Mastering Your Go-To-Market (GTM) Strategy
So you want to sell on cloud marketplaces. Whether you’re an established tech company launching a new product or a brand new ISV taking your first solution to market, you’ll need to create a comprehensive go-to-market strategy. For this reason, more ISVs are partnering with Invisory to help master their GTM strategy across cloud marketplaces like AWS, Azure, Google Cloud Marketplace and the Salesforce AppExchange.
Getting listed on a cloud marketplaces is just the beginning. For lasting success (and to turn your cloud marketing listing into a revenue generating machine), you need a GTM strategy that plays alongside your technology to see real results. Invisory’s ecosystem expert led GTM services can help you reach cloud marketplace success faster and with fewer hurdles.
Why legacy solutions neglect the GTM strategy
When the Cloud GTM Platform category emerged in the late 2010s, much of the focus was on the technical components of getting listed and transactable (think API integrations and webhooks – which Invisory also offers). At the time, Cloud GTM strategy and services weren’t prioritized.
The focus on these technical components meant that another important aspect fell to the wayside: the GTM Strategy.
What is included in a GTM strategy for cloud marketplaces?
- Developing a comprehensive go-to-market strategy that includes navigating the bureaucracy of cloud partner programs
- Building sales kit collateral like 1-pagers and slide decks
- Creating a strategy for customer stories
- Developing a sales toolkit for co-selling with cloud sales reps
- Nailing your marketplace specific messaging
- Building strategic relationships with cloud partner specialists (PDMs at Azure and AWS, PAMs at Salesforce, and ISV Specialist at Google Cloud Marketplace)
- Creating a multi-cloud go-to-market strategy for Azure, AWS, Google Cloud and/or Salesforce AppExchange
Because developing a GTM strategy is nuanced depending on cloud, more ISVs are drawn to Invisory’s GTM services-based approach, which involves working with a dedicated customer support manager who guides you every step of the way.
Invisory’s Cloud GTM Strategy and Services
Co-sell optimization
Benefit from support with co-sell submissions, hands-on training for your sales team, improved discovery questions, and more.
Listing optimization
Ensure that your marketplace listing has best-in-class SEO, ecosystem messaging, and positioning so that your solution is easily discoverable to new prospects.
Quarterly GTM advisory calls
Benefit from the strategic thought leadership of your Invisory team. We’re marketplace experts who will help you navigate through the ecosystem and build a GTM motion that lasts.
Event support
Meet and learn with other ISVs who are sponsoring annual events like Dreamforce, Re-Invent, Google Next and more with three 60-minute sessions leading up to the marquee event that are facilitated by the Invisory team.
Sales toolkit
Create a partner referral program and supporting materials that help you execute alongside the right Consulting partners in your cloud marketplace ecosystem, including a 1-pager, email templates, first call deck, and more.
GTM Deliverables
Get support with creating assets such as first call deck, quarterly win slides, battle card, email templates, 1-pager, as well as unlimited access to self-service templates that work.
Invisory is the only Cloud GTM solution that offers support for Azure, AWS, Google Cloud Marketplace, and the Salesforce AppExchange. Ready to take your cloud marketplace strategy to the next level? Reach out today.
FAQ
- What is a go-to-market strategy?
A go-to-market (GTM) strategy is a holistic approach to bringing a new product or service to market. In terms of cloud marketplaces, you might be bringing an established solution to a new market.
- What is included in a go-to-market strategy?
Your go-to-market strategy should include everything required to introduce a new product or service to your target marketing, which includes a robust marketing strategy, a deep understanding of your target market, and a sales strategy that speaks to where the new product and new market intersect.
- Why do I need a go-to-market strategy for each cloud marketplace?
If you think you can take your website’s generic messaging and apply it to your cloud marketplace listing, thinking again. The audience for each cloud marketplace is unique. If you’re selling on Google Cloud, for instance, you’ll want to prioritize messaging targeted at startups, AI, and ML. If you’re selling on AppExchange, your goal should be to explain how your solution fills whitespace in Salesforce, including how you extend the functionality of the CRM.
- I already work with a cloud GTM platform solution. What additional value can Invisory bring?
If you’re already listed on a cloud marketplace with another Cloud GTM Platform, do you feel adequately supported by your provider? Probably not. In fact, you are probably spending more time submitting support tickets than you’d like.
With Invisory, we offer the hands-on expertise and guidance you need to take your cloud marketplace go-to-market strategy to the next level. By working with Invisory, you will receive support for collateral like 1-pagers and first sales deck, marketplace listing optimization including SEO, co-sell optimization, playbooks for navigating cloud partner programs.
If you decide to move your listings from your current provider to Invisory, the good news is that you can make the transition with ZERO downtime. Reach out to learn more.
