Cloud is Revenue: not only a feature

You just missed quota...

Many salespeople know the feeling of that 1 deal you needed getting pushed to the next month meaning you miss your company, team, or individual quota.

The feeling is encapsulated by the Friends theme song: "So no one told you life was gonna be this way"

Technical & especially software salespeople know how to sell cloud as a feature.

"We can deploy on-prem or we can host it on our cloud"

"You can deploy closer to your clients, it's so fast"

"You can store everything in the cloud, it's unlimited"

Selling cloud features got you pretty far and probably helped you hit quota many times in years past.

That is now evolving as companies are starting to buy and sell software through their cloud providers like AWS, Microsoft Azure & Google Cloud.

Gartner said, "In 2022, more than $1.3 trillion in enterprise IT spending is at stake from the shift to cloud".

Look at the AWS, Microsoft Azure, & Google Cloud revenue chart.

-Credit Amazon Maven

AWS, Microsoft Azure, & Google Cloud cloud commits can be used to buy software.

Why are companies buying software on the Cloud Marketplaces?

-Credit Tackle State of the Cloud Marketplaces 2021 Report

1. They get a discount on their cloud spending if they precommit budget to AWS, Microsoft Azure, or Google Cloud, so they are incentivized to have bigger commits & use the software.
2. They can get ROI faster from the software they purchase through a shorter buying process
3. They can consolidate their vendors into line items on their cloud bills. Less paperwork & fewer companies to pay with different due dates.

So when your Manager/Director/VP/CRO is looking for more:

Think: "How can I get access to the billions of dollars in cloud commits companies have with AWS, Microsoft Azure, & Google Cloud?"

Why are companies selling software on the AWS, Microsoft Azure, & Google Cloud Marketplaces?

-Credit Tackle State of the Cloud Marketplaces 2021 Report

1. Their clients ask them to buy through Cloud Marketplace & they can access the precommited cloud budget that their clients have as an alternative to departmental budgets.
2. Accelerate the average sales cycle since vendor onboarding is eliminated, legal agreements can be standardized, & it is easier to get budget approval.
3. Improve their relationship with the cloud providers (AWS, Microsoft Azure, & Google Cloud) specifically for co-selling because of incentives built within partner programs

The open secret on how to turn this cloud revenue into hitting your quota: Cloud Marketplace.

The Cloud Marketplace is where your clients' cloud commits meet your bank account.

Wait! What's the catch?

-Credit to dreamstime for illustrating a catch with their watermarked stock photo

You need a go-to-market strategy across sales, partnerships, finance, engineering, & marketing.

Tackle's software & marketplace experts are the key to start & continue driving this Cloud GTM Flywheel:

->find opportunities-> cosell with the cloud providers->accelerate deals->increase revenue->invest in your Cloud GTM

You want to hit quota right?

-Credit to LeadFuze

Let's determine the best Cloud Marketplace opportunity for your software & sales strategy, so you can hit revenue quotas faster.

Special shout out to Joshua A. , Valeria Paredes , Tyler Harless , & Miguel Angel Velasco !

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Or send ? Ryan Clark ? an Inmail or Connection Request.

Overall credit to Tackle & the State of Cloud Marketplaces report for 2021.

The State of Cloud Marketplaces 2022 report has even more incredible & useful insights.