The Emergence of the Cloud as a Route-to-Market

This podcast episode explores the growing significance of cloud marketplaces as a route to market for Independent Software Vendors (ISVs). It discusses the emergence of cloud marketplaces, the benefits they offer for software vendors, the discovery questions that sellers can ask to identify cloud budgets, and the increasing sophistication of cloud buyers. The episode also introduces Tackle.io, a platform that supports ISVs in building cloud go-to-market channels, and discusses its integration with Salesforce. Additionally, the episode highlights the importance of building relationships with cloud representatives and the evolution of cloud go-to-market strategies. It emphasizes the alignment between sales, alliances, and marketing teams in the cloud era and the impact of cloud marketplaces on the role of Chief Revenue Officers (CROs). The episode concludes by emphasizing the flexibility and applicability of marketplace strategies for both startups and scaling companies, as well as the importance of Independent Software Vendors in the cloud ecosystem.