Building Cloud GTM Engine: Crossing the Chasm

Cloud marketplaces are already in the early adoption stage, with a rising number of companies embracing 🗽 “this new way of selling software,” highlights Daniel Roppert, Head of Cloud & Tech Alliances - EMEA at Okta. Let’s dive into his playbook that helped grow Okta’s co-selling motion.

Daniel shared his great experience and learning from leading cloud alliances in our Cloud GTM Leader course. Okta has experienced remarkable growth in the AWS marketplace since listing there in late 2020. I've written about Okta before - it's a great case study showcasing the recognition of cloud GTM's importance early on.

I highly recommend watching the entire clip, but here are my three highlights from it:

👑 Customer is King

“Even if you think there's a competing product, that's not the end of your cloud go-to-market here. Customer is really the king in their example. So they always work backward for them.”

📈 Become Part of Big Cloud Stories

“What's the number one sales play that every hyperscaler cares about? Well, I want to move my stuff into the cloud, right? So any migration, anything that puts high data or resource-heavy workloads into the cloud. If your solution is or can be part of that - amazing.”

💎 Aim for the Highest Partnerships Level. Stand Out and Be Relevant

“In my opinion, you should also look in whenever you sign up with a hyperscaler, look toward a path to have the highest partnership level that is out there.”

🎯 Enablement is Half the Victory

Launching on a marketplace is only the beginning. The groundwork is crucial for future success. Constant enablement and sharing the marketplace story with your sales teams are essential to gain traction.

"I love our sales teams, but at the same time, they need to hear the story frequently and record it. They need to hear about this, even the ones that have done Marketplaces, right? Keep them informed."

As cloud marketplaces transition to mainstream adoption, what insights have you learned from this journey?

__________

📈 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.

Join Cloud GTM Leader course