From transactions as low as $50k to game-changer ones exceeding $1B. Cloud Marketplaces are facilitating deals that redefine possibilities and drive innovation forward.

What’s even more intriguing is the diversity of buyers embracing this paradigm shift. With 34% of B2B companies with over 1,000 employees diving into Cloud Marketplaces and 50% of buyers coming from non-tech backgrounds, it’s clear that the appeal extends far beyond the traditional tech circles.

Based on my experience assisting DevOps and Cloud software companies, I have witnessed the significant potential that digital marketplaces offer for businesses. This potential includes achieving up to 10% contribution of total sales and a 30% improvement in transaction efficiency, among others. However, many initiatives fail to fulfill the promise of faster and more efficient transactions and increased sales. In my observation, this failure is often due to a lack of a digital sales strategy, inadequate engagement with Cloud hyperscaler teams, internal enablement, lack of dedicated resources, and challenges in integrating the new digital sales process with the existing standard procedures.

Achieving the desired results requires time and a well-planned strategy. Here are some key aspects to consider:

1. Thoroughly assess your product or service to ensure it is suitable for a digital marketplace. Make any necessary adjustments to enhance its appeal, focusing on value proposition, product experience, delivery, and support.
2. Develop a comprehensive go-to-market (GTM) plan, including collaborating closely with the Cloud provider sales and marketing team. By executing effective co-marketing tactics and leveraging the benefits of co-selling, you can maximize your impact.
3. Pay careful attention to operational planning and execution to mitigate any disruptions to your current sales and delivery processes. Provide the necessary support for private offers and focus on improving transaction efficiency and volume management.

If you are at the beginning of this journey or already underway but need help achieving the expected return on investment, our team at CXO4 can assist you, from strategy to operations powered by our innovative on-demand model. Learn more at cxo4.tech.