PartnerReady’s Post

Enterprises spent ~$65BN with cloud providers in Q2, and partners want a piece of the action... Microsoft Azure, Amazon Web Services (AWS), and Google Cloud each have world-class ecosystem opportunities for partners to capture value and generate revenue, but navigating these programs is tougher than ever. Fresh from Catalyst, we proudly present our latest report, "State of Co-Selling: Hyperscaler Edition." Joining forces with WorkSpan, we surveyed 130+ professionals to decode the art of boosting revenue with cloud partnerships. Explore this treasure trove of insights, including contributions by Bader Hamdan, Chaitra Vedullapalli, Jake Makler, 📈Juhi Saha - Your Partnerships Co-Pilot, and Justin Forth, to elevate your cloud partner strategy. Catch the download link in the comments! #CoSelling #Partnerships #Sales

SADA President and CEO Tony Safoian says his company’s acquisition by Insight is aimed at building a bridge between the Google Cloud Platform and Microsoft Azure. Read his interview with CRN’s Joseph Kovar to learn more: #GoogleCloud #GoogleCloudPartners #MicrosoftAzure

Cloud infra is a $300B annualized run rate market [Synergy Research Group], with Amazon Web Services (AWS) hitting $100B+ in their recent earnings. 🚀 Significant cloud momentum continues to be built across the board, with Microsoft Azure and Google Cloud also reporting strong YoY growth numbers in their latest earnings reports. John Dinsdale also predicts a 2X ⬆️ in market size “over the next four years.” What’s really happening? 🤔 The bulk of tech workloads have, for a significant amount of time, continued to remain on-premises, but COVID and contracting markets lent themselves to an exodus of software businesses towards cloud PaaS. “Yet 85% or more of the global IT spend remains on-premises. And this is before we even calculate GenAI, most of which will be created over the next 10 to 20 years from scratch and on the cloud. There's a very large opportunity in front of us,” Andy Jassy said. This coincides with ballooning cloud commits being funneled into hyperscaler marketplaces that together command 67% of the cloud infrastructure services market as of Q1 2024. Many of these hyperscaler customers will exercise their existing cloud relationships and commits as a part of their procurement process for two separate reasons: 1️⃣ To reduce procurement effort and time by finding pre-qualified vendors that work with/within their preferred cloud infra-ecosystem 2️⃣ Because a higher cloud expense throughput will help them unlock additional benefits from hyperscalers either in credits or as support for their own cloud GTM motions For software (and services) sellers, this is a huge market opportunity! 💪 An earlier Canalys report suggested that for every $1 of AWS infrastructure sold, there is up to $6.40 available to partners who can deliver a variety of services, for customers. If you’re someone who is building on cloud and has a strong problem that you’re solving for other on-cloud businesses, start by asking prospects if they’re open to buying with their cloud commits for procurement and see an instant lift in: 🤝 Procurement confidence among buyers, 🥅 A significant boost in conversions and 🦘 A 40% jump in your deal cycle agility #AWS #Azure #GCP #hyperscalers #cloud #PaaS

In the journey of scaling on cloud marketplaces, the one size fits all approach, often overshadows the strategic benefits of a focused approach. While the allure of multi-cloud products tempts many to aim for simultaneous launches across AWS, Azure, and Google Cloud, this approach isn't always practical or beneficial for Independent Software Vendors (ISVs). Let’s address the elephant in the room: diving into all three major cloud marketplaces at once might sound like a good strategy, but is it really feasible? Splitting focus across multiple hyperscalers, each with their unique requirements and competing interests, often results in a diluted product offering. Depth, not breadth, is crucial when aligning your product with marketplace requirements. This is where CloudAtlas comes in. Our playbook is designed specifically to help you go deep with Google Cloud Platform (GCP), ensuring that your product not only meets but excels within the marketplace digital framework. By focusing on GCP with CloudAtlas, you can ensure your product strategy is not just a listing, but is engineered to make buying, selling and operating your product easy. Don't get caught up in the spread-too-thin strategy. Opt for depth, align your product meticulously with GCP, and watch your cloud business thrive. #CloudComputing #GCP #SoftwareVendors #CloudAtlas #MarketplaceStrategy #GCmarketplace #Google

In this Q&A article with Tony Safoian, President and CEO of SADA, learn more about Insight’s recent acquisition of the company, including perspectives on accelerating and optimizing cloud services and solutions: http://ms.spr.ly/6048ik2F8

🚀 Excited to share insights on building successful cloud partnerships! ☁️ (LINK IN FIRST COMMENT) In our latest blog, we unveil the four foundational pillars essential for transforming vendors into a scalable sales channel: Sales, Business Development, Partnership Enablement, and Marketing. Each pillar plays a crucial role in fostering collaboration and driving growth in the cloud ecosystem. Read more about these key elements and their significance in laying the groundwork for thriving collaborations. #cloud #cloudmarketplace #aws #azure #businessdevelopment

In this Q&A article with Tony Safoian, President and CEO of SADA, learn more about Insight’s recent acquisition of the company, including perspectives on accelerating and optimizing cloud services and solutions: http://ms.spr.ly/6040iZpoa

In this Q&A article with Tony Safoian, President and CEO of SADA, learn more about Insight’s recent acquisition of the company, including perspectives on accelerating and optimizing cloud services and solutions: http://ms.spr.ly/6045ibM5l

In this Q&A article with Tony Safoian, President and CEO of SADA, learn more about Insight’s recent acquisition of the company, including perspectives on accelerating and optimizing cloud services and solutions: http://ms.spr.ly/6045ikakh

Did you know? ☁️The cloud commitments on Amazon Web Services (AWS) increased by 10 billion USD as of Q2, 2023 📈Google Cloud is growing at 28% with its second consecutive profitable quarter 💡Microsoft Azure has surpassed a $50B annual run rate, also growing in double digits What accelerated the growth? - The provision that a part of these cloud commitments can be used to purchase 3rd party software and services via cloud marketplaces. - Global reach and penetration of the hyperscalers - Faster sales cycle, easy onboarding, and unified billing, to name a few So, how can I seize the opportunity? As an ISV, getting listed is your first step to capitalize on this unprecedented growth.  Thanks to our friend, Roman Kirsanov, for these useful insights.