Robert Karbaum, Director of Partner Systems & Innovation at Salesforce.

Salesforce went from zero to $5B+ in AWS Marketplace TCV in under 30 months. The fastest ISV growth trajectory in AWS Marketplace history. Robert Karbaum architected it.

We're excited to welcome Robert, Director of Partner Systems & Innovation at Salesforce, to speak at the launch of our $1B Marketplace Club report on September 8.

Salesforce reset the Marketplace growth timeline

• Late 2023: Salesforce joined AWS Marketplace

• Mid-2025: it passed $2B in sales

• April 2026: it crossed $5B+

​That is ~$3B TCV added in less than a year. Salesforce achieved this on AWS with CRM, sales, service, data and AI software—not infrastructure.​

Robert and the team at Salesforce built the operating system behind that scale

• From Private Offer quoting to consumption-based pricing and co-sell operating cadences

• 4,700+ SKUs across 33 international markets.

It required leadership across the full commercial stack: spanning sales, finance, legal, and engineering functions at scale. He founded and chairs Salesforce's Hyperscaler Marketplace Steering Committee, a cross-functional executive body that meets monthly to govern the program's growth.​

Now he is doing it again.

Robert now leads the next phase of Salesforce's hyperscaler marketplace operations strategy, extending the model to Google Cloud Marketplace.

What we’ll get practical about with Robert:

• How Salesforce prepared for successful launch on AWS - and how that allowed the team to absorb rapid growth when demand arrived

• How executive sponsorship and early Marketplace wins changed seller behaviour and built advocacy across the company

• How Salesforce works with AWS across GTM, operations, co-sell and international expansion to drive Marketplace scale globally

Sid Vajpayee, Vice President - Global Cloud & Technology Alliance Partnerships at Zscaler

​Zscaler's cloud marketplace TCV is growing 100%+ YoY. Its ARR is growing 25%.

Marketplace is compounding much faster — $900M in TCV in nine months. Sid Vajpayee’s team drives the co-sell motion behind it.

We're thrilled to welcome Sid, Vice President - Global Cloud & Technology Alliance Partnerships at Zscaler, to speak at the launch of our $1B Marketplace Club report on September 8.​

Zscaler turned Marketplace into a $100M-a-month channel

• Crossed $1B in cumulative sales through Amazon Web Services (AWS) Marketplace in July 2025

• 2025 AWS Marketplace Partner of the Year, NAMER

• Transacted ~$900M in TCV through cloud marketplaces in the first nine months of FY2026 (Aug 2025 - Apr 2026), more than double the year before

• $2.07B through partners over those nine months, 84% of total revenue

​Zscaler's own data shows deals through AWS Marketplace land larger and close faster than traditional routes.

How Sid built it

He drives $1B+ ARR growth by building and scaling channel partner ecosystems across cloud hyperscalers, technology alliances and marketplaces.

He was the first person on the ground and founding member of Zscaler’s tech & cloud alliances GTM team. He started the co-sell in EMEA and APJ, incubating co-sell with hyperscaler and technology partners, then scaling it worldwide.

Today he leads Zscaler’s global co-sell with it’s 3 primary hyperscaler partners - AWS, Microsoft, Google Cloud; and it’s tech alliance partners such as CrowdStrike, Okta, Mimecast and SAP across the Americas, EMEA and APJ..​

What we’ll get practical about with Sid:

• How to scale a co-sell motion globally

• How to run co-sell across hyperscalers and technology alliances at once without splitting the field

• How to build the operations that turn marketplace into a compounding route to market​

What is $1B Marketplace Club?

We tracked every ISV and channel partner with a publicly reported $1B+ milestone across AWS, Microsoft and Google Cloud Marketplaces.

The event launches the tracker and the report behind it. We will show how commits open budgets, how leaders won their own sellers before the hyperscaler field, and why the journey to $1B is now compressing from 8-10 years for the 2016 cohort to ~2 years for the newest entrants.
Event attendees get the report first.

Robert and Sid will be joined by

• Munish Khetrapal, VP Cloud, Palo Alto Networks

• Nofar Asselman, Worldwide Leader, Amazon Web Services (AWS) Marketplace Center of Excellence, Seller GTM Innovation

• Mark Grigoletto, Director of Cloud Marketplace at Presidio

• Manesh Raveendran, CEO, Spektra SaaSify

​September 8, 9-10:30 AM PT. Free online event.
​The run to $1B has compressed from 10 years to ~2. Join leaders who got there to learn how they built and scaled it and what they would do differently.

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