$1B is public. Decisions behind them are not

The billion-dollar milestones are public. The decisions behind them rarely are.

Leaders did more than list products and wait for transactions. They had to get sales teams to adopt the motion, earn hyperscaler field attention, build repeatable operations, and connect Marketplace to channel and customer value. 

 We will focus on those choices: what changed, what proved difficult, and what other teams can learn.

$1B is public. Decisions behind them are not

The billion-dollar milestones are public. The decisions behind them rarely are.

Leaders did more than list products and wait for transactions. They had to get sales teams to adopt the motion, earn hyperscaler field attention, build repeatable operations, and connect Marketplace to channel and customer value. 

 We will focus on those choices: what changed, what proved difficult, and what other teams can learn.

$1B Strategy → Playbooks

In 90 minutes, we'll break down what's working for top revenue companies on AWS Marketplace

Speakers from Club companies will discuss the sales, alliance, channel, and operating choices behind scale. Live attendees will receive the 1B Club report after the session, including common patterns, and practical steps you can replicate.

$1B Strategy → Playbooks

In 90 minutes, we'll break down what's working for top revenue companies on AWS Marketplace

Speakers from Club companies will discuss the sales, alliance, channel, and operating choices behind scale. Live attendees will receive the 1B Club report after the session, including common patterns, and practical steps you can replicate.

$1B Strategy → Playbooks

In 90 minutes, we'll break down what's working for top revenue companies on AWS Marketplace

Speakers from Club companies will discuss the sales, alliance, channel, and operating choices behind scale. Live attendees will receive the 1B Club report after the session, including common patterns, and practical steps you can replicate.

Executive Panel

Five Playbooks to Turn Marketplace Into a Company-Wide Growth Motion

Leaders behind billion-dollar Marketplace businesses explain their playbooks that turned Marketplace from an alliance initiative into a company-wide growth motion.

We will examine sales adoption, cloud field alignment, operating choices and ecosystem leverage: what built the first billion, which lessons other teams can apply now, and how AI changes the playbook for the next one.

Featuring:

  • Munish Khetrapal — VP Cloud, Palo Alto Networks
    $2B in Google Cloud Marketplace sales and $1B+ on AWS

  • Robert Karbaum — Director, Partner Systems & Innovation, Salesforce
    $5B+ TCV through AWS Marketplace

  • Nofar Asselman — Worldwide Leader, AWS Marketplace Center of Excellence, Seller GTM Innovation

  • Sid Vajpayee — VP, Global Cloud & Technology Alliance Partnerships, Zscaler
    $1B+ in AWS Marketplace sales

Moderated by Roman Kirsanov, CEO, Partner Insight

Nofar Asselman

Worldwide Leader, AWS Marketplace Center of Excellence, Seller GTM Innovatio

Nofar Asselman

Worldwide Leader, AWS Marketplace Center of Excellence, Seller GTM Innovatio

Deep Dive: Marketplace Operations

The Operations Behind the Billion

At scale the constraint is often not strategy but execution.

We will break down the workflows and automation that remove friction across sales, alliances and operations, without forcing internal teams to replace the processes they already run.

Featuring:

  • Manesh Raveendran — CEO, Spektra SaaSify

  • Sid Vajpayee — VP, Global Cloud & Technology Alliance Partnerships, Zscaler

Moderated by Roman Kirsanov, CEO, Partner Insight

Deep Dive: The Channel Multiplier

How ISVs and Channel Partners Build the Next Billion

The next billion will not be built by ISVs alone.

We will examine how leading ISVs and channel partners work together to expand customer reach, advance Marketplace opportunities and turn the channel into a multiplier for ecosystem-led growth.

Featuring:

  • Mark Grigoletto — Director of Cloud Marketplace, Presidio
    $1B+ in AWS Marketplace sales; 2025 AWS Marketplace Channel Partner of the Year

  • Whitney Sabins — Senior Global Relationship Manager for AWS, ServiceNow
    $1B+ in AWS Marketplace transactions

Moderated by Roman Kirsanov, CEO, Partner Insight

In partnership with:

In partnership with:

In partnership with:

Attend this online event. Keep the detailed research

Playbooks $1B companies use to boost marketplace growth — from converting commits into pipeline to scaling co-sell. Copy, customize, deploy.

Attend this online event. Keep the detailed research

Playbooks $1B companies use to boost marketplace growth — from converting commits into pipeline to scaling co-sell. Copy, customize, deploy.

Attend this online event. Keep the detailed research

Playbooks $1B companies use to boost marketplace growth — from converting commits into pipeline to scaling co-sell. Copy, customize, deploy.

$1B strategy breakdown

The operating choices that repeat across companies, supported by public evidence and operator commentary where available.

$1B strategy breakdown

The operating choices that repeat across companies, supported by public evidence and operator commentary where available.

$1B strategy breakdown

The operating choices that repeat across companies, supported by public evidence and operator commentary where available.

From listings to adoption to scale

How leading companies moved Marketplace from an alliance initiative into the sales process.

From listings to adoption to scale

How leading companies moved Marketplace from an alliance initiative into the sales process.

From listings to adoption to scale

How leading companies moved Marketplace from an alliance initiative into the sales process.

Action guide to implement

Practical questions and next steps for sales adoption, co-sell, channel, economics, and Marketplace operations.

Action guide to implement

Practical questions and next steps for sales adoption, co-sell, channel, economics, and Marketplace operations.

Action guide to implement

Practical questions and next steps for sales adoption, co-sell, channel, economics, and Marketplace operations.

Operationalize marketplace revenue

Practical questions and next steps for sales adoption, co-sell, channel, economics, and Marketplace operations.

Operationalize marketplace revenue

Practical questions and next steps for sales adoption, co-sell, channel, economics, and Marketplace operations.

Operationalize marketplace revenue

Practical questions and next steps for sales adoption, co-sell, channel, economics, and Marketplace operations.

Plus: Latest Market Insights

We’ll discuss how leading teams structure the workflow: intake, qualification, private offers, approvals, co-sell context, customer procurement language, and automation.

Plus: Latest Market Insights

We’ll discuss how leading teams structure the workflow: intake, qualification, private offers, approvals, co-sell context, customer procurement language, and automation.

Plus: Latest Market Insights

We’ll discuss how leading teams structure the workflow: intake, qualification, private offers, approvals, co-sell context, customer procurement language, and automation.

$1B Marketplace Club: How Leaders Built Scalable Revenue

Join us live on September 8, 9-10.30am PT

Insights on Linkedin

Presented by
Roman Kirsanov

CEO of Partner Insight

Roman is a widely respected expert in Cloud GTM and partnerships, known for his data-driven approach. He has built hundreds of technology and distribution partnerships, led major partner-program turnarounds, and advised leading US and UK companies on GTM strategy.

He is a Sloan Fellow (London & Columbia Business Schools), VC-backed founder, OnDeck Fellow, and a Founder Award winner from the LBS Institute of Innovation & Entrepreneurship.

Insights on Linkedin

Presented by
Roman Kirsanov

CEO of Partner Insight

Roman is a widely respected expert in Cloud GTM and partnerships, known for his data-driven approach. He has built hundreds of technology and distribution partnerships, led major partner-program turnarounds, and advised leading US and UK companies on GTM strategy.

He is a Sloan Fellow (London & Columbia Business Schools), VC-backed founder, OnDeck Fellow, and a Founder Award winner from the LBS Institute of Innovation & Entrepreneurship.

Insights on Linkedin

Presented by
Roman Kirsanov

CEO of Partner Insight

Roman is a widely respected expert in Cloud GTM and partnerships, known for his data-driven approach. He has built hundreds of technology and distribution partnerships, led major partner-program turnarounds, and advised leading US and UK companies on GTM strategy.

He is a Sloan Fellow (London & Columbia Business Schools), VC-backed founder, OnDeck Fellow, and a Founder Award winner from the LBS Institute of Innovation & Entrepreneurship.

$496 B

Commits

$514 B

Commits

$281 B

Open AI commits

$187 B

Azure Enterprise*

Unlock YOUR Share of $1.5T Commits with Cloud Marketplaces

Hyperscalers have accumulated nearly $1.5 trillion in 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 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.

*Details in quarterly cloud commits tracker

Learn More

$496 B

Commits

$514 B

Commits

$281 B

Open AI commits

$187 B

Azure Enterprise*

Unlock YOUR Share of $1.5T Commits with Cloud Marketplaces

Hyperscalers have accumulated nearly $1.5 trillion in 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 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.

*Details in quarterly cloud commits tracker

Learn More

$496 B

Commits

$514 B

Commits

$281 B

Open AI commits

$187 B

Azure Enterprise*

Unlock YOUR Share of $1.5T Commits with Cloud Marketplaces

Hyperscalers have accumulated nearly $1.5 trillion in 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 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.

*Details in quarterly cloud commits tracker

Learn More

Learn more & Master Marketplaces with our 5-week cohort course & community

Events & community for marketplace operators, founders and alliance leaders who grow together

Cloud GTM Course

Learn more & Master Marketplaces with our 5-week cohort course & community

Events & community for marketplace operators, founders and alliance leaders who grow together

Cloud GTM Course

Learn more & Master Marketplaces with our 5-week cohort course & community

Events & community for marketplace operators, founders and alliance leaders who grow together

Cloud GTM Course

Join 5,000 GTM leaders

Weekly Newsletter

Scale to $100M+ via Cloud Marketplaces

Home

Insights

Events

Research

Course

Linked In

→

YouTube

→

© 2026 Partner Insight

Privacy Policy

Contact Us

Join 5,000 GTM leaders

Weekly Newsletter

Scale to $100M+ via Cloud Marketplaces

Home

Insights

Events

Research

Course

Linked In

→

YouTube

→

© 2026 Partner Insight

Privacy Policy

Contact Us

Join 5,000 GTM leaders

Weekly Newsletter

Scale to $100M+ via Cloud Marketplaces

Home

Insights

Events

Research

Course

Linked In

→

YouTube

→

© 2026 Partner Insight

Privacy Policy

Contact Us