Molly Zito, one of our Cloud GTM Leader course alumni, proved this with her experience at Bell Canada and previously TD Synnex. Her approach: bundle solutions, align with AWS field teams, and measure everything.

As we prepare for Cohort 11 starting on June 3, her playbook shows exactly how to turn marketplace complexity into a growth accelerator:

• Role: Senior Manager, Strategic Cloud Partnerships

• Focus: Amazon Web Services (AWS) Marketplace, GTM Acceleration, Ecosystem Enablement

• Region: Canada

Molly Zito is a cloud partnerships leader known for turning complexity into clarity across Hyperscaler ecosystems. With roots in the reseller and telecom space, she saw early on how procurement bottlenecks and siloed go-to-market motions slowed growth.

This perspective fueled her shift toward cloud alliances, where she now drives scalable growth by embedding AWS Marketplace into GTM strategy, co-sell enablement, and partner alignment.

Marketplace as Operating Systems for Growth

Molly views cloud marketplaces not as transactional tools, but as operating systems for growth. By aligning with AWS field teams and channel partners, she helped launch a multi-partner vertical offer that drove $1.2M in influenced revenue in just 90 days.

The bundle—featuring infrastructure, observability, and managed services—simplified procurement, accelerated EDP burn-down, and opened new doors in public sector accounts.

Her success has been grounded in tactical execution:

• co-developing heatmaps with AWS

• creating solution-based private offers

• enabling sales with repeatable playbooks

• tying every campaign to measurable KPIs.

Internally, she reframed Marketplace from a backend function into a frontline sales accelerator by building fast-start templates, simplifying quoting, and celebrating early wins.

If Starting Again

She would lead with outcome-based solution packaging and involve cloud providers at the earliest stage—lessons now embedded in her team’s “Marketplace-as-a-Service” motion.

Her approach is deeply influenced by the Cloud GTM Leader course, where a key insight shifted her thinking:

“Marketplace isn’t just a channel—it’s a system that touches every part of the business.”

Looking Ahead

Molly predicts that marketplaces will become the default GTM path for SaaS, ISVs, and resellers.

She expects a rise in AI-assisted quoting, verticalized bundles, and performance-driven partner incentives.

As a Marketplace-native operator, her focus remains on helping partners package, list, and co-sell in ways that accelerate deal velocity and unlock new revenue streams.