Building Long Term Vision in Cloud GTM

Cloud marketplaces are set to 🗽"create a very different buying model than what we've seen in the past in our technology sector."

Vince Menzione helped us to identify what’s important in Cloud GTM, looking from a 10,000-foot view

Excited to share our episode with Vince Menzione, CEO of Ultimate Partner and host of a famous partnerships podcast. Vince brings a unique perspective from his decades of leading partnerships at companies like Microsoft and from hosting 100s of tech leaders for his podcasts and events.

💡 Among things we delved into:

How customer behavior is shifting under the influence of $348 billion in cloud commits

What differentiates companies that have successfully unlocked Cloud GTM

Whether channel partners embracing or lagging behind in Cloud GTM

How can SMBs leverage marketplaces

How Cloud GTM is set to evolve in the next 3 years

🎯 4 Key Insights From Our Conversation

⚡ Think Beyond First Transactions - Vision in Partnerships is Critical

"Vision might sound like voodoo, but so many times organizations come together, they try to lock arms. They're not thinking about the big picture. They're thinking about the transaction ahead. And they're not thinking about how do we shape this partnership?"

It’s virtually impossible to build successful partnerships without a clear vision. In our course we advise being tactical while adopting a long-term perspective.

🤝 Align Organizations on Multiple Levels

"You need to literally get both of your organizations aligned, multi-threaded, so that there are accountabilities across multiple stakeholders on both sides of the partnership," stresses Vince.

He advises companies to set up a RACI (Responsibility, Accountability, Communicated, and Informed) matrix and create a committee to drive partnership alignment and accountability.

💜 Hyperscalers Require the Same Attention as Your Customers

“You have to put as much effort into selling to the hyperscaler as you do to your market and your customer.

How do you get your brand and story right? How do you then layer in the results, the operational aspects of it?..

How do I make sure that I'm relevant? How am I driving that flywheel?”

📈 Seller Success in Cloud GTM “Pulls Everybody Across the Chasm”

Most companies that unlocked marketplaces saw the momentum created by sellers who recognized the potential to sell faster/easier to buyers with cloud commitments.

“I've talked to some of those organizations [who've crossed the Cloud GTM chasm] and their sellers figured it out...

When the seller figures it out, that they can get access to a budget they didn't know existed and they start driving that engagement.

That's when I think it pulls everything else across with it, pulls everybody across the chasm.”

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📈 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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