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Taking hyperscaler partnerships to the marketplace with Neeti Gupta
Taking hyperscaler partnerships to the marketplace with Neeti Gupta
How do you take a thriving product partnership with a hyperscaler and magnify its scope to build a brand new GTM motion? That’s exactly what Neeti Gupta, Founder & CEO of AI Partnerships Consultancy was tasked with while at VMWare. Neeti’s community driven and hyperscaler data backed research approach helped her present a compelling case for the marketplace opportunity, which she then grew to a multi-million dollar revenue generator. In this episode, Neeti shares her process for everything from securing Cloud GTM buy-in to multi-functional operationalization.
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August 30, 2024
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Taking the customer obsession route to Cloud GTM success with Sarah Jackson
Taking the customer obsession route to Cloud GTM success with Sarah Jackson
It is relatively easier to understand the marketplace opportunity for SaaS business under the AI, ML and Data Mining blankets. The demand is clear, and the opportunities for technical consolidation with and within the hyperscaler ecosystem is apparent. On the surface, a business like UserTesting, a global platform for the collection of customer insights, might not seem like the obvious candidate for a successful Cloud GTM motion. However, our conversation with Sarah Jackson, Cloud & Partner Alliances Director, shatters that myth and showcases the immense marketplace opportunity the business is mining.
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August 30, 2024
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Building "win-win-win" cloud partnerships with Laura Ripans
Building "win-win-win" cloud partnerships with Laura Ripans
From building Datadog’s cloud alliance program from scratch, to now leading thriving multi-cloud partnerhips, the one thing that has remained steady on Laura Ripans’ radar is the need of the customer. In this episode, Laura shares with us the key to cloud partnerships that don’t just drive great customer outcomes, but also result in mutual value creation for the business and the hyperscaler. Tune in and discover how to: - Establish yourself in the customers’ “circle of trust” by leveraging cloud partnerships
- Align with your engineering team and the hyperscalers for continuous product innovation
- Access hyperscaler resources, tools and representatives to grow your motion faster
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July 29, 2024
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The key to differentiated hyperscaler partnerships
The key to differentiated hyperscaler partnerships
Michael Musselman, VP of Partnerships at Astronomer.io, is one of the most trusted advisors on SaaS partnerships and its evolving models. He joins us on the podcast to provide much needed perspective on the Cloud GTM conversation and its infrastructural underpinnings, and more importantly, the strategic approach to strengthening hyperscaler relationships to capitalize on all its associated benefits. Michael reveals valuable insights extracted from his current and prior experience as the owner of Lacework's partner mandate, including his multi-pronged approach to building closeness with the clouds, by a) co-building stronger solutions with their services org, b) co-selling them to joint customers with their seller org, and c) evangelizing the outcomes from this association through co-marketing. Check out the full episode to catch the nuances behind becoming a "complete partner."
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July 10, 2024
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Navigating the operational nuances of built-to-scale Cloud GTM
Navigating the operational nuances of built-to-scale Cloud GTM
Alex Balcanquall, Senior Director, Marketplace Strategy & Operations, Cloud Software Group joins the podcast to discuss an overlooked, yet highly integral nuance of Cloud GTM — boots-on-the-ground operations. Alex candidly shares situations from his own Cloud GTM adoption journey that he successfully navigated to achieve incredible revenue growth. With his origins in product management, Alex brings a unique and holistic perspective on -
- The importance of ensuring product workload compatibility with the hyperscalers
- Building an org-specific Cloud GTM Strategy that accounts for the specific preferences of its customers
- The operational underpinnings of multi-cloud, multi-region listings
- Automation tools and hyperscaler resources that businesses should better capitalize on to streamline Cloud GTM management
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July 9, 2024
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The roadmap for successful modern SaaS partnerships with Nelson Wang
The roadmap for successful modern SaaS partnerships with Nelson Wang
With over 17 years of experience of taking Partnership orgs from zero to millions ARR, Nelson Wang, Head of Worldwide Partnerships at Airtable, has cracked the code to building powerful SaaS partnerships. As the creator of Partner Principles (a weekly newsletter of templates, playbooks and more), Nelson generously shares his own proven blueprint to success. He reveals key elements of that blueprint in this episode of the podcast, where he speaks to us about:
- building a partner ecosystem that is governed by customer demands
- finding right-fit partners through a comprehensive qualitative and quantitative evaluation framework
- translating strategic calls to on-ground partner cadences and interactions
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May 29, 2024
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Shifting the Partnerships Perspective: From Enablers to the Determinants of SaaS Sales
Shifting the Partnerships Perspective: From Enablers to the Determinants of SaaS Sales
From leading the charge for a Partnership-led topline growth mandate at Zuroa, to building cross-functional alignment as the current Global Head of Partnerships at Pigment, Rohan Batra is uniquely qualified to educate us on the function’s nuances. On this episode, Rohan gets into the intricacies of: - Building Partnership into the DNA of a GTM-motion
- Setting expectations on outcomes and tracking them against the right KPIs
- Building cohesion, managing and balancing expectations within and outside of the organization …and so much more. He also shares his non-negotiables while hiring for roles within the function.
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April 15, 2024
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The opportunity and economics of Google Cloud Marketplace with Dai Vu
The opportunity and economics of Google Cloud Marketplace with Dai Vu
In this episode, Dai Vu — Managing Director, Cloud Marketplace and ISV GTM Initiatives at Google Cloud, discusses the growth of the marketplace and the attractive economics of selling through GCP for ISVs.
Dai Vu speaks with Trunal Bhanse — CEO, Clazar to discuss:
- Growth of the Google Cloud Marketplace
- Incentives and alignment for field sellers
- Modernizing procurement processes and new strategies to sell
- Expanding opportunities and growth in the marketplace
- Optimal post-listing strategy for ISVs
- Programs and help for ISVs on GCP
- The role of AI in cloud GTM adoption
- Future trends in cloud GTM and marketplace
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April 3, 2024
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An inside-out perspective on cloud GTM growth with Pete Goldberg
An inside-out perspective on cloud GTM growth with Pete Goldberg
From onboarding and scaling ISVs at AWS Marketplace, to managing partnerships for them, to switching over to the ISV side handing alliances at GitLab and now at Own Co., Pete has across-the-spectrum knowledge of partnering with hyperscalers, setting up cloud alliances, and building cloud GTM motions.
In this episode, Pete distills his across-the-spectrum knowledge into a fun conversation about the philosophies that drive both providers and ISVs to the marketplace motion, the (strategic and tactical) transformations he’s seen over the last five years, and the factors that can often determine ISVs’ success on cloud marketplaces!
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March 28, 2024
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Mastering Cloud Marketplace Maturity with Nima Badiey
Mastering Cloud Marketplace Maturity with Nima Badiey
In a world where digital transformation is the key to staying ahead, Nima Badiey - Strategic Enterprise Partnerships leader at Nvidia, sheds light on the profound impact of cloud marketplaces in modernizing sales and partnerships.
With a rich background from Joyent to GitLab, and monumental growth achievements at Google, Nima has been a pivotal figure in evolving these platforms from basic discovery channels to comprehensive commercial ecosystems.
In this episode, we explore:
- The evolution of cloud marketplaces into critical sales channels
- Strategies for enhancing business operations through automated and integrated cloud GTM solutions
- Insights into aligning sales teams and incentivizing cloud marketplace success
- The future of cloud marketplaces, including automation, integration, and the importance of private offers
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February 22, 2024
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An engineering leader's perspective on Cloud GTM
An engineering leader's perspective on Cloud GTM
Seasoned cloud GTM technologist and the Head of Engineering at Metronome - Suyog Rao, speaks with Trunal Bhanse - CEO of Clazar, about:
🏦 The changing processes of how software businesses sell and transact online
🔍 Why cloud marketplaces are a SaaS revenue magnifier
⚙️ How he navigated usage-based pricing in his previous role at Elastic, and
💰 The growth of usage-based pricing and Metronome’s own rise to a $43B Series B
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February 12, 2024
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The state of cloud marketplaces 2024
The state of cloud marketplaces 2024
Tune in as we bring the cloud alliances expert, Nadav Tzuker in conversation with Trunal Bhanse, our CEO. Together, they explore the realms of cloud marketplaces and reveal the way ahead for them in 2024.
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January 17, 2024
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A tech leader’s take on modern SaaS business
A tech leader’s take on modern SaaS business
Meet Kshitij Grover, an engineer turned entrepreneur sit down for a conversation with Trunal Bhanse, CEO of Clazar. Their captivating conversation presents a new perspective for viewers on the modern SaaS business.
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December 26, 2023
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Listing on Cloud Marketplaces
Listing on Cloud Marketplaces
Join us as we unveil the strategic, technical, and operational nuances of getting listed on cloud marketplaces. Learn how Clazar can help list faster and easier.
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December 7, 2023
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Travis Reed from Outerbounds: Navigating Cloud Marketplaces
Travis Reed from Outerbounds: Navigating Cloud Marketplaces
Learn from Travis on the challenges teams face getting onboard with cloud marketplaces and the way to navigate to revenue success.
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December 1, 2023
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Exploring the World of Partnerships and GTM
Exploring the World of Partnerships and GTM
Meet Asher Mathew, Trunal Bhanse, and Brian Lawrence at their best, discussing all things GTM and partnerships.
Find them unearth facts about the challenges in the world of partnerships, companies that are doing it right and how young aspirants can carve a path of becoming partnership leaders.
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November 7, 2023
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Build Vs. Buy: A take on GTM channel adoption
Build Vs. Buy: A take on GTM channel adoption
Welcome to our podcast. Learn about build Vs. buy discussed from a cloud marketplace adoption standpoint.
Learn how company sizes, budgets and goals affect the decision and which one is best for you for short and long term.
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November 1, 2023
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The Clazar Story with the founders -Trunal and Aayush. Decoding the Modern way to Sell SaaS software
The Clazar Story with the founders -Trunal and Aayush. Decoding the Modern way to Sell SaaS software
Dive into the origin story of Clazar with the founders and discover their vision for the future. From their humble beginnings at Airbnb to redefining modern software selling, this conversation sheds light on Clazar's journey and aspirations.
We take a trip down memory lane and talk about how it all started.
What was missing in the world of cloud marketplace selling?
What does Clazar look like in 2028, 5 years from now?
What separates Clazar from the other companies that are out there?
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October 12, 2023
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Introduction to Cloud Marketplaces. Clazar's Brian Lawrence in conversation with CEO, Trunal Bhanse
Introduction to Cloud Marketplaces. Clazar's Brian Lawrence in conversation with CEO, Trunal Bhanse
Clazar's Head of Sales, Brian Lawrence, and CEO, Trunal Bhanse, discuss:
-What exactly are Cloud Marketplaces?
-Why should SaaS companies care about cloud marketplaces?
-As a seller, what are the benefits of cloud marketplaces for my customers?
-Why AWS, Microsoft, and Google are investing heavily in cloud marketplaces?
-Why Cloud marketplace could be a misfit for some companies?
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August 30, 2023
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Acryl Data's journey on Cloud Marketplaces with Ben Anderson
Acryl Data's journey on Cloud Marketplaces with Ben Anderson
We have a guest today - Acryl Data's Director of Sales, Ben Anderson. Clazar's Brian Lawrence and Ben get into a free-flowing conversation and cover:
-Understanding what Acryl does, how they make money, and how Ben ended up at Acryl? -What are Acryl and Ben doing with cloud marketplaces as part of their monetization efforts? -How and why did Acryl choose AWS over the other two hyperscalers?
-How do you address concerns within your sales teams for moving deals to cloud marketplaces?
-What entailed setting up the AWS listing and managing the listing?
-What are the benefits that you are seeing with cloud marketplaces?
-The story of the 'dream deal'
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August 30, 2023