Multi-Cloud Marketplace GTM Strategy in Action
As digital transformation continues to take hold, more and more organizations will embrace a multi-cloud strategy.
It’s no surprise, then, that cloud marketplaces have become the channel of choice for B2B buyers and sellers. Leveraging a multi-cloud marketplace selling strategy not only increases your audience of cloud customers, but amplifies your co-selling opportunities with cloud marketplace sales teams.
Developing a multi-cloud GTM strategy for marketplace
If you’re an ISV looking to build on multiple ecosystems, you will need to develop a unique GTM strategy for each cloud marketplace. This means building your solution to meet the technical needs of your CSP or CRM, ensuring that your solution fills the appropriate white space in the given ecosystem, and then developing a unique GTM strategy for each listing. What strategy works for Salesforce won’t fly for Azure, for instance.
Benefits of a multi-cloud strategy for marketplace
- More revenue channels
- Larger audience
- Co-sell opportunities in various ecosystems
- Access to more committed spend budgets
- Co-marketing opportunities with major tech brands
- Meet customers where they
- Streamlined procurement
- Faster sales cycles and larger deal sizes across ecosystems
- More opportunities for upsell, cross-sell, and renewals
From Listing to Lasting Multi-Cloud Success
Listing and selling on cloud marketplaces can be one of the most meaningful steps for ISVs looking to unlock new revenue channels. To make the process more streamlined, scalable and successful, consider partnering with a Cloud GTM solution like Invisory. With Invisory, you can develop a robust multi-cloud GTM strategy that includes:
- Access to a dedicated Cloud Marketplace Strategist
- Automated GTM deliverables with AI
- Expert-built playbooks and templates for co-selling & lasting marketplace success
- Managing metering, private offers and more from a single platform
- Syncing your Cloud GTM data with CRMs like Salesforce & HubSpot
- Ability to list and thrive across multiple cloud marketplaces like Azure, AWS and Google faster using pre-built API integrations
To learn more about expanding your partnership view and opportunities, contact us today.
FAQ
- What is multi-cloud?
Multi-cloud simply means that 2 or more cloud ecosystems are involved. You might use multi-cloud as a term if your tech stack uses both AWS and Google Cloud. Or you might use multi-cloud to refer to the fact both your cloud service provider (CSP) and CRM are built in the cloud.
- What is a multi-cloud strategy?
A multi-cloud strategy refers to the process of leveraging 2 or more cloud ecosystem to drive favorable business results.
Larger, enterprise-level organizations might run a multi-cloud strategy and build on multiple service providers to take advantage of each ecosystem's unique benefits. Multi-cloud strategies also emerge as companies expand into new markets, or enter into mergers and acquisitions.
For ISVs selling on cloud marketplaces, developing a multi-cloud strategy means getting listed on multiple ecosystems and operationalizing each channel into a revenue-generating machine.
- What are the advantages of a multi-cloud strategy?
- Digital transformation
- Scalability
- Cost-effective
- Innovation
- Streamlined operations
- Enhanced risk manaagement
