Meet Carlos Gonzalez, an accomplished member of our course and community, who shared his 💡 insights on Cloud GTM following incredible experience in leading partnerships in Google, Scandit and Samsung.
📊 Strategic Partnerships vs Hyperscalers
At Google and Samsung I focused on strategic partnerships to build their software products, like Google Maps, Samsung Health or Google Pay.
In my most recent role at Scandit my team was in charge of demand generation through partners including AWS, GCP or Microsoft. The type of interactions with these cloud hyperscalers were 📍 radically different, as they looked at us more like customers that could generate consumption than partners.
It took us a while to understand the dynamics of working with them and how to benefit from a joint GTM approach.
🌓 Navigating Challenges in Cloud Marketplaces
Although my previous company had heavy cloud consumption solutions, most of our deployments ran natively on the end user’s device (i.e. on-premise) so we struggled to generate traction with cloud providers.
Although they saw a huge potential of working with us, we were conscious of the challenges of investing resources if 📍 we could not guarantee the upside for the biggest cloud providers.
So we decided to invest resources in the “underdogs”. For example, we had lots of success with SAP and also started to make inroads with Oracle and IBM. Although these are not the top-3 cloud providers, they have some vertical and geographical specialties that match our own profile and GTM strategies very closely.
💎 Internal Buy-in: A Pillar for Success
One insight from the course that resonated, was the critical role of internal buy-in in executing cloud marketplace strategies. You need to have your CTO or CPO on board, as 📍 a successful GTM with hyperscalers cannot be done solely via partnerships and sales.
You will need to build a strong business case with strong data points to persuade your senior leaders and engineering team about the investment in marketplaces.
🤖 AI: An Untapped Opportunity in Marketplaces
There will be huge opportunities arising from the application of AI in the way marketplaces are managed. Partnership leaders will need to adopt AI and leverage their experience and professional acumen to differentiate themselves and their organizations in an increasingly automated field.
💼 Cloud GTM Course
I highly recommend this course to any professional that is either already working or planning to immerse themselves in the work of cloud marketplaces.
The caliber of the speakers and the participants is paramount and the discussions are inspiring and thought provoking.
__________
📈 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