Setting Cloud GTM for Success: First 12 Months

Only 13% of financial institutions have shifted over half of their workloads to the public cloud, yet, 📈 50% plan to migrate in the next 5 years! Manav Daryanani from Mambu explains this seismic shift and Mambu’s cloud marketplaces strategies essential for their success.

Manav Daryanani, Global Partnership Development Director at Mambu, is leading the company's marketplace strategy across all hyperscalers and knows opportunities and challenges firsthand. With 5+ years in McKinsey & Company under his belt, he also is one of the best people to explain how to build a business case for change.

Manav shared in our Cloud GTM Leader course his distilled learnings from taking Mambu to marketplaces of Amazon Web Services (AWS), Microsoft Azure and Google Cloud.

🤝 Mambu Partnership-Driven Growth: 60% of Deals are Partner Touched

Mambu is SaaS cloud banking platform with a unique composable banking approach, helping next-gen and traditional financial service providers to rapidly deploy superior products.

"We are very partner-centric organizations... over 60% of our deals were partner touched... and this number is only going to be growing. At some point it will touch 100%."

🚩 The Risk of Inaction: A Compelling Case for Change

Manav's insight on highlighting the risks of inaction struck a chord.

It’s easy to forget, but the cost of missing out on cloud marketplaces could be VERY significant. Be it a shrinking market or losing to a competitor. Ask yourself and your leadership, what does doing nothing cost you?

This could be a strong catalyst for company wide buy-in.

🛠️ Tactics for Accelerating Traction on Cloud Marketplaces

(watch the clip with blueprint)

✔️ Create Cross-Functional Team to address marketplaces comprehensively

"Once we got the sponsorship from the executives, making sure that each of the Exco members appointed someone to be part of that working group... we had subject matter experts for every single work stream”

✔️ Define Cloud Strategy Early

"Define that CSP strategy early on, whether you're going to be single cloud and multi-cloud... this has implications on how you go to market. What is your implementation approach?"

Make a decision on whether you’ll be selling via Private Offers (now 80% of sales on marketplaces), will you be doing integration yourself or using 3rd party, etc.

✔️ Involve Finance and Ops

Involve CFO to align on all essential details, like billing, revenue recognition, how marketplace fees affect your margins, etc.

For tech and partnerships leaders, Manav’s message is clear: a shift towards cloud marketplaces is already here and it’s accelerating as we speak:

"As more workloads and there's more conviction to move the cloud, there's more of a move towards purchasing and procuring through the marketplaces."

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📈 Accelerate your Growth in Cloud Marketplaces

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