The Emergence of the Cloud as a Route-to-Market

John Jahnke, CEO of Tackle.io, has 20 years of experience in executive leadership roles. John has worked with companies like Pivotal, Greenplum, EMC, and Cognizant. Jake Simpson, CRO of Tackle.io, has led companies through substantial growth phases as the CRO of Anapsis and Catalan Technologies. In this episode, John Jahnke and Jake Simpson, discuss the emergence of cloud marketplaces as a route to market for software companies. They explain how cloud marketplaces, such as AWS, Microsoft, and Google, provide an avenue for ISVs (Independent Software Vendors) to align their sales with cloud providers and tap into the growing cloud budget. The guests highlight the benefits of using cloud marketplaces, including easier access to cloud budget, seamless transaction execution, and the ability to leverage strategic relationships with cloud providers. They also emphasize the importance of understanding the cloud ecosystem and building a cloud go-to-market strategy to take advantage of this high-growth channel. Tune in and learn more about this episode of the Revenue Builders Podcast. HERE ARE SOME KEY SECTIONS TO CHECK OUT [00:07:21] Using cloud credits to purchase software on the marketplace [00:11:38] Marketplace becoming a common channel for software companies [00:16:48] Tackle platform integration with Salesforce enables easy engagement with cloud providers. [00:19:46] Cloud budget and B2B software budget colliding to create a 2 trillion mega budget. [00:20:24] Benefits of using Tackle platform for sales reps. [00:24:03] Tackle IO allows executing transactions without engaging with cloud sellers. [00:26:39] Marketing budgets under pressure, aligning ABM campaigns with cloud. [00:28:27] Tackle IO simplifies the integration of websites with the marketplace. [00:29:37] The evolution of marketplace experience towards a console-based model. [00:32:34] The opportunity for CROs to leverage cloud marketplaces for go-to-market strategies. [00:36:18] Tackle's revenue model and pricing structure [00:37:36] Importance of marketplace strategy for all companies [00:43:25] Career opportunities in cloud co-selling [00:49:46] Jake Simpson echoes John Jahnke's thoughts on designing a cloud go-to-market strategy based on company strategy and go-to-market system. [00:50:15] Jake Simpson sees an opportunity for responsible growth with efficiencies through cloud go-to-market strategies. ADDITIONAL RESOURCES Learn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyP Connect and learn more about John Jahnke. https://www.linkedin.com/in/johnjahnke/ [email protected] Connect and learn more about Jake Simpson. https://www.linkedin.com/in/jakewsimp/ [email protected] Their Marketing Contact. Erika Childers: [email protected] HIGHLIGHT QUOTES [00:19:46] "The cloud budget is growing faster than any other budget in technology, say 20 percent year over year. It's 600 billion today. It'll be a trillion dollars in a handful of years." [00:32:34} "There's a tremendous opportunity for those that should be leaning in here. Everyone's trying to figure out right now how to get back to growth, and throwing headcount at it is a risky proposition." [00:38:23] "I think this movement's reshaping the way that channel works. And I think it's not just like marketplace cloud or channel, it's cloud and it can actually be an easy path to initiate your channel strategy as a software."