Ever wondered how Cloud GTM leaders drive 💎 $XXM in ARR through cloud marketplaces and partners?
Let’s dive into insights from David Mauer, a standout alum of our course and a driving force behind GitLab marketplace success.
David's track record in Cloud GTM is nothing short of impressive. Leading Cloud Reseller Marketplaces at GitLab, he scaled Amazon Web Services (AWS) CPPO and Google Cloud Marketplace Programs, driving revenue to $100M ARR in just 24 months.
His prior experience includes leading Enterprise Channel Strategy and Global Partner Teams at Atlassian.
🎯 Journey from Partnerships to Cloud Marketplaces
“With over a decade of experience in technology and software partnerships, I've gained extensive expertise across various channels. Five years ago, I ventured into cloud marketplaces, adapting to the evolving digital landscape and expanding my skill set.” - David explains.
Two years ago, it became clear to David that cloud marketplaces were significantly changing modern sales strategies.
Recognizing the need for partners to resell on these hyperscaler platforms, David acted on this strategic foresight, enabling GitLab to stay ahead in the competitive DevOps sector and leverage partners to maximize sales in cloud marketplaces.
✔️ Tackling Cloud Marketplace Challenges
David identifies the top two challenges with cloud marketplaces:
1️⃣ Operational/Logistical Challenges
2️⃣ Pricing and Margin Pressures
"When evolving into AWS CPPO and GCP Reseller Marketplace, pricing strategies can be complicated. Additionally, marketplace fees impact margins, making it crucial to carefully manage pricing structures.
I advise companies to work with finance and sales leadership to find the right balance between competitive partner margins, customer pricing, and maintaining healthy profit margins.”
📈 The Future of Cloud Marketplaces
David believes that cloud marketplaces are poised for significant evolution, driven by changing consumer preferences and the growing adoption of cloud services across industries.
"Cloud marketplaces will continue to see increased adoption by both vendors and consumers. As businesses become more comfortable with purchasing cloud services online, marketplaces will expand their offerings to include a wider range of products and services, catering to an even broader audience.
Everyone must adapt as cloud marketplaces expand into partners, distribution channels, and individual white-label marketplaces for partners.”
“This is also why I recommend this Cloud GTM Leader course” - highlights David, as he joins our alums who stay ahead and drive success in the evolving cloud marketplaces.
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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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