Channel, resellers and marketplaces

Resellers, system integrators, distributors, cloud marketplaces like AWS and Azure, app stores and app directories.

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What is a cloud marketplace and why does everyone tell us to list on AWS? A cloud marketplace is a catalogue inside AWS, Azure or Google Cloud where a customer buys your software through the procurement they already use f... Breaking into GTM 3 resources → How do we actually list on AWS Marketplace, and what changes in our sales process? The listing itself is a few weeks of work: register as a seller, choose a delivery method (SaaS is usually contract or metering based), write the l... Doing the work 4 resources → Should we list on more than one cloud marketplace, or is AWS enough? Follow your customers, but the data leans toward breadth. Tackle's survey work found companies transacting on all three clouds report around 29% of... Doing the work 4 resources → What margin should we give partners, and how do we stop channel conflict? Publish one margin table and one deal registration policy, then hold the line. Sensible bands are 10 to 15% for referral, 20 to 30% for partners ca... Leading a GTM team 4 resources → What operations do I need behind channel: deal registration, PRM, attribution? Start with a shared sheet and a defined lifecycle, and buy software only when the sheet visibly breaks. Three things must exist from day one: deal ... Leading a GTM team 4 resources → Marketplace revenue is growing but finance hates the platform fee. How do I make the case? Do not argue about the fee, argue about the alternative. Compare the fully loaded cost of deals won through the marketplace with your normal CAC, t... Leading a GTM team 4 resources → What do the top 10% of cloud marketplace sellers do that everyone else does not? They treat marketplace as a channel with an owner and a number, not as a listing someone did once. Tackle's 2025 data shows the leading tenth push ... How the best do it 4 resources →

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