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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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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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Takeaways from Google ISV Forum
I had the pleasure of attending the Google ISV Forum this month with a group of Tacklers, and I wanted to share our collective key learnings with our community members. Here’s the big takeaway: now is the time to lean into the Cloud GTM partnership with Google, as the company is really ramping up and supporting ISVs with…
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Co-Sell 101: Set the Stage 🎭
Tackle Community, hello! Last time, you heard from us about the value of registering deals in ACE. Let’s now walk through steps to make the most out of each co-sell interaction you have with AWS sellers. 💪 The Intro Once your opportunity has been accepted in ACE, you can now introduce yourself/your sellers to the aligned…
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AWS Co-Sell 101: Meet the Team!
👋 Hi, Tackle Community! We’re V and Karen, and we handle Tackle’s co-sell relationship with AWS. On a daily basis, this means supporting deal acceleration conversations between our reps and AWS account teams, conducting Account Mapping sessions to uncover new pipeline, and leading presentations to AWS sales teams on how…
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MPOPP Success Stories
Good evening, all! 👋 An Alliance lead at one of our customers is looking to connect with a fellow Alliance or Sales leader whose organization has successfully run the AWS incentive program, MPOPP, as they are about to launch their promotion in just a couple of weeks. If you think you may have some guidance to offer or best…
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Double Growth with Co-Sell - Partner Led for 2023
Last week in a CRN interview Microsoft Chief Partner Officer Nicole Dezen said that “...Microsoft co-selling partners achieved nearly double the revenue growth of partners that didn’t co-sell with Microsoft. Partners that co-sell with Microsoft grow faster and generate higher margin” She went on to tell CRN that partners…
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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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AWS CPPO Adoption - What worked well? Areas of friction? What would you change?
In 2022, 55% of enterprise survey respondents said they viewed channel partners as complementary to Marketplace. For sellers in the enterprise segment, 80% of their Marketplace deals had some level of channel partner involvement and expect that to increase this year. Sellers essentially want both choices, Channel Partners…
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Local Currency Transactions on Google Marketplace
We have several international customers who are interested in moving their transaction over to the marketplace for their upcoming renewal. The challenge we are seeing is that we have always quoted and accepted payment in local currency (AUD, GBP, EURO and USD). Forcing a customer to transact in USD for a marketplace deal…
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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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Engaging CSPs through Microsoft Marketplace
Solgari is a Microsoft ISV and we have just published our transactable Solgari for Microsoft Teams solution on Azure and AppSource market places. It is an an all-channel digital contact center solution that turns Teams into an agent end-point for customer service service and sales. We are going to bring this out to CSPs…
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How do you manage ACE opportunities?
In our last Marketplace Meetups session about co-sell with AWS, the following question was asked: What tools are you using (if any) to manage ACE opportunities? We ended up having a discussion about it but I'd love to hear from other ISVs who work with ACE to see if you have any tips or insight to add here. Comment below!
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Tracking Marketplace Deal Disbursements - How do you do it?
Some companies create fake invoices in tools like NetSuite, others have spreadsheets tracking disbursements based on cloud provider reporting and disbursement timelines. What's worked for your teams? I'm tagging some ops/finance folks to get the conversation going, hope you don't mind @zahid.sayyed @ericelias @edo…
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Tackle's Tips for successfully collaborating with Google Cloud
🚨 New Blog Alert! 🚨 A successful relationship with a Cloud Provider is key to Cloud GTM success, but knowing where to start or where to focus efforts can be challenging. Our newest blog not only covers the importance of building a relationship with a Cloud Provider but it also includes practical tips on how to get…
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APN Central 2.0 - Have you made the switch?
After many years of partnering with AWS, I've seen a few iterations of what the partner hub experience looks like and candidly I think we, and our friends at AWS, would all agree it was time for a refresh. Enter APN Central 2.0! Have you had a chance to check it out yet? I manually forced the switch for the Tackle account…
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A Marketplace poem from ChatGPT
A Tackler recently shared his experience with ChatGPT after asking the AI chat bot to write a poem about Cloud Marketplaces. Here's what was produced: Cloud marketplaces, up in the sky Where businesses go to buy and sell on high A place where technology takes flight Where data and servers are aplenty, quite a sight From…
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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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Twelve Days of Marketplace Part 1
In this post, I will be sharing a series of articles written by ANZ PDM, Matt Furse, called the "Twelve Days of Marketplace". In this series, Matt dives into his thoughts on B2B cloud marketplaces in 2022. This will be shared over multiple posts, but here are the first four for your enjoyment. 1st Day of Marketplace- One…
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Reflections on re:invent
I must say, as my 6th AWS re:Invent experience, this was by far my favourite. As I reflect on my time at re:invent I think it tallied up to something like this... 50% meetings with AWS executive leadership discussing how we can help AWS partners in 2023 to scale their co-sell and marketplace success - better together! 25%…
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GCP Deal Registration & Co-sell Motion - How do you manage?
We're curious, given the more manual nature of GCP's deal registration process, how have you built a program for GCP deal registration and field outreach? Any tips to share that helped you scale?
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Best Practices to Accelerate Growth
Hi All, My name is Kristin Bourassa and I am on the Microsoft team here at Tackle. Last week, Brian Levenson (@bl) interviewed Paul Horn from Nasuni on marketplace, co sell, partnerships and best practices to accelerate growth. If you have time to check it out, you should! Link to the On Demand Webinar below: Question for…
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Multi currency deals in Azure Marketplace
I don't work with AWS or Google, so I am not sure how they handle exchange rates or if they do it differently than Azure. We transacted our first international deal last week with a customer in Australia and when I received payout notification from Microsoft this week there was a surprise, in that the payout is 15k less…
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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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Any Thanksgiving Plans?
To our American members, I'd love to hear what you have planned for the upcoming Thanksgiving holiday, if anything! Our Tackle Team recently shared their favorite dishes for the Thanksgiving meal so I thought I'd share some of the front runners: Stuffing was the overwhelming fave for most 🤩 Creative mashed potatoes (think…
