Скачать или смотреть How to scale Cloud GTM at Microsoft Azure w/ Manik Rane, Global Head of Microsoft Alliance @NetApp

Manik Rane, Global Head of Microsoft Alliance at NetApp, reveals that cloud marketplace is “one of the biggest #growth engines 📈 that we have seen over the last year … this became a completely new vehicle for us to transact and it was great for the customers…”

Manik drew on his experience in leading Microsoft Azure alliances in NetApp and more than two decades in alliances prior and shared his insights on how to grow and run a cloud marketplace GTM at scale.

🗽 Manik explains that when he joined NetApp, the first thing that he did was “build the marketplace team to ensure that we have our IP co-sell ready, IP co-sell MACC eligible, making sure we are completely buttoned up when it comes to transacting to the marketplace.”

He put “significant amount of energy knowing that this is going to be the way customers are going to demand a transaction through and procure software product, rather than the traditional way of selling through the channel partner or directly.”

In this clip from our recent Cloud GTM Leader course session Manik explained 5 key areas that he called

The Table Stakes for Marketplace Success:

🛠️ Build

IP Co-Sell Ready status for marketplace listings
Partner Center management skills
Solution pitch decks, To and Through Microsoft
Relationship with your Partner Development Managers

📊 Align

Priority Solution Areas
Microsoft Sales organization
GTM and Marketing Initiatives across geos

🤝 Enable

Educate sellers.
Key: Microsoft first party events
Broadcast win wires. Publish customer success

💡 Engage

STU/CSU/GBBs, Leverage PDMs and PMAs
Partner Center reporting and Marketplace Incentives

🎯 Deliver

Robust deployment, Implementation: ACR

Manik emphasizes that to succeed in Cloud GTM it’s critical to understand how Microsoft organizes and compensates sales and solution teams (including STU) and align with MSFT sellers among other things.

What worked for you in aligning with hyperscale sales teams?


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⚡️ Our next Cloud GTM Leader cohort is starting on November 6th.

Join us on 5-week deep dive into cloud marketplaces with 10+ leading experts in a community of exceptional partnerships and alliance leaders.

Last chance to join
https://partnerinsight.io/course-mark...

#cloud #marketplaces #netapp #businessdevelopment #partnerships