Did you know that implementing a Cloud Desk can be the š catalyst for scaling your cloud marketplace revenue from early wins to tens of millions in ARR? This insight comes from Daniel Roppert, a cloud and tech alliances leader who successfully scaled Okta's Cloud GTM in EMEA.
š But wait, what is a Cloud Desk?
A Cloud Desk is essentially an inside sales or contact center tailored for hyperscaler interactions and marketplace transactions.
In this context, a contact center means a centralized hub that manages various aspects of cloud marketplace deals and acts as a bridge between sales teams, deal desks, and cloud hyperscalers like AWS, Azure, and Google Cloud.
Daniel shared that the initial idea for Cloud Desk was simple yet transformative: create a white-glove marketplace service that ensures smooth transaction processing.
This includes handling complex transactions involving resellers and Channel Partner Private Offers, and mitigating any issues that could arise during the process.
š¤ Bridging Gaps
Cloud Desk serves as a bridge between your sales team, hyperscalers, and customers, facilitating smoother transactions and problem-solving.
In real life, a Cloud Desk typically consists of 1-3 full-time employees, depending on the scale of your organization and marketplace operations.
š Timing is Everything
Implement a Cloud Desk when you hit a meaningful volume (e.g., 100 marketplace deals in a region). This threshold indicates sufficient volume to justify dedicated resources.
While initially focused on marketplace operations, Cloud Desk roles are expanding to include broader alliance support functions.
ā Key Responsibilities for Cloud Desk:
Marketplace transaction support
Hyperscaler referral management
Account mapping and intelligence gathering
Enablement for sales teams
Liaison between internal teams and hyperscaler partners
š What KPIs to set
Number of marketplace deals processed
Enablement sessions conducted
Contribution to cloud revenue targets
Customer satisfaction metrics for transaction support
Importantly, Cloud Desk can help create momentum and integrate Cloud GTM across key functions of your company.
š Embracing Organizational Change
You probably know by now that transitioning from an isolated cloud alliance team to an integrated Cloud GTM requires significant organizational change.
It involves turning Cloud GTM from a separate route to market into a standardized motion embedded across all sales and operational processes. This is where Cloud Desk comes in.
ā By now you may be wondering:
How would a Cloud Desk transform my cloud marketplace operations?
What untapped opportunities could you uncover with dedicated account mapping and intelligence gathering?
How might centralizing hyperscaler expertise shift your entire GTM approach to be more cloud-centric?
__________
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.
Comments