How to grow cloud marketplace business š 1000% in 3 years?
Learn from our Cloud GTM Leader course session with Anurag Pandey (MBA, CFA), a trailblazer in Cisco's cloud GTM strategies, who led the incredible growth in marketplaces.
Anurag Pandey, the Director of Strategy at Cisco, spearheaded the launch of Cloud GTM within the company. His journey from finance to becoming a cloud marketplace leader is nothing short of inspiring, as he shared lessons on adopting a General Manager's perspective in building traction in marketplaces.
š Anurag reveals that cloud marketplace business he managed grew 1000% in 3.5 years.
This staggering growth eclipses traditional market trends, surpassing even the highest industry benchmarks. The message is clear: cloud marketplaces are not just an alternative route to market;
š āthe potential is tremendous, you just need to step up and take itā.
In this session, he discusses the General Manager's Perspective on Cloud Marketplaces, providing crucial insights for those leading Cloud GTM initiatives or needing to convince CEOs and CFOs of their importance.
š” Key Insights from Anurag's Talk:
Follow the Money š°: In business, if it doesn't translate into dollars, it doesn't last very long. Anurag's finance background guided his approach, focusing on revenue impact and margins in cloud marketplaces.
Stakeholder Centricity: Understanding and addressing the unique values and concerns of stakeholders, from the C-suite to sales teams, is essential.
C-Suite Buy-In: Convincing the C-suite requires addressing strategic choices such as market pull, competition, cannibalization and expansion of the total addressable market.
Seller Fee Economics: Anurag demystifies the 3% seller fee, highlighting the incredible value provided by cloud marketplaces in terms of invoicing, billing, and customer reach, comparing with the modest fees charged.
š Building a Cloud GTM Practice
Anurag's insights from his journey at Cisco illustrates the importance of integrating cloud marketplaces into corporate strategy and operations. It also showcases the transformative power of these platforms, highlighting how embracing cloud marketplaces can drive remarkable growth and efficiency in B2B software sales.
As we dive deeper into the nuances of Cloud GTM, let's remember Anurag's words: "It's our responsibility to ensure that those who come after us don't have to reinvent the wheel."
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š Accelerate your Growth in Cloud Marketplaces
Transform your marketplace strategy with first-hand insights from Cloud GTM leaders in our 5-week cohort course. Learn in a community of great alliance leaders. Join 100+ alums from companies like GitLab, Darktrace, IDC and others.
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