Honeycomb accelerates cloud marketplace success with Clazar

Cloud marketplaces represented a strategic revenue channel for Honeycomb, with partner-influenced opportunities generating over half of the company's sales pipeline. However, their manual process of entering opportunities into the ACE portal was:

• Time-consuming and error-prone
• Requiring sales reps to navigate multiple platforms
• Limiting scalability of AWS Marketplace operations

Jack Grisanti, Technical Alliance Manager at Honeycomb, explained: "We encountered scalability issues with our AWS Marketplace operations because our partner team had to toggle between multiple systems and manually enter data in each one. It became increasingly challenging to keep everything up-to-date."

To address these challenges, Honeycomb implemented Clazar's Salesforce ACE-CRM integration. This solution streamlined Honeycomb's cloud marketplace operations by:

• Automating Opportunity Creation: The system now automatically generates co-sell opportunities based on custom triggers directly from Honeycomb's Salesforce environment, eliminating manual data entry.
• Enhancing Pipeline Visibility: A bidirectional sync between Salesforce and ACE provides real-time insights into Honeycomb's AWS opportunity pipeline, enabling better decision-making and forecasting.
• Streamlining Private Offers: Sales teams can now create private offers directly from Salesforce with just a few clicks, significantly reducing time and effort.
• Intelligent Data Enrichment: The platform automatically enriches data when creating private offers and co-sell opportunities, ensuring accuracy and completeness.‍
• Centralizing Operations: By integrating seamlessly with existing systems, Clazar eliminated the need for sales reps to juggle multiple platforms, creating a single source of truth.

"Clazar offers us a scalable and automated way to manage our private offers for customers and share pipelines via ACE within the AWS ecosystem. This is a tremendous value-add!"

Jack Grisanti

Technical Alliance Manager  |  Honeycomb

By implementing Clazar's solution, Honeycomb transformed its cloud marketplace operations from a manual, time-consuming process to an efficient, automated system primed for scalability and growth.

The implementation of Clazar's solution yielded impressive results across four key areas:

1. Accelerated Private Offer Creation:
   • Sales representatives can now create offers directly from Salesforce in just a few clicks
   • This streamlined process drove wider adoption of the channel across the sales team

2. Perfect Opportunity Approval Rate:
   • Achieved 100% opportunity approval rate from AWS
   • Attributed to more accurate and consistent data flowing automatically from Salesforce to marketplace opportunities

3. Dramatic Increase in APN Submissions:
   • Doubled the number of APN opportunity submissions within just 11 days of implementation

4. Enhanced Pipeline Visibility:
   • Gained comprehensive insights into the co-sell pipeline through Clazar's analytics
   • Enabled more effective management and tracking of AWS Marketplace performance

"We now have the scalable solution we need to meet our goals. Clazar was the right solution at the right time to support the kind of growth we're going to see in the future."

George Miranda

Senior Director of Ecosystems & Partnerships  |  Honeycomb

By leveraging Clazar's Cloud Sales Acceleration platform, Honeycomb has positioned itself for accelerated growth on AWS through both marketplace and co-selling initiatives. The company is now poised to expand its success to other cloud platforms, demonstrating the transformative power of streamlined, automated cloud marketplace operations.