Excited to share Cloud GTM 💎insights from a standout member of our course, James King, Director of Alliances at Redgate Software, who has incredible experience in leading sales and partnerships.
Redgate is a leader in end-to-end Database DevOps solutions, serving 91% of the Fortune 100 and 800K users worldwide.
📊 Cloud GTM journey
"We are still early in our journey with Cloud Marketplaces, but, as an ISV working in database technology, I immediately felt that we have a perfect fit in the Cloud GTM segment.
Our solutions are crucial to the general Cloud journey that many enterprises and SMBs are undertaking... My strategies are primarily focused on working with internal stakeholders across the business to build our Cloud Marketplace presence and meet our customers where they are looking to buy.
However, the journey is certainly not straightforward. Even with the perfect market fit, it is more complex than I initially anticipated.
💡 My advice
The world of partnerships is smaller than the rest of a traditional commercial team. When I was a Sales Leader, I had many peers to lean on both internally and externally. With partnerships, I have had to lean on the community instead, and this has been essential for me not just for support, but also to understand the ‘how’ and ‘why’ through other people’s journeys.
I highly recommend following experts such as Roman and speaking to as many people as possible who have already done this. This has not only provided me with insight into the expected outcomes, but also essential advice and support from the leaders in this field.
🤝 The other thing I'd also add is make sure that you are getting internal teams involved as early as possible and understanding the impact in their respective areas.
You must adopt a “T shaped” leadership approach and work across all business units from Sales, Legal, Finance, Product and Core systems teams to succeed, having just the C-suite sold on the idea is not enough. The earlier you do this the more likely you are to avoid issues along the way.
📈 My predictions
Cloud Marketplaces are the future - I have zero doubt. Judging by the investment by AWS, Microsoft, and Google, they have no doubt either. The ability to consume, consolidate, and procure is a significant advantage to enterprises, creating a much more agile process. The removal of traditional barriers means that it will only continue to accelerate. If you are not already there, you are late to the party!
🎯 Cloud GTM Leader Course
This course is 100% essential for anyone starting on this journey. Even for those who are already there, they should take this course. I wish I’d been able to do this a year ago - it’d have saved me a lot of stress and given me a much clearer direction.
Also there is a whole community that has been accessed, which is absolutely priceless.
This course is to partnerships what MEDDPICC is to sales, and more."
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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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