Member Spotlight: Cloud GTM Leader Course - Yeva Roberts

Delighted to spotlight Yeva R. Roberts, VP of Strategic Alliances, North America at AllCloud - a standout member in our course.

Yeva shared with us her insights on 🤝 partner growth in marketplaces, emphasizing early adoption, niche specialization, and aligning strategies with hyperscalers.

Exchanging experiences and insights with members like Yeva is what creates unique value in our course and community. In her own words:

📈 Journey and Importance of Cloud Marketplaces: It’s Still Early

There are still operational challenges hyperscalers are addressing to make the process of buying and selling on marketplaces more equitable. Just last month, AWS announced that vendors can now resell third-party professional services on the marketplace.

Early marketplace adopters (resellers) are reporting growth in deal sizes 4x to 5x from customers wanting to use their spend commitments and faster deal cycles. Consider it validation to double down on creating your marketplace strategy.

💎 Find Riches in Niches

Niche down to differentiate from the pack. Create pockets of success with hyperscalers by doubling down on your superpowers and proof points.

Success breeds success. Build your champions and you will scale quickly. It can feel counterintuitive but the partner landscape is far too competitive to stay generic.

🗽 Get Comfortable with Being Uncomfortable

Focus on level setting expectations that your marketplace go-to-market motion is a long term strategic investment that will mature with marketplace adoption.

My advice is to push to align your marketplace GTM strategy with that of the hyperscalers’. In parallel, focus on driving marketplace adoption by educating yourself, your executives, sales and marketing teams on when and how to best position your marketplace solutions to customers.

🎯 Future of Cloud Marketplaces: It’s Not a Zero Sum Game

I believe the competitive landscape within cloud marketplaces will evolve to being driven by the meritocracy of ideas and solutions not solely by market dominance or exclusive partnerships.

Partnership leaders who foster collaboration across their services and technology partnerships, are more likely to thrive on cloud marketplaces by driving faster value to customers.

🎓 Would you recommend our course to others?

10 out of 10, I recommend the Cloud GTM Leadership Course to anyone looking to level up.

While hyperscalers continue to broaden the scope of marketplaces to be more inclusive to different types of partners, it’s great to have a supportive community like this that you can bounce ideas off of and validate what’s working/what’s not.

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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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