"Don't build for perfect. Just build for simple. As you go, you can make adjustments to fit what reality is." -
Connie Dodmead, Senior Director of Tech Alliances at
BigID
In today’s episode of Unlock Cloud Go-To-Market, hosts
Patrick Riley and
Erin Figer sit down with Connie Dodmead, Senior Director of Tech Alliances at BigID. She shares her tenure at Forcepoint, where she pioneered the company's entrance into the marketplace and her current strategic initiatives at BigID.
She also covers channel and marketplace strategies, from aligning stakeholders and managing pricing to balancing current channels with new dynamics. Ultimately, you’ll learn that education within the team and with cloud sellers plays a critical role in GTM success.
In this episode, you’ll learn:
- The importance of building end-to-end marketplace processes to align sales, operations, and marketing teams, creating a frictionless path for transactions and customer onboarding.
- Why educating both internal teams and cloud provider sellers on marketplace workflows is critical to avoid missed opportunities and streamline the sales process.
- The value of adopting a compensation-neutral approach to incentivize teams to prioritize customer outcomes, regardless of whether sales come through marketplaces or direct channels.
Resources:
Timestamps:
(
00:00) Cloud giants’ game plan: AWS, Microsoft & Google predictions
(
02:48) BigID’s first marketplace steps & co-sell secrets
(
04:39) Streamlining marketplace operations using Tackle
(
05:53) Fixing BigID’s marketplace strategy: what’s missing?
(
10:55) Blending marketplace & reseller sales
(
13:26) Solving marketplace vs. channel tensions
(
14:04) Comp-neutral approach to enhance customer-first selling
(
17:53) Educating cloud provider sellers and partners on marketplace processes
(
29:43) Tackle x Salesforce: co-sell made simple
(
35:42) The future of BigID in the cloud marketplace
(
40:10) Key takeaways from Erin and Patrick
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.