Cloud Marketplace Mania: Real Hype or the Future of Sales?

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Join industry leaders Jason Rook, Dux Sy of AvePoint, and Dexter Hardy of Integral as they dissect the reality behind the cloud marketplace hype. This dynamic panel delves into the tectonic shifts driving customer behavior and how major hyperscalers are adapting. Discover firsthand accounts of achieving unprecedented reach, accelerating deal velocity, and transforming sales strategies through platforms like the Azure Marketplace.
Explore the evolving promises of marketplaces, from lowering the cost of goods sold to the strategic shift in salesforces and the power of co-selling. Gain invaluable insights into public vs. private offers, multi-cloud strategies, and the role of enablers in navigating this complex ecosystem. Whether you're a startup or an established enterprise, this session provides actionable takeaways to leverage the immense potential of cloud marketplaces and future-proof your partnering strategy in the age of AI.

Here are 8 key takeaways from the discussion:
-Cloud marketplaces are experiencing real and significant growth, driven by customer buying behavior and the need for digital transactions.
-Marketplaces offer unprecedented reach and the potential for rapid global expansion, as demonstrated by Integral's experience.
-Co-selling through marketplaces aligns incentives and can accelerate deal velocity and increase deal size, particularly with cloud consumption commitments.
-The "lower cost of goods sold" promise of marketplaces is more readily realized by startups with simpler offerings than large enterprises with complex sales motions.
-Marketplaces are driving a shift in salesforce strategies, with companies increasingly embracing digital-first approaches and leveraging marketplaces for customer acquisition.
-Combining channel strategies with marketplaces, including multi-party private offers, presents significant opportunities for growth and new service offerings.
-The choice between public and private offers depends on the company's maturity, brand recognition, and the nature of their solutions, with public offers being beneficial for initial brand building and private offers for larger, custom deals.
-While professional services can be offered through marketplaces, they don't typically decrement cloud consumption commitments, making software sales the primary driver for leveraging those commitments.

Don’t miss this opportunity to gain insider knowledge from industry leaders shaping tomorrow's digital world. Tune in now for an inspiring conversation that could redefine your business strategy!