The Clazar Podcast

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

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.

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

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!

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

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

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.

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.

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.

Learn from Travis on the challenges teams face getting onboard with cloud marketplaces and the way to navigate to revenue success.

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.

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.

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?

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?

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'