Thrilled to share insights of a standout member of our course.
🎯 Meet Hari Kandalam, a Senior Enterprise Architect and Cloud GTM Partner engagement leader at Amazon Web Services (AWS).
Hari explains the importance of Cloud Marketplaces (CMP) to drive Partner co-sell, co-delivery, and co-innovation based on key insights gained from other leaders during the learning program. In his words:
In the world of cloud business interactions amongst hyperscalers, technology partners, and end-customers, CMP functions as a strategic sales channel. CMPs help to maximize ROI on cloud investments, simplify procurement and quote-to-cash processes.
Hari has assisted multiple customers driving client engagements, building partnerships, and fostering key opportunities.
📊 Role that Cloud MarketPlaces play in GTM/partnership strategies
CMPs assist with optimizing cloud spend and commitments, consolidating billing and cloud subscription management while enabling flexible terms.
CMPs enable partners and customers to find, test, and purchase partner licenses and discover, deploy cloud software. For e.g., AWS customers and partners can find, subscribe to, and use third-party data in the AWS Cloud with AWS Data Exchange of AWS Marketplace.
🧗🏻 Challenges & how to overcome them
One notable challenge with CMP journey is the lack of awareness, knowledge, resources, technical expertise, and perceived complexity to get started e.g., customizing software for CMP, performing right API integration. These problems can be addressed by following proven CMP integrations.
Training for cloud teams is essential for successful Cloud GTM enablement to launch and scale products and solutions on CMP.
💡 Insights from the Cloud GTM Leader course
The gradual value shift from top SaaS companies (-$140B) to Hyperscale Marketplaces (+$1T) (per Roman’s insights) has significantly influenced my thinking, approach, and vision for CMP.
The notable CMP sessions from Brian Laing, Rolf Heimes, and Jonathan Kingsepp offered me a structure in approaching this complex landscape. I've gained a new found appreciation for the importance of continuous improvement and innovation through CMP.
💎 Key Insight
The Hyperscaler activation strategy and the partner co-sell definition process is significant. By "aligning on GTM motions'', "defining KPIs", and “joint relationship building” hyperscalers are able to effectively guide the GTM strategy through various stages, from market alignment to transaction support and scaling.
Customers prioritize frictionless experience through seamless product discovery, deployment, and purchase.
📈 Future of Marketplaces
With customers and partners slated to double down on cloud, and the recent Marketplace trends showing rapid growth, the future of cloud marketplaces look brighter than ever.
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