Jonathan Kingsepp: Mentor Insights - Cloud GTM Leader Course

Delighted that Jonathan Kingsepp, CRO of Invisory, has joined our course Mentor program. Jont brings a decade of top notch experience in 🎯 leading Cloud Alliances in companies like Tackle.io, Pivotal Software, Inc., OutSystems and others.

⚡ His superpowers include CxO insights, change management, and multi-cloud marketplace strategies. Jont is passionate about helping companies navigate change and simplify complex problems through software and solutions.

Jont shared with us his insights on how to turn a cloud marketplace motion into a successful Modern Cloud GTM program.

📈 5 Step Post-Listing Playbook for Maximizing Cloud GTM

The key strategies begin in C-suite and involve almost every function within the organization:

1️⃣ Assess the operational impact - quote-to-cash workflows:

Functional teams typically impacted are Legal (contracts), RevOps (invoicing), Finance (cash collections, tax, etc.), Sales (enabled on “Marketplace” motion with customers), Partner Ops (enablement, awareness), Marketing (corp + partner marketing); Technology teams - accounting, ERP, treasury, etc.

2️⃣ Align your executive team - assess the business impact; ensure leaders understand the required investment, benefits and timeline.

NOTE: if new to this motion, build a 2 year plan

3️⃣ Activate your co-sell motion - build sponsorship with sales leaders, mitigate perceived risks from co-sell (particularly if the CSP offers competing solutions)

✔️ Build the “better together story”

✔️ Find relevant customer wins - running on the target CSP, quantified benefit; speak to what the CSP stakeholders are incentivized to do

✔️ Identify and connect with your counterparts at the CSP - alliances, sales, marketplace, product, specialized, etc.

4️⃣ Enable your sellers - both direct and indirect

The “marketplace” motion works for most, but not all. Ensure your direct and indirect (channel) teams understand when to present it

Build accurate expectations with customers - explain the purchase process; discuss authority to purchase, required roles and CSP subscription agreements

5️⃣ Build your KPI dashboard early - measure the process, focusing on milestone activities and outcomes

✔️ Awareness - leading indicators like # sellers enabled; # of CSP partner members enabled, leading sharing (in/out),

✔️ Co-sell activity - win rates, concentrations in partner contribution, etc.

✔️ Customer value - time to achieve customer value from a sale thru marketplace vs the customary workflow

✔️ Sales activity - measure top sales KPIs by channel - direct, channel, marketplace

💎 PRO TIP: Maximize Cloud Partnerships Status

To maximize the value of this marketplace motion, maximize the partnerships status with the hyperscaler. Understand the levers used in these programs to elevate your status and develop a partnership strategy to obtain the highest level possible.

HINT: spending or influencing $$$ should be core to your strategy.

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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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