The Emergence of the Cloud as a Route-to-Market

John Jahnke, CEO of Tackle.io, has 20 years of
experience in executive leadership roles. John has worked with
companies like Pivotal, Greenplum, EMC, and Cognizant.


Jake Simpson, CRO of Tackle.io, has led
companies through substantial growth phases as the CRO of Anapsis
and Catalan Technologies.


In this episode, John Jahnke and Jake Simpson, discuss the
emergence of cloud marketplaces as a route to market for software
companies. They explain how cloud marketplaces, such as AWS,
Microsoft, and Google, provide an avenue for ISVs (Independent
Software Vendors) to align their sales with cloud providers and
tap into the growing cloud budget. The guests highlight the
benefits of using cloud marketplaces, including easier access to
cloud budget, seamless transaction execution, and the ability to
leverage strategic relationships with cloud providers. They also
emphasize the importance of understanding the cloud ecosystem and
building a cloud go-to-market strategy to take advantage of this
high-growth channel.


 


Tune in and learn more about this episode of the Revenue Builders
Podcast.


HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:07:21] Using cloud credits to purchase software on the
marketplace
[00:11:38] Marketplace becoming a common channel for software
companies
[00:16:48] Tackle platform integration with Salesforce enables
easy engagement with cloud providers.
[00:19:46] Cloud budget and B2B software budget colliding to
create a 2 trillion mega budget.
[00:20:24] Benefits of using Tackle platform for sales
reps.
[00:24:03] Tackle IO allows executing transactions without
engaging with cloud sellers.
[00:26:39] Marketing budgets under pressure, aligning ABM
campaigns with cloud.
[00:28:27] Tackle IO simplifies the integration of websites with
the marketplace.
[00:29:37] The evolution of marketplace experience towards a
console-based model.
[00:32:34] The opportunity for CROs to leverage cloud
marketplaces for go-to-market strategies.
[00:36:18] Tackle's revenue model and pricing structure
[00:37:36] Importance of marketplace strategy for all
companies
[00:43:25] Career opportunities in cloud co-selling
[00:49:46] Jake Simpson echoes John Jahnke's thoughts on
designing a cloud go-to-market strategy based on company strategy
and go-to-market system.
[00:50:15] Jake Simpson sees an opportunity for responsible
growth with efficiencies through cloud go-to-market strategies.


ADDITIONAL RESOURCES


Learn more about aligning customer-facing teams to improve
execution: https://forc.mx/48o1jyP


Connect and learn more about John Jahnke.
https://www.linkedin.com/in/johnjahnke/
jj@tackle.io


Connect and learn more about Jake Simpson.
https://www.linkedin.com/in/jakewsimp/
jake.simpson@tackle.io


Their Marketing Contact.
Erika Childers: ec@tackle.io


HIGHLIGHT QUOTES


[00:19:46] "The cloud budget is growing faster than any other
budget in technology, say 20 percent year over year. It's 600
billion today. It'll be a trillion dollars in a handful of
years."


[00:32:34} "There's a tremendous opportunity for those that
should be leaning in here. Everyone's trying to figure out right
now how to get back to growth, and throwing headcount at it is a
risky proposition."


[00:38:23] "I think this movement's reshaping the way that
channel works. And I think it's not just like marketplace cloud
or channel, it's cloud and it can actually be an easy path to
initiate your channel strategy as a software."