Meet James Sandoval, an accomplished founder and member of our Cloud GTM Leader course. He shared his 💡 insights on the significance of cloud marketplaces from the perspective of a tech CEO, whose company MeasureMatch has built its own service marketplace,
In his own words:
📊 Journey and Experience in Cloud Marketplaces
After a 10-year stretch in digital media agencies, I went rogue and launched a few companies. Each one ultimately dove-tailed into what I’m building now - the professional services marketplace MeasureMatch. Although it centrally enables the buying and selling of consulting and professional services that advance the use of cloud software, data and AI, the platform also helps software vendors to grow sales - directly and through cloud marketplace listings.
🗽 What has been a notable challenge in the cloud marketplace journey and how did you overcome it?
Trying to understand where each of the hyperscaler marketplaces sits in a maturity curve, in terms of customer workflows for software and professional services sales has been a notable challenge. AWS appears to be a fast first-mover, especially in the pro services space, which has been fascinating to learn about. The other cloud marketplaces are in early innings, which might open up partnership opportunities for us.
We’ll see. Importantly, we’ll need to work hard in 2024 to further differentiate the procurement of pro services via MeasureMatch vs through hyperscaler marketplaces. It’s going to be a fun ride.
📈 Growth Opportunities for hashtag#Partnerships Leaders in Cloud Marketplaces
Broadly, I’d say embracing the opportunity [as a team] to sell through cloud marketplaces vs leaving it to someone else to own/run, is a wise strategy. It will require a little rewiring of process workflows, customer comms, pricing/discounts, partner enablement and more, but current admin and friction should ultimately come down to power a lift in volume overtime.
Specifically, there are mountains of untapped opportunities to tee up consulting and systems integrator partners to close product sales and capture pro services revenue, which can also be done through the MeasureMatch marketplace, of course.
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