Inside $2B Club: 5 Marketplace Signals Winners Use to Win 2026
Inside $2B Club: 5 Marketplace Signals Winners Use to Win 2026
Free Online Workshop
Jan 12, 2026
9-10am PT
Recent AWS re:Invent + Microsoft Ignite made it clear: marketplaces are the key revenue driver for enterprise software
Recent AWS re:Invent + Microsoft Ignite made it clear: marketplaces are the key revenue driver for enterprise software
AWS cited 4–5X larger deals and up to 40% net-new customers. Microsoft highlighted a $6.26 marketplace partner multiplier. The $2B Marketplace Club is forming fast - with Datadog among the elite selling billions via marketplaces. Join us to get the 2026 Cloud GTM growth playbook.
![](data:image/svg+xml,<svg display="block" role="presentation" viewBox="0 0 36 36" xmlns="http://www.w3.org/2000/svg"><g d="M 0 18 C 0 8.059 8.059 0 18 0 C 27.941 0 36 8.059 36 18 C 36 27.941 27.941 36 18 36 C 8.059 36 0 27.941 0 18 Z M 0 18 C 0 8.059 8.059 0 18 0 C 27.941 0 36 8.059 36 18 C 36 27.941 27.941 36 18 36 C 8.059 36 0 27.941 0 18 Z M 24.682 11.744 C 25.341 11.085 26.409 11.085 27.068 11.744 C 27.727 12.403 27.727 13.471 27.068 14.13 L 16.943 24.255 C 16.284 24.914 15.216 24.914 14.557 24.255 L 8.932 18.63 C 8.273 17.971 8.273 16.903 8.932 16.244 C 9.591 15.585 10.659 15.585 11.318 16.244 L 15.75 20.676 Z" fill="transparent" height="36px" id="gI2CEVOrl" width="36px"><path d="M 0 18 C 0 8.059 8.059 0 18 0 C 27.941 0 36 8.059 36 18 C 36 27.941 27.941 36 18 36 C 8.059 36 0 27.941 0 18 Z" fill="transparent" height="36px" id="saKj5BjJN" width="36px"/><path d="M 0 18 C 0 8.059 8.059 0 18 0 C 27.941 0 36 8.059 36 18 C 36 27.941 27.941 36 18 36 C 8.059 36 0 27.941 0 18 Z" fill="rgb(14, 183, 224)" height="36px" id="NGh53I5l9" width="36px"/><path d="M 16.244 0.494 C 16.903 -0.165 17.971 -0.165 18.63 0.494 C 19.289 1.153 19.289 2.221 18.63 2.88 L 8.505 13.005 C 7.846 13.664 6.778 13.664 6.119 13.005 L 0.494 7.38 C -0.165 6.721 -0.165 5.653 0.494 4.994 C 1.153 4.335 2.221 4.335 2.88 4.994 L 7.312 9.426 Z" fill="rgb(255, 255, 255)" height="13.499732812500003px" id="poHgnL2SA" transform="translate(8.437 11.25)" width="19.124721562500014px"/></g></svg>)
Proven Strategies
We’ll break down the 2025 signals that separate Marketplace winners — turning them in 2026 plan
Laura Ripans (Datadog) will bring a top operator lens on scaling cloud alliances while staying focused on customer outcomes.
Proven Strategies
We’ll break down the 2025 signals that separate Marketplace winners — turning them in 2026 plan
Laura Ripans (Datadog) will bring a top operator lens on scaling cloud alliances while staying focused on customer outcomes.
Opportunity & Gap
The marketpalce bar is moving fast: $1B was the headline, now $2B in revenue is the top benchmark
You’ll learn the patterns winners are using to turn Marketplace into a repeatable growth engine.
Opportunity & Gap
The marketpalce bar is moving fast: $1B was the headline, now $2B in revenue is the top benchmark
You’ll learn the patterns winners are using to turn Marketplace into a repeatable growth engine.
Special Keynote
Laura Ripans
Senior Director, Global Cloud Alliances
Start at 9 am PT
Learn transformations from top operators
Laura Ripans, Senior Director, Global Cloud Alliances at Datadog has built one of the most successful cloud alliance programs in the industry and has been recognized five times in CRN’s Women of the Channel. She brings a multi-cloud perspective on building durable relationships with Microsoft and other hyperscalers — while keeping GTM anchored to customer outcomes. Context for this workshop: Datadog recently crossed $2B in AWS Marketplace sales, making it one of the standout members of the “$2B Marketplace Club.”
Special Keynote
Laura Ripans
Senior Director, Global Cloud Alliances
Start at 9 am PT
Learn transformations from top operators
Laura Ripans, Senior Director, Global Cloud Alliances at Datadog has built one of the most successful cloud alliance programs in the industry and has been recognized five times in CRN’s Women of the Channel. She brings a multi-cloud perspective on building durable relationships with Microsoft and other hyperscalers — while keeping GTM anchored to customer outcomes. Context for this workshop: Datadog recently crossed $2B in AWS Marketplace sales, making it one of the standout members of the “$2B Marketplace Club.”
Special Keynote
Laura Ripans
Senior Director, Global Cloud Alliances
Start at 9 am PT
Learn transformations from top operators
Laura Ripans, Senior Director, Global Cloud Alliances at Datadog has built one of the most successful cloud alliance programs in the industry and has been recognized five times in CRN’s Women of the Channel. She brings a multi-cloud perspective on building durable relationships with Microsoft and other hyperscalers — while keeping GTM anchored to customer outcomes. Context for this workshop: Datadog recently crossed $2B in AWS Marketplace sales, making it one of the standout members of the “$2B Marketplace Club.”
![](data:image/svg+xml,<svg display="block" role="presentation" viewBox="0 0 64 64" xmlns="http://www.w3.org/2000/svg"><path d="M 32 64 C 14.327 64 0 49.673 0 32 L 0 32 C 0 14.327 14.327 0 32 0 L 32 0 C 49.673 0 64 14.327 64 32 L 64 32 C 64 49.673 49.673 64 32 64 Z" fill="rgb(255, 255, 255)" height="64px" id="mbHei46o5" width="64px"/><g d="M 20 40 C 31.046 40 40 31.046 40 20 C 40 8.954 31.046 0 20 0 C 8.954 0 0 8.954 0 20 C 0 31.046 8.954 40 20 40 Z M 20 10.796 C 25.083 10.796 29.204 14.917 29.204 20 C 29.204 25.083 25.083 29.204 20 29.204 C 14.917 29.204 10.796 25.083 10.796 20 C 10.796 14.917 14.917 10.796 20 10.796 Z" fill="transparent" height="40px" id="c1blZ1vE5" transform="translate(12 12)" width="40px"><path d="M 20 40 C 31.046 40 40 31.046 40 20 C 40 8.954 31.046 0 20 0 C 8.954 0 0 8.954 0 20 C 0 31.046 8.954 40 20 40 Z" fill="transparent" height="40px" id="sVSA8d7S8" stroke-dasharray="" stroke-linecap="butt" stroke-linejoin="miter" stroke-miterlimit="10" stroke-width="3" stroke="rgb(198, 25, 194)" width="40px"/><path d="M 9.204 0 C 14.287 0 18.408 4.121 18.408 9.204 C 18.408 14.287 14.287 18.408 9.204 18.408 C 4.121 18.408 0 14.287 0 9.204 C 0 4.121 4.121 0 9.204 0 Z" fill="rgb(198, 25, 194)" height="18.408199999999994px" id="YupO5ICj9" stroke-dasharray="" stroke-linecap="butt" stroke-linejoin="miter" stroke-miterlimit="10" stroke-width="1.59259" stroke="rgb(198, 25, 194)" transform="translate(10.796 10.796)" width="18.408199999999994px"/></g></svg>)
5 breakthrough signals from 2025
The 5 Marketplace GTM signals that reshaped the marketplace strategies & benchmarks — and what they mean for your 2026 plan
5 breakthrough signals from 2025
The 5 Marketplace GTM signals that reshaped the marketplace strategies & benchmarks — and what they mean for your 2026 plan
5 breakthrough signals from 2025
The 5 Marketplace GTM signals that reshaped the marketplace strategies & benchmarks — and what they mean for your 2026 plan
![](data:image/svg+xml,<svg display="block" role="presentation" viewBox="0 0 64 64" xmlns="http://www.w3.org/2000/svg"><path d="M 32 64 C 14.327 64 0 49.673 0 32 L 0 32 C 0 14.327 14.327 0 32 0 L 32 0 C 49.673 0 64 14.327 64 32 L 64 32 C 64 49.673 49.673 64 32 64 Z" fill="rgb(255, 255, 255)" height="64px" id="AClZkkm1Y" width="64px"/><g d="M 22 0 L 22 44 M 0 22 L 44 22 M 22 12.796 C 27.083 12.796 31.204 16.917 31.204 22 C 31.204 27.083 27.083 31.204 22 31.204 C 16.917 31.204 12.796 27.083 12.796 22 C 12.796 16.917 16.917 12.796 22 12.796 Z" fill="transparent" height="44px" id="SwA7AIQQU" transform="translate(10 10)" width="44px"><path d="M 22 0 L 22 44 M 0 22 L 44 22" fill="transparent" height="44px" id="poYk1GNST" stroke-dasharray="" stroke-linecap="round" stroke-linejoin="miter" stroke-miterlimit="10" stroke-width="3" stroke="rgb(198, 25, 194)" width="44px"/><path d="M 9.204 0 C 14.287 0 18.408 4.121 18.408 9.204 C 18.408 14.287 14.287 18.408 9.204 18.408 C 4.121 18.408 0 14.287 0 9.204 C 0 4.121 4.121 0 9.204 0 Z" fill="rgb(198, 25, 194)" height="18.408199999999994px" id="s0Sx2Mkf6" stroke-dasharray="" stroke-linecap="butt" stroke-linejoin="miter" stroke-miterlimit="10" stroke-width="1.59259" stroke="rgb(198, 25, 194)" transform="translate(12.796 12.796)" width="18.408199999999994px"/></g></svg>)
Go-To-Market and Co-Sell strategies
What separates “we have a listing” from a motion the field runs with. Practical shifts that drive traction
Go-To-Market and Co-Sell strategies
What separates “we have a listing” from a motion the field runs with. Practical shifts that drive traction
Go-To-Market and Co-Sell strategies
What separates “we have a listing” from a motion the field runs with. Practical shifts that drive traction
![](data:image/svg+xml,<svg display="block" role="presentation" viewBox="0 0 64 64" xmlns="http://www.w3.org/2000/svg"><path d="M 32 64 C 14.327 64 0 49.673 0 32 L 0 32 C 0 14.327 14.327 0 32 0 L 32 0 C 49.673 0 64 14.327 64 32 L 64 32 C 64 49.673 49.673 64 32 64 Z" fill="rgb(255, 255, 255)" height="64px" id="cyr57XBCj" width="64px"/><g d="M 30 5 L 4 5 C 1.791 5 0 6.791 0 9 L 0 35 C 0 37.209 1.791 39 4 39 L 30 39 C 32.209 39 34 37.209 34 35 L 34 9 C 34 6.791 32.209 5 30 5 Z M 17 0 L 17 44 M 17 13.796 C 21.531 13.796 25.204 17.469 25.204 22 C 25.204 26.531 21.531 30.204 17 30.204 C 12.469 30.204 8.796 26.531 8.796 22 C 8.796 17.469 12.469 13.796 17 13.796 Z" fill="transparent" height="44px" id="X6nh3hugI" transform="translate(15 10)" width="34px"><path d="M 30 0 L 4 0 C 1.791 0 0 1.791 0 4 L 0 30 C 0 32.209 1.791 34 4 34 L 30 34 C 32.209 34 34 32.209 34 30 L 34 4 C 34 1.791 32.209 0 30 0 Z" fill="transparent" height="34px" id="aywR4p3t2" stroke-dasharray="" stroke-linecap="round" stroke-linejoin="round" stroke-width="3" stroke="rgb(198, 25, 194)" transform="translate(0 5)" width="34px"/><path d="M 0 0 L 0 44" fill="transparent" height="44px" id="m9p6QIxDt" stroke-dasharray="" stroke-linecap="round" stroke-linejoin="miter" stroke-miterlimit="10" stroke-width="3" stroke="rgb(198, 25, 194)" transform="translate(17 0)" width="1px"/><path d="M 8.204 0 C 12.735 0 16.408 3.673 16.408 8.204 C 16.408 12.735 12.735 16.408 8.204 16.408 C 3.673 16.408 0 12.735 0 8.204 C 0 3.673 3.673 0 8.204 0 Z" fill="rgb(198, 25, 194)" height="16.408199999999994px" id="CyLNHhJAi" stroke-dasharray="" stroke-linecap="butt" stroke-linejoin="miter" stroke-miterlimit="10" stroke-width="1.59259" stroke="rgb(198, 25, 194)" transform="translate(8.796 13.796)" width="16.408199999999994px"/></g></svg>)
Inside the $2B Club (operator lens)
$2B club perspective on scaling alliances in a multi-cloud world — and keeping GTM focused on outcomes (not activities)
Inside the $2B Club (operator lens)
$2B club perspective on scaling alliances in a multi-cloud world — and keeping GTM focused on outcomes (not activities)
Inside the $2B Club (operator lens)
$2B club perspective on scaling alliances in a multi-cloud world — and keeping GTM focused on outcomes (not activities)
![](data:image/svg+xml,<svg display="block" role="presentation" viewBox="0 0 64 64" xmlns="http://www.w3.org/2000/svg"><path d="M 32 64 C 14.327 64 0 49.673 0 32 L 0 32 C 0 14.327 14.327 0 32 0 L 32 0 C 49.673 0 64 14.327 64 32 L 64 32 C 64 49.673 49.673 64 32 64 Z" fill="rgb(255, 255, 255)" height="64px" id="zfbKY22Ws" width="64px"/><g d="M 1.071 4.869 C 9.863 -1.825 29.96 11.563 38.752 4.869 M 4.804 0 C 7.457 0 9.607 2.151 9.607 4.804 C 9.607 7.457 7.457 9.607 4.804 9.607 C 2.151 9.607 0 7.457 0 4.804 C 0 2.151 2.151 0 4.804 0 Z M 34.756 0 C 37.409 0 39.559 2.151 39.56 4.804 C 39.56 7.457 37.409 9.607 34.756 9.607 C 32.103 9.607 29.952 7.457 29.952 4.804 C 29.952 2.151 32.103 0 34.756 0 Z" fill="transparent" height="9.607399999999998px" id="Znzh4vrfs" transform="translate(12.275 27.196)" width="39.55960075378418px"><path d="M 0 1.932 C 8.792 -4.762 28.889 8.626 37.681 1.932" fill="transparent" height="3.8647249669284314px" id="b9MXCxd0B" stroke-dasharray="" stroke-linecap="butt" stroke-linejoin="miter" stroke-miterlimit="10" stroke-width="3.18519" stroke="rgb(198, 25, 194)" transform="translate(1.071 2.937)" width="37.68100000000001px"/><path d="M 4.804 0 C 7.457 0 9.607 2.151 9.607 4.804 C 9.607 7.457 7.457 9.607 4.804 9.607 C 2.151 9.607 0 7.457 0 4.804 C 0 2.151 2.151 0 4.804 0 Z" fill="rgb(198, 25, 194)" height="9.607399999999998px" id="PNXUpe6Ol" stroke-dasharray="" stroke-linecap="butt" stroke-linejoin="miter" stroke-miterlimit="10" stroke-width="1.59259" stroke="rgb(198, 25, 194)" transform="translate(0 0)" width="9.607399999999998px"/><path d="M 4.804 0 C 7.457 0 9.607 2.151 9.608 4.804 C 9.608 7.457 7.457 9.607 4.804 9.607 C 2.151 9.607 0 7.457 0 4.804 C 0 2.151 2.151 0 4.804 0 Z" fill="rgb(198, 25, 194)" height="9.607399999999998px" id="R9QyytiNA" stroke-dasharray="" stroke-linecap="butt" stroke-linejoin="miter" stroke-miterlimit="10" stroke-width="1.59259" stroke="rgb(198, 25, 194)" transform="translate(29.952 0)" width="9.607500000000002px"/></g></svg>)
Live case studies breakdown
We’ll deconstruct a few real-world patterns behind the $2B club and other top Marketplace performers
Live case studies breakdown
We’ll deconstruct a few real-world patterns behind the $2B club and other top Marketplace performers
Live case studies breakdown
We’ll deconstruct a few real-world patterns behind the $2B club and other top Marketplace performers
![](data:image/svg+xml,<svg display="block" role="presentation" viewBox="0 0 64 64" xmlns="http://www.w3.org/2000/svg"><path d="M 32 64 C 14.327 64 0 49.673 0 32 L 0 32 C 0 14.327 14.327 0 32 0 L 32 0 C 49.673 0 64 14.327 64 32 L 64 32 C 64 49.673 49.673 64 32 64 Z" fill="rgb(255, 255, 255)" height="64px" id="DFF6ZQd9n" width="64px"/><g d="M 28 28 L 0 28 L 0 0 M 0 23 L 9.333 18.4 L 18.667 13.8 L 28 0" fill="transparent" height="28px" id="BX10Mm1if" transform="translate(18.229 18.229)" width="28px"><path d="M 28 28 L 0 28 L 0 0" fill="transparent" height="28px" id="gQ0cJ69WY" stroke-dasharray="" stroke-linecap="round" stroke-linejoin="round" stroke-width="3" stroke="rgb(198, 25, 194)" width="28px"/><path d="M 0 23 L 9.333 18.4 L 18.667 13.8 L 28 0" fill="transparent" height="23px" id="eu82EBQhq" stroke-dasharray="" stroke-linecap="round" stroke-linejoin="miter" stroke-miterlimit="10" stroke-width="3" stroke="rgb(198, 25, 194)" width="28px"/></g></svg>)
Your 2026 blueprint
A practical steps to move from insights → execution (and avoid the common traps that stall teams)
Your 2026 blueprint
A practical steps to move from insights → execution (and avoid the common traps that stall teams)
Your 2026 blueprint
A practical steps to move from insights → execution (and avoid the common traps that stall teams)
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.
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.
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.
In this 60-minute you'll Discover:
In this 60-minute you'll Discover:
Why recent re:Invent + Ignite signaled a clear shift toward Marketplace-first buying
The 5 winning signals from 2025 that shape GTM strategy for 2026
The difference between teams that scale vs. teams that plateau on Marketplace
The operating model behind durable hyperscaler relationships — outcomes > activities (Laura’s operator lens)
Practical strategies you can include in your 2026 plan
This free workshop starts our 2026 programming, leading to Cohort 14 of our Cloud GTM Leader course starting January 20 th
This free workshop starts our 2026 programming, leading to Cohort 14 of our Cloud GTM Leader course starting January 20 th
This free workshop starts our 2026 programming, leading to Cohort 14 of our Cloud GTM Leader course starting January 20 th
$240 B
Commits
$244 B
Commits
$155 B
Azure Enterprise
$288 B
Open AI commits*
Unlock YOUR Share of ~$900B Commits with Cloud Marketplaces
Hyperscalers have accumulated $900 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 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
$240 B
Commits
$244 B
Commits
$155 B
Azure Enterprise
$288 B
Open AI commits*
Unlock YOUR Share of ~$900B Commits with Cloud Marketplaces
Hyperscalers have accumulated $900 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 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
$240 B
Commits
$244 B
Commits
$155 B
Azure Enterprise
$288 B
Open AI commits*
Unlock YOUR Share of ~$900B Commits with Cloud Marketplaces
Hyperscalers have accumulated $900 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 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
Join 5,000 GTM leaders
Weekly Newsletter
Scale to $100M+ via Cloud Marketplaces
© 2026 Partner Insight
Join 5,000 GTM leaders
Weekly Newsletter
Scale to $100M+ via Cloud Marketplaces
© 2026 Partner Insight
Join 5,000 GTM leaders
Weekly Newsletter
Scale to $100M+ via Cloud Marketplaces
© 2026 Partner Insight