Building Cloud GTM Engine with Daniel Roppert, Head of Cloud & Tech Alliances - EMEA at Okta
Cloud GTM is already in the early adoption stage, with a rising number of companies embracing “this new way of selling software,” highlights Daniel Roppert, Head of Cloud & Tech Alliances - EMEA at Okta. Let’s dive into his playbook that helped grow Okta’s co-selling motion.
Daniel shared his great experience and learning from leading cloud alliances in our Cloud GTM Leader course.Okta has experienced remarkable growth in the AWS marketplace since listing there in late 2020. I've written about Okta before — it's a stellar case study showcasing the recognition of cloud GTM's importance early on.
I highly recommend watching the entire clip, but here are my three highlights from it:
Customer is King
“Even if you think there's a competing product, that's not the end of your cloud go-to-market here. Customer is really the king in their example. So they always work backward for them.”
Become Part of Big Cloud Stories
“What's the number one sales play that every hyperscaler cares about? Well, I want to move my stuff into the cloud, right? So any migration, anything that puts high data or resource-heavy workloads into the cloud. If your solution is or can be part of that - amazing.”
Aim for the Highest Partnership Level. Stand Out and Be Relevant.
“In my opinion, you should also look in whenever you sign up with a hyperscaler, look toward a path to have the highest partnership level that is out there.”
Enablement is Half the Victory
Launching on a marketplace is only the beginning. The groundwork is crucial for future success. Constant enablement and sharing the marketplace story with your sales teams are essential to gain traction.
"I love our sales teams, but at the same time, they need to hear the story frequently and record it. They need to hear about this, even the ones that have done Marketplaces, right? Keep them informed."
As cloud marketplaces transition to mainstream adoption, what insights have you learned from this journey?
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⚡️ Building on the success of our inaugural course, 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 catch early bird prices
https://partnerinsight.io/course-mark...
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