Scaling offer management & co-sell operations from within the CRM

The Atlan team realized that marketplaces would be a strategic go-to-market channel for revenue growth and wanted to grow the partnership with the Hyperscalers. But they also knew early on that building and maintaining integrations with different cloud portals can divert crucial engineering bandwidth away from the core product. 

To scale its cloud marketplace motion, Atlan was looking for a platform and a partner who could help it manage listings on leading cloud marketplaces with minimal lift and offered them the ability to manage the marketplace operations and co-selling from within their CRM. 

After evaluating the platforms in this space, Clazar emerged as the clear winner for serving Atlan’s needs. 

“Clazar distinguished itself from its competitors by offering a modern, intuitive platform that seamlessly integrates with our existing workflows, unlike the outdated systems of its competition, which required cumbersome, hard-coded modifications. Clazar's superior user interface, adaptability, and exceptional support team were key factors in our decision.”

Harsh Shah

Sales Operations Manager  |  Atlan

Connecting their CRM to cloud portals and empowering teams to create private offers and co-sell opportunities in a few clicks

Clazar helped Atlan streamline its cloud marketplace strategy. First, Clazar enabled Atlan to manage its listings across AWS, Azure, and GCP marketplaces from one dashboard. With Clazar, Atlan gained a comprehensive view of all buyers and their related contracts and offer details, all conveniently accessible for their internal teams, aiding effective contract lifecycle management with real-time updates. 

To drive adoption and reduce their team's workload, Atlan wanted an easier way of creating and managing Private offer and co-selling workflows. Clazar helped Atlan integrate SFDC with their cloud portals, simplifying the creation and sending of Private Offers from SFDC for sales and DevOps teams. 

Furthermore, Clazar facilitated co-selling by allowing Atlan to create and manage co-sell opportunities directly from SFDC, update referrals in real time, and surface the AWS engagement score to assess the customer's propensity to buy. 

"We are incredibly happy to partner with Clazar on our GTM journey with the marketplaces. Clazar is definitely a Co-Pilot that we need to scale our marketplace transactions."

Harsh Shah

Sales Operations Manager  |  Atlan

The Atlan team has been able to drive the adoption of the cloud marketplace channel with Clazar, as they can now send POs and act on co-sell opportunities directly from SFDC. This has brought the time for creatine a private offer from 10 minutes to under a minute.

A co-sell opportunity that used to take 5 minutes is now done in under a minute with automation. The Atlan team created over 30% of co-sell opportunities in just two months, compared to what they could create in all of last year. 

Accepting new deals from the marketplace, particularly AWS, has been a cakewalk for the team. With white-glove implementation and proactive support, Atlan found a true partner in Clazar. 

By leveraging Clazar's cloud GTM platform, Atlan has positioned itself for continued success in navigating cloud marketplaces and driving growth in its marketplace transactions. Atlan anticipates improvements in sales, deal cycle reduction, and potential increases in Average Contract Value (ACV) due to Clazar's solutions in the near future.