But what exactly is Cloud Desk, and why could it be the key to scaling from early wins to tens of millions in ARR?

Daniel Roppert (Channel & Alliances Leader at Wiz, formerly at Okta) has shared how to set up Cloud Desk and why it was critical to Okta's Cloud GTM success (Okta recently hit $1Bn in revenue on AWS marketplace).

What Is Cloud Desk & How Does It Work?

Cloud Desk is an inside sales or contact center team tailored for managing hyperscaler interactions and cloud marketplace transactions.

Key Functions:

• Cloud marketplace transaction support – Ensuring smooth deal processing

• Hyperscaler referral management – Tracking and leveraging leads with hyperscalers

• Account mapping & intelligence – Identifying co-sell opportunities

• Sales enablement – Supporting sales teams with cloud marketplace strategies

• Liaison role – Acting as a bridge between internal teams, hyperscalers, channel partners

Typically 1-3 full-time employees (FTEs), depending on company size and marketplace operations

Why Cloud Desk Accelerates Marketplace Growth

• Frees up partner managers for high-value activities like sourcing new deals

• Standardizes processes, reducing the need for constant sales enablement

• Centralizes hyperscaler communications, improving response times & efficiency

Case Study: Cloud Desk in Action

A Cloud Desk team identified an opportunity to collaborate with a hyperscaler on a major deal. Their access to data and account history revealed the hyperscaler’s involvement with the same client.

What Happened?

The Cloud Desk team connected the alliance leader & account manager with the hyperscaler early in the process.

This leveraged hyperscaler influence, funding, and resources to accelerate the deal.

The result? A streamlined, high-value win that maximized the partnership.

This example underscores why having a dedicated Cloud Desk team can be a game-changer in early collaboration, relationship management, and strategic deal acceleration.

How to Set Up Cloud Desk for Your Team

1. Structure Your Cloud Desk

• Start with one Cloud Desk person per major region (EMEA, APAC, Americas)

• Align staffing with business seasonality (e.g., ramp up for quarter-ends)

• Position Cloud Desk between partner managers & marketplace operations

1. Define Clear KPIs

• Marketplace deals processed

• Enablement sessions conducted (for internal teams)

• Contribution to cloud revenue targets

• Customer satisfaction metrics for transaction support

Cloud Desk isn't just an operational function—it’s a strategic investment in scaling cloud marketplace success.

More on Cloud Desk here.

Unlock Your Growth on Cloud Marketplaces: Cohort 10 stats April 1st

After guiding 200+ cloud alliance leaders to marketplace success, our landmark 10th cohort of the Cloud GTM Leader course opens April 1st. With software sales on cloud marketplaces projected to reach $85 billion in just 3 years (Canalys), mastering this channel has become essential for companies looking to scale.

The Marketplace Opportunity Is Massive

Hyperscalers have accumulated $419 billion in committed customer spend – pre-allocated budgets you can tap into by selling your software through marketplaces.

Cloud marketplaces also give you instant access to hundreds of thousands of enterprise customers actively spending on cloud platforms. Positioning your solution effectively in this ecosystem isn't just an advantage—it's a necessity that also requires transforming your go-to-market motion.

What Our Alumni Are Saying

"This course is 100% essential for anyone starting on this journey. Even for those who are already there, they should take this course. I wish I’d been able to do this a year ago - it’d have saved me a lot of stress." - Director of Alliances & Strategic Partnerships, Redgate Software

James went from having his marketplace strategy shot down by his board to generating $200K in revenue + $7M pipeline in just 8 weeks.

"Cloud marketplaces are complex and continually changing. This course offers a wide variety of speakers and topics to address this complexity and specifically create strategies to drive value…" - Jordan Spiers, VP of Strategic Alliances, Cloudaware

What You'll Get Over 5 Weeks

• 10 Deep-Dive Expert Sessions with VP-level cloud GTM leaders who've built million-dollar marketplace motions

• 4 Mastermind Sessions to solve your specific challenges with peers and mentors

• 12-Month Access to our exclusive Cloud GTM Leader Slack community

• Frameworks & Templates that normally cost thousands in consulting fees

• Certificate showcasing your marketplace expertise

Free Workshop: March 27th

Before the course begins, join our free workshop "5 Strategic Shifts Driving $1M+ Cloud Marketplace Deals" on March 27th (9-10am PT) where I'll share the exact frameworks our most successful alumni have used to transform their results.

Secure Your Spot in Cohort 10

The Cloud GTM Leader course begins April 1st. With just 8 days until launch and limited spots remaining, now is the time to transform your cloud marketplace strategy.

Our program has been recognized by Jay McBain of Canalys as a Top Education Program for Channel and Partnership professionals, with alumni from companies like GitLab, Citrix, Darktrace, and Wiz consistently rating it 9/10.

P.S. Not sure if this is right for you? Attend our free workshop on March 27th to experience our teaching approach and meet community members before deciding.