What Salesforce Selling on AWS Tells Us About Hyperscaler Marketplaces
Last November, Salesforce and AWS made a joint announcement that select Salesforce products were being sold on the AWS Marketplace. You might be thinking, Why would Salesforce, the world’s number one CRM, want to sell on a cloud marketplace? From one perspective, Salesforce is simply practicing what it’s been preaching since 2005, when the company […]
Choosing a Cloud GTM Platform (and Moving Away from Legacy Solutions)
It’s no secret that cloud marketplaces are transforming how ISVs buy and sell their solutions. In fact, the cloud marketplace movement has prompted a new category to emerge: the Cloud GTM Platform. As more ISVs look to drive marketplace success, they’re shopping around for a cloud GTM platform that streamlines listing, co-selling, expressing private offers, […]
Developing a Multi-Cloud Marketplace Strategy: A Guide for ISVs
Once you’ve mastered your first cloud marketplace ecosystem, you may find yourself looking at how to amplify your partnership channel by expanding into a second or even third marketplace. If you’re thinking about listing on more than one cloud marketplace, you’re probably also considering how to successfully execute a GTM strategy. For ISVs, the challenge […]
AWS ISV Accelerate Program: What ISVs need to know
If you’re an ISV that has just listed on the AWS Marketplace, you’re probably wondering if the AWS ISV Accelerate program is right for you. While the AWS Marketplace offers ISVs an opportunity to drive revenue on a new channel, standing out in the crowded marketplace can be challenging. For ISVs with some track record […]
AWS Partner Paths for ISVs: Software, services, and more
If you’re an ISV looking to expand your reach on the AWS Marketplace, getting familiar with AWS Partner Paths is key. This guide provides a comprehensive look at AWS Partner Paths, its advantages for your business, and other relevant paths that could align with your goals. Here, we unpack the essentials, offering you a clear […]
How Cloud Marketplaces Help You Sell More Cybersecurity Software
In today’s digital-first world, cybersecurity threats and data breaches are omnipresent. Who isn’t afraid of being hacked and how that could damage reputations and lead to financial loss? Now more than ever, cybersecurity solutions are top of mind for B2B customers, especially across cloud marketplaces. For cybersecurity software providers and ISVs, the challenge of going […]
Private Offers on Microsoft Azure Marketplace: What ISVs Need to Know
Imagine this: Your Azure Marketplace offer is live. You enter into a conversation with a prospect who is interested in your solution but wonders if you can do something to sweeten the deal. Rather than create a custom plan outside of Azure, you can express private offers right in the Azure Marketplace. Creating a private […]
A Review of Bob Moore’s “Ecosystem-Led Growth”: Partners are the Future
On a team call a few weeks ago, our CRO recommended that I check out Bob Moore’s new book, Ecosystem-Led Growth: A Blueprint for Sales and Marketing Success Using the Power of Partnerships (2024). Despite working as an ISV marketer for 2 years (and various B2C and B2B2C startups for the past 6+), I only partnered […]
Azure Metering: The Ultimate Guide for ISVs
Once you’re listed on the Azure Marketplace, you will need to determine whether or not to include metering as part of your pricing strategy. While some applications come with standard pricing (e.g., a monthly or annual subscription cost), other services charge by the usage of a specific unit, like data consumed or reports created. Think […]
Hyperscalers: From Data Centers to Cloud Marketplaces
The terms “hyperscale” and “hyperscaler” get thrown around a lot – and with good reason. It goes without saying that hyperscalers like AWS, Azure, and GCP have redefined the internet and allowed SaaS businesses to create cloud solutions that are hosted off-prem. But hyperscaler didn’t always describe the internet or even cloud consumption. […]
