Delighted to spotlight Justin E. Murphy, a great alumni of our course. Justin is the Founder & CEO at ☁️ CloudAtlas, helping ISVs succeed on Google Cloud Marketplace.
Previously, Justin led product management and GTM for Google Cloud Marketplace products at SADA, An Insight company (top GCP partner).
In his words:
📈 Cloud Marketplaces Journey
My cloud marketplace journey started in 2017 with rapid prototype development using third-party products via the AWS Marketplace. Then, I implemented an enterprise architecture with MuleSoft to centralize services, similar to how marketplaces simplify technology stacks by integrating third-party products.
At SADA, I dove into the Google Cloud Platform (GCP) Marketplace, establishing their GCP Marketplace practice. This experience allowed me to connect with industry experts and navigate numerous challenges and opportunities.
Now at CloudAtlas, I leverage this expertise to help software vendors optimize their GCP Marketplace presence, helping bridge the gap between Product Strategy and Marketplace Methodology.
🎯 How Strategic is Cloud GTM for ISVs’ Growth?
Cloud marketplaces are pivotal for our future growth. With over $400 billion in unused dollars available through cloud marketplaces, aligning our product and GTM strategy to these platforms is a strategic imperative, especially in the current economy.
They offer a unique opportunity to reach a broader audience and tap into the growing demand for cloud-based solutions. By optimizing our presence on these platforms, we can significantly enhance our market reach and revenue potential, providing a safer bet for sustained growth.
🚧 Most Common Hurdles ISVs See, Entering Marketplaces
ISVs often face several challenges when entering cloud marketplaces, including navigating complex approval processes, managing technical integration, and achieving marketplace readiness.
They must ensure their products meet stringent requirements, adapt to various deployment models, and develop effective pricing and marketing strategies.
Additionally, ISVs need to adjust their operational processes, such as billing and support, to align with marketplace standards.
Resource limitations, particularly for smaller vendors, can further complicate these efforts.
ISVs need to focus on bridging the gap between product strategy and marketplace methodology, making it easy to buy, sell, and operate products. This includes simplifying deployment, implementing usage-based billing strategies, and helping ISVs monetize every aspect of their products and services, ultimately driving business growth.
💡 Cloud GTM Leader Course
The course has significantly broadened my understanding, opened new opportunities, and equipped me with practical strategies to navigate the complexities of cloud marketplaces.
The insights and strategies shared have enhanced my ability to advise our clients effectively, ensuring they can navigate and capitalize on the dynamic cloud ecosystem.
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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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