"Tackle empowered my team and me to effectively self-serve. They provided education and enablement, which allowed me to become an expert in Marketplace and co-sell strategies. They were a reliable support partner throughout this journey." -
Rebecca Spataro, Director of Global Cloud Alliances at
Snyk.
In this episode of Unlock Cloud Go-To-Market, hosts
Erin Figer and
Patrick Riley are joined by Snyk’s Director of Global Cloud Alliances, Rebecca Spataro to discuss the intricacies of Marketplace and co-sell strategies in the Cloud GTM landscape.
Rebecca shares Snyk's focus on automation, integrating key business units, and partnering with Tackle to streamline processes and drive efficiency. Tune in as we explore Snyk's Cloud Go-To-Market strategies, their innovative use of technology, and the value of an ecosystem approach.
In this episode, you’ll learn:
- Rebecca’s journey from inside sales to cloud partnerships and her experiences working with major Cloud Providers like AWS, Google, and Microsoft
- The importance of a Marketplace strategy and the role of tools like Tackle in streamlining Marketplace listings, onboarding users, and managing multiple public Marketplaces efficiently
- Rebecca’s approach to Cloud go-to-market strategies, focusing on automation, efficiency, and building strong relationships with traditional channel partners
Resources:
Timestamps:
(
04:08) Co-selling evolved into the Marketplace and accelerated opportunities
(
08:45) Focused on enabling sales
(
13:08) Enhancing Marketplace user experience through alliances
(
16:53) Evolution of a supportive business partnership
(
18:21) Access to prospect domains
(
22:51) Renewal opportunity, integration, automation in Salesforce workflow
(
24:31) Capture data and analyze trends for sales growth
(
28:33) Rebecca’s vision for the future
(
32:22) Meeting customer needs through versatile Marketplace strategies
(
35:52) Supporting, enabling, and innovating for mutual success
(
37:36) Learn essential stages for growing revenue via cloud
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.