Cloud Masters Episode #119
Mastering Cloud Marketplaces: Best practices for listing, co-selling, and accelerating your GTM
We cover everything you need to know about Cloud Marketplaces including best practices for listing and co-selling, pitfalls to avoid, and lessons learned from our guests’ own experiences helping companies navigate marketplace listings.
Cloud Masters Episode #119

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Cloud Masters
Cloud Masters
Mastering Cloud Marketplaces: Best practices for listing, co-selling, and accelerating your GTM
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Cloud Masters
Cloud Masters
Mastering Cloud Marketplaces: Best practices for listing, co-selling, and accelerating your GTM
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Episode notes

Key Moments

00:00: Introduction
02:14: When you should list on Cloud Marketplaces
07:28: Selling a Marketplace integration internally
11:31: Running a cost-benefit analysis in marketplace pilots
12:45: Are cloud marketplaces changing procurement processes?
16:25: The lesser-known benefit of marketplace
17:50: How to drive a successful marketplace listing
29:48: Validating marketplace ROI with existing dealflow
32:39: Accelerating Marketplace listings
36:30: Making your listing stand out with cloud provider reps
46:00: Future trends & predictions
51:18: Reporting on Marketplace performance
53:45: Final thoughts

About the guests

Jon Yoo
Jon is the co-founder/CEO of Suger. Suger helps ISVs sell on cloud marketplaces like AWS, Microsoft Azure and Google Cloud, by reducing the time to list on marketplaces from 3 months of developer time to 1-2 weeks. Post listing, Suger platform automates operational & sales workflows such as offer execution, billing & metering, analytics, co-sell and pipeline management. Fast growing startups and enterprise companies like Fivetran, Notion, DBT Labs and Intel use Suger to streamline their cloud sales operations. Backed by Craft Ventures, Intel Capital, YC.
Thomas Bush
Thomas Bush is the co-creator and leader of ISV Go Global at DoiT, a GTM accelerator and strategic initiative in DoiT’s recent $5B SCA with AWS. ISV Go Global actualized over 100 Marketplace onboardings, 25 ISV partnerships, and $100M in Marketplace revenue in 2023. He advises strategic customers and ISV partners on how to leverage cloud Marketplaces and partner co-sell ecosystems to maximize new customer acquisition. He’s a certified executive coach, private chef, loving husband, proud father of two, and is based in Seattle.
Jon is the co-founder/CEO of Suger. Suger helps ISVs sell on cloud marketplaces like AWS, Microsoft Azure and Google Cloud, by reducing the time to list on marketplaces from 3 months of developer time to 1-2 weeks. Post listing, Suger platform automates operational & sales workflows such as offer execution, billing & metering, analytics, co-sell and pipeline management. Fast growing startups and enterprise companies like Fivetran, Notion, DBT Labs and Intel use Suger to streamline their cloud sales operations. Backed by Craft Ventures, Intel Capital, YC.
Thomas Bush is the co-creator and leader of ISV Go Global at DoiT, a GTM accelerator and strategic initiative in DoiT’s recent $5B SCA with AWS. ISV Go Global actualized over 100 Marketplace onboardings, 25 ISV partnerships, and $100M in Marketplace revenue in 2023. He advises strategic customers and ISV partners on how to leverage cloud Marketplaces and partner co-sell ecosystems to maximize new customer acquisition. He’s a certified executive coach, private chef, loving husband, proud father of two, and is based in Seattle.

Related content

Product Led Growth on Cloud Marketplace
In an era where PLG (Product-Led Growth) dominates discussions, companies are constantly seeking innovative methods to acquire customers with minimal CAC (customer acquisition cost) and streamlined onboarding processes. Here’s how to build a PLG strategy on AWS, Azure, and GCP Marketplaces.
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What is Suger?
Suger can help you list faster and accelerate your GTM on the AWS, Azure, and GCP marketplaces. Here’s how it works.
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Why Cloud Marketplace Matters
A shift to the cloud also means a shift to cloud marketplaces. Jon Yoo, CEO of Suger.io explains why.
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