In today's cloud landscape, software vendors seek innovative ways to reach customers and drive sales. Two impactful approaches are utilizing cloud marketplaces and pursuing co-selling partnerships with hyperscalers. While powerful individually, their combined potential remains underutilized. This article explores how software companies can synergize marketplace and co-sell strategies to accelerate growth.
Cloud marketplaces like AWS Marketplace offer a platform for software vendors to list solutions and connect with potential buyers. This expands reach and eases procurement for customers. Co-selling involves collaboratively marketing and selling with hyperscalers. It taps into their extensive sales infrastructure and customer base.
Integrating marketplace and co-sell strategies creates a comprehensive go-to-market motion. A strong marketplace presence builds awareness and trust to leverage in co-selling. This combination expands reach and enhances customer acquisition and retention capabilities.
Success starts with an exceptional marketplace presence. Ensure listings have compelling descriptions, visuals, testimonials and analytics-driven insights. These elements can significantly impact perception and attractiveness of offerings.
Proven marketplace success serves as a credential when co-selling. Positive ratings, reviews and sales data validate solution efficacy. This credibility attracts co-selling partners and enables impactful joint marketing.
Cohesive sales and marketing coordination is key for integrated marketplace and co-sell programs. Internal and partner sales teams must be fluent in marketplace offerings for effective cross-selling. Shared training and enablement also aligns efforts.
Customers value a consistent experience from marketplace discovery through co-selling. Customer support and post-sale services must align across motions to maintain continuity and service levels.
Incentives and rewards for successful co-selling motivates partner sales teams to proactively promote marketplace offerings. Programs that align to partner goals and celebrate joint wins reinforce the value of partnership.
By combining marketplace and co-sell strategies, ISVs and SIs can drive growth through expanded reach, visibility and partnerships. This integrated approach meets modern market demands and establishes a foundation for sustainable success.
At CloudCompete.com, we empower SIs to optimize integrated marketplace and co-sell strategies. Explore our offerings to elevate your go-to-market motions and contact us to embark on the path to sales success.