Build vs buy: A take on going to market with cloud marketplaces

Summary

CEO and founder Trunal Bhanse thinks back to his leadership and engineering days and ponders over the generational question of whether to build or buy software, this time from a cloud marketplace go-to-market lens.

Key points

1. Investment is ongoing: Building a marketplace integration is not a one-off project; it requires continuous investment in engineering and operational support. Companies must be prepared for sustained commitment.
2. Multi-cloud complexity: For companies targeting multiple cloud platforms, understanding the unique intricacies of each marketplace is essential. This requires dedicated resources with specialized knowledge.
3. Focus on core competencies: Businesses should evaluate whether they want to allocate engineering talent to marketplace integrations or focus on their core products for higher ROI.
4. Vendor evaluation: When deciding to buy, companies must assess potential vendors’ reliability, features, and ability to scale. The right partner can significantly streamline the integration process.
5. Long-term planning: Companies should consider future growth and how marketplace strategies will evolve. Early decisions can impact scalability and operational efficiency down the line.
6. Marketplace importance: The growth of cloud marketplaces is undeniable, and they should be integrated into sales strategies for sustained revenue growth and competitive advantage.
7. Early adoption benefits: Companies that proactively engage with cloud marketplaces now will gain a competitive edge as the channel matures, positioning themselves favorably in the market.