"Scaling cloud marketplaces is about more than just listing products—it's about driving growth, building partnerships, and adapting to change." -
Dai Vu, Managing Director for
Google Cloud Marketplace.
In this episode, Tackle CEO
John Jahnke dives into the 2024 State of Cloud GTM report with Dai Vu, Managing Director and GTM Leader behind Google Cloud. In addition to discussing this year’s top Cloud GTM findings and 2025 predictions, they cover Google’s record-breaking marketplace growth, from achieving triple-digit gains to launching initiatives that redefine B2B buying.
Listen as they unpack the evolving buyer behavior driving these changes and share insights on supporting ISVs and channel partners in navigating a complex cloud landscape.
In this episode, you’ll learn:
- How Google Cloud Marketplace achieved triple-digit growth by prioritizing scalable solutions for both enterprise and SMB segments, making cloud procurement simpler and more accessible.
- Why co-sell alignment and readiness are essential for ISVs looking to unlock larger deal sizes and accelerate the sales cycle within Google Cloud’s ecosystem.
- How channel partners are driving new growth opportunities for Google Cloud Marketplace to support complex sales and deployment needs.
Timestamps:
(
00:00) Google’s marketplace strategy
(
04:05) Enhancing marketplace efficiency through channel partnerships
(
05:33) Shifts in buyer behavior driving marketplace adoption
(
07:40) Growth strategy for SMBs on Google Marketplace
(
09:35) Increasing deal sizes with enterprise and multi-million dollar contracts
(
11:48) How to support product-led growth for software companies
(
14:57) Key performance metrics for tracking marketplace growth
(
24:08) Strategies for ISV success with Google’s co-sell programs
(
28:05) Aligning executive leadership to boost marketplace adoption
(
30:51) Engaging CFOs and corporate strategists in cloud budgeting decisions
(
32:33) Expanding channel partner support and new reseller strategies
(
36:21) Incorporating AI-driven insights to enhance cloud sales
What is Unlock Cloud Go-to-Market?
How do I implement my go-to-market strategy with my Cloud Partners? How do I get buy-in from my executives, sales team, and others in my organization? How can I get the right attention from the Cloud Providers?
Questions like these, and many more, arise when you’re trying to build relationships with the Cloud Providers and accelerate your revenue journey through the cloud. Welcome to ‘Unlock Cloud Go-to-Market,’ the series where hosts Erin Figer and Patrick Riley share the essential stages of the Cloud GTM maturity model to start, optimize, and grow your company’s revenue through the cloud. They’ve helped countless ISVs tackle the ins and outs of their Cloud GTM motion, and in each episode, they're sharing those success stories from the people who have put them into place. Because ultimately, this way of thinking is the future. And the future is now.