CLOUD GTM MATURITY MODEL
Grow Your Way to Cloud GTM Success
Cloud GTM success requires a combination of people, process, technology, and cloud alliances, and it offers significant revenue opportunities for ISVs. With the right partner, the journey towards success can be seamless. Tackle created the Cloud GTM Maturity Model to help ISVs identify where they are on the path to scaling their co-sell and Marketplace strategies and the key actions
to take to maximize value at each stage.
Tackle Lights the Way to Cloud GTM Maturity
larger deal sizes
higher win rates
faster sales cycles
increase in new deals
Establishing Foundation
If you’re just starting out, your first goal is to establish your foundation. This includes identifying initial Cloud go-to-market activities and customer targets, brand building with the Cloud Provider, and standing up your Cloud Marketplace listing(s).
Tackle will help you nail executive and stakeholder buy-in through our workshops and enablement materials, identify good-fit buyers, launch your Marketplace listing, and establish an initial co-sell operating model. We’ll work together to map out a shared success plan and identify the metrics that matter to you.
Building Adoption
Once you have a foundation to build on, shift gears into proving out the model and winning the confidence of your stakeholders. This includes a broader rollout to your sales team, testing and refining operations, enhancing enablement materials, and showcasing your first wins.
With Tackle, get a full platform to inform and manage your co-sell and Marketplace operations, built-in automations to prevent expensive overhead, expert guidance and sales enablement materials, and trusted advice on vocalizing wins with your Cloud Partner.
Driving Adoption
As your Cloud GTM matures into becoming a seller-initiated, alliances-supported strategy, you should expand your rollout to include additional sales teams or business units, enable sellers and operations teams to run business through co-sell and Marketplace on their own, and start driving co-marketing plans and campaigns.
Tackle’s Cloud GTM Coaches will ensure you’re set up for success from day one so operationalizing and optimizing are the easy parts. We’ll help you make sure your processes, automations, and rhythm of business are properly set up to support a scaling Cloud GTM business.
Scale Adoption
You know you’re at scale when you have automated Marketplace and co-sell operations, achieved complete sales team engagement, aligned sales compensation and business metrics to Cloud GTM, and fully integrated Cloud GTM commercially and operationally into your business priorities and processes.
Once you’ve reached the scale phase, Tackle’s Platform, APIs, and Salesforce integration ensure business continuity. At this stage, we provide ongoing coaching to new and existing team members on how to continue your growth trajectory, quarterly business reviews to track progress against your goals, and proactive updates to ensure consistent Cloud Provider alignment.
