Change Management in Cloud Marketplaces: What ISVs need to know
As organizations moved from on-premise technology to the cloud, change management strategies were key to ensuring success in digital transformation. Companies that were slow to implement digital tools into their overarching business strategy – like Blockbuster, Blackberry, and Ford – fell behind or were eclipsed entirely by innovators that moved to the cloud.
In today’s tech landscape, cloud adoption is no longer enough to win. Now, companies need to embrace a wide range of changes to beat the competition, from embracing generative and agentic AI to driving cloud marketplace success, the topic of this blog.
In our recent Insights Report, Change Management Strategies for B2B Organizations: How to embrace the cloud marketplace change internally, the Invisory team walks you through everything you need to know about driving cloud marketplace adoption across your organization. Download our report here.
A solid change management strategy will help you plan for changes related to your cloud marketplace motion, implement new processes, and drive continuous adoption over the long run.
Here’s a sneak peak of what’s inside our Insights Report.
What is change management in cloud marketplaces?
In the simplest terms, change management in cloud marketplaces is the process of helping organizations successfully adopt new systems, processes, technologies, or strategies related to selling on AWS, Azure, Google Cloud Marketplace, and the Salesforce AppExchange – all while minimizing resistance and disruption. Change management in cloud marketplaces is about getting teams on board with co-selling alongside cloud sales reps, tapping into committed spend budgets, co-marketing, perfecting your “better together” story, creating GTM collateral, and building a partner strategy.
In change management, there are two broad categories: adaptive and transformative. ISVs that embrace cloud marketplaces today are ahead of the curve. This is a transformative change that can lead to new ways of marketing and selling, with opportunities for untapped revenue streams and new customer bases.
ISVs that delay getting into the cloud marketplace game run the risk of having to adapt down the road in order to survive, especially as the channel continues to grow in importance.
The layers of change management
When it comes to change management in cloud marketplaces, business leaders need to consider two parts:
- How humans respond to change in general
- The specific changes needed to drive cloud marketplace adoption
Humans can be resistant to change of all kinds. It’s in our nature to fear the unknown. To help ease these anxieties, you will want to be able to clearly articulate why this change is good for the organization, and how it will benefit your employees.
The Invisory team’s ecosystem experts understand that this is a positive change, you will need to create a step-by-step strategy to begin changing your business processes. This will require your organization to craft a vision and a plan, implement changes, and ensure the cloud marketplace motion becomes a part of your company’s culture.
Steps to ensuring change management in cloud marketplaces
- Get buy-in from c-suite and VPs. If execs aren’t fully committed to getting listed, co-selling, and climbing the partner ranks, your initiative won’t go far.
- Align sales, marketing, IT, customer, success, and most importantly partnerships/alliance around why the initiative will benefit your business’s bottom line.
- Clearly communicate the advantages of cloud marketplaces, as well as what is required from each team to push the motion forward and drive revenue.
- Train and enable your team with playbooks, GTM collateral, messaging exercises, and more (Invisory can help you craft this part of your GTM strategy).
- Get feedback, check in, address concerns, and address your cloud marketplace strategy as needed.
- Measuring success by tracking adoption rates and business impact. Not driving revenue but want to make sure you’re on the right track? Check out our eBook on measuring other leading indicators of success to make sure you’re on the right track.
Invisory for cloud marketplace success
Cloud marketplaces offer ISVs countless opportunities, but getting listed, transactable and putting a cloud GTM strategy in motion takes time.
With Invisory, you can access API integrations, expert-built playbooks, a dedicated customer support manager and everything else you need to operationalize your cloud marketplace listings and start generating leads.
