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5 Channel Shifts that Drive Billions in Cloud GTM Growth in 2025
FREE ONLINE WORKSHOP
February 11th
10.30-11.30 am PT
The old approach of treating marketplaces as "just another channel" and "waiting for partners to adopt marketplaces" simply doesn't work anymore.
After training 200+ Cloud GTM leaders, one pattern becomes clear: The playbook for channel success in cloud marketplaces is being written right now by top-performing ISVs and partners. Let’s break it down.
Exclusive deep-dive into how top ISVs are leveraging channel partners to accelerate marketplace growth
This online workshop will be hosted by Roman Kirsanov, a widely respected expert in Cloud GTM and tech partnerships for his data-driven insights.
Roman helped build hundreds of tech and distribution partnerships, turned around multiple large-scale partner programs and consulted top US and UK companies on their GTM strategies. Sloan Fellow from London/Columbia Business Schools., Founder Award Winner, LBS Institute of Innovation & Entrepreneurship.
Darren Sharpe is Microsoft's Commercial Marketplace Lead for UK Services Partners, where he drives the transformation of traditional channel models in the cloud and AI era.
Darren has been a pioneer and a thought leader in the SaaS Channel evolution and consumption economics space, working with leading cloud providers and partners to deliver value and innovation to customers.
Proven Strategies
This isn't theory—you'll get actionable frameworks from our Cloud GTM Leader course, which has helped 200+ alliance leaders scale their marketplace revenue growth.
2025 Opportunity
Learn how to tap into $380Bn of enterprise cloud commits with partners
We'll share real examples, tactics, and pitfalls to avoid in scaling on marketplaces with channel partners.
From Resell to Strategic Co-sell
❌ Can we get partners to resell our cloud marketplace listings?
✅ Let's build & scale joint solutions with partners through marketplaces
From Deal Volume to Customer Value
❌ Can partners focus on selling more licenses?
✅ Let’s enable partners to drive product LTV growth across the lifecycle (buy, renew, expand)
From Generic to Vertical Solutions
❌ Partners just can add services on top of our product
✅ Let’s co-create industry solutions (& IP) with partners that transforms customer outcomes
From Product Push to Cloud Consumption Success
❌ Can partners more often promote our marketplace listings?
✅ Let’s help partner’s customers leverage their cloud commits through marketplace solutions
From Siloed Sales to Embedded Marketplace
❌ Partners should just direct customers to marketplaces more
✅ Let’s embed marketplace into joint customer touchpoints to simplify their experience
In This 60-Minute Workshop, You'll Discover:
Why top performers are taking a different path and many of them leverage partners:
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They recognize that channel partners will continue to influence customer buying decisions
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They're creating joint solutions with partners to address specific industry challenges
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They're reaching new customers and revenue streams by enabling partners to build services around their marketplace offerings
The old "wait and see" approach to marketplaces no longer works. Join us to learn what does. It’s free.
*Partner Insight estimates, details in the cloud commits tracker
Unlock YOUR Share
of $380Bn Commits with Cloud Marketplaces & Channel
Hyperscalers have accumulated $380 billions of committed spend 💰 from their customers - spend that could be directed to buying your software and services.
Let me explain. While many enterprises grapple with a cash crunch, they still have to honor multi-year commitments to their cloud providers to maintain their discounts.
Here's the trick: if they buy your SaaS via AWS or Microsoft Cloud or Google Cloud marketplace, their spend goes towards these commitments.
💳 Effectively, they're purchasing your product with pre-allocated cloud funds. It's a quick win for everyone involved, accelerating procurement timelines from months to days.
More in Partner Insight cloud commits tracker.
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