"You need to understand what you bring to the table to ensure a mutually beneficial value exchange for the partnership. Once you identify this, focus on thorough internal enablement with the Cloud Provider to achieve significant success in the field."-
Shane Wilson, Head of Global Cloud GTM, Business Development & Alliances at
Veritas Technologies LLC
In this episode of Unlock Cloud Go-To-Market, hosts
Erin Figer and
Patrick Riley are joined by Veritas Technologies LLC’s Head of Global Cloud GTM, Shane Wilson, to dissect the intricacies of cloud partnerships, Marketplace strategies, and the importance of aligning internal stakeholders.
Shane shares his industry experience and emphasizes the role of understanding the value exchange in partnerships. Tune in as we explore his journey, discuss the stages of the Cloud GTM Maturity Model, and uncover strategies to integrate Cloud go-to-market seamlessly into business operations.
In this episode, you’ll learn:
- The Cloud GTM Maturity Model stages, including establishing foundation, building adoption, driving adoption, and scaling adoption
- How the cloud partnerships develop over time and their significance in achieving meaningful sales impact
- The importance of achieving product-market fit and effectively leveraging Marketplace and co-selling strategies to reduce churn and increase deal size
Resources:
Timestamps:
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04:44) Cloud go-to-market model for maximizing success
(
07:28) Maximize sales by understanding and improving channels
(
10:24) Understanding product-market fit and cloud consumption
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14:12) Consider global volume and cloud revenue impact
(
22:21) Emphasizing smart Market routes
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24:44) Co-selling Marketplace improves revenue, cost, ROI, margin
(
28:41) Veritas is focused on ARR growth and competitiveness
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32:37) Creating excellence in quotes, orders, alliances, and sales
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34:47) Prioritize alliances first, then Marketplace
(
37:08) Adapt to changing Amazon and Microsoft policies
(
43:19) Hire mindset, stay persistent, evolve with Market
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.