The "Cloud GTM Value Framework" outlined in this article provides a comprehensive approach for businesses to optimize their performance in the rapidly growing cloud marketplace ecosystem.
This article delves into the "Cloud GTM Value Framework" by Northbound Solutions, Inc., providing a structured approach to optimize your cloud marketplace performance. It covers essential steps such as conducting a business case and readiness assessment, aligning strategy and leadership, planning and activating your Cloud GTM system, enabling adoption, and optimizing partnerships for co-selling.
By following these guidelines, businesses can effectively capitalize on the burgeoning opportunities within cloud marketplaces, drive higher conversions, and establish robust partnerships with major cloud providers. This framework aims to equip readers with the knowledge to not only navigate but also excel in the competitive landscape of cloud marketplaces.
Leaders should consider each component as a step towards operating “maturity” around what has been referred to as a “Cloud GTM” motion. In essence, a Cloud GTM motion involves co-selling with hyperscale cloud service providers (“CSP”) like AWS, Google, and Microsoft and selling software and technical solutions through the respective Cloud Marketplaces.
source: Northbound Solutions, Inc.
Here is the body of the help doc article in a step-by-step format, based on the provided inputs:
The cloud GTM landscape is rapidly evolving, requiring businesses to transition from growth-oriented models to a focus on profitability. As buyer behavior shifts, sales cycles in SaaS are transforming, driving revenue organizations to reevaluate their approaches to rein in rising acquisition costs or drive higher conversions. Cloud marketplaces present a $45 billion market opportunity, designed to be seller-friendly and ecosystem-first, becoming powerful commercial conduits for buyers, sellers, and channel partners. However, cloud GTM currently accounts for less than 5% of the total global software and cybersecurity market, indicating a significant white space in awareness and automation compared to traditional GTM routes.
The first step in the Cloud GTM Value Framework involves assessing the organization's readiness for Cloud GTM adoption and defining a clear strategy. Assess the impact on quote-to-cash and other internal functions from adopting Cloud Marketplace policies and practices, which vary significantly by Cloud.
Create a business case supporting the Cloud GTM motion and be sure to reference impact on corporate strategy, potential challenges in field and customer adoption, and recommend a strategic direction aligned with business objectives.