn about his experience selling through the Marketplace thus far. Read on to hear his story and leave a comment if you have any questions or advice for @chris. Tell us your name, title, and a little bit about…
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ATTN Multi-Cloud Sellers - Let’s talk best practices
We’ve received some questions from ISVs recently about how to get started on the multi-cloud selling journey all the way through to how to optimize and scale multi-cloud selling efforts. I thought I’d tap into this community’s knowledge and see if we can crowdsource some best practices and tips on this topic. Share your…
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Free Trials - lean in or leave them alone?
We'd love to hear everyone's perspective on marketplace Free Trial offerings . Have they benefitted your organizations GTM motion? Did you try it and it flopped? Your stories on lessons learned would really benefit this community. Please share!
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Practical advice from top sellers on Cloud Marketplaces
In our most recent blog, we've featured several accomplished Marketplace sellers who also happen to be members of our community! They've shared some advice to help sellers like you take your Cloud GTM strategy to the next level 🚀. Here are the top 5 tips provided by companies that have built and scaled successful…
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How does Marketplace fit into your organization's GTM strategy planning?
We've seen cloud marketplaces evolve from a transaction vehicle to a lead revenue generating channel with sales, marketing, and alliance teams working together to grow revenue and build a solid cloud digital selling strategy. I'd love to hear how you and your MP program fit into the the overall Sales & Marketing GTM…
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Sales buy-in
I'm curious how you've managed to convince your sales team to view Marketplace as a valuable sales channel?
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Channel partner visibility
How do you work with your channel partners and resellers to gain visibility in the sales process?
