BigID’s Cloud GTM Success: 300% YoY Growth + Revenue Transformation with Tackle

WHY TACKLE: EMBRACING CLOUD GTM OPPORTUNITIES WITH TACKLE

Executive Summary

BigID, a leading data discovery and classification platform, empowers organizations to comprehensively understand and manage their data across the enterprise. Recognizing the growing trend of enterprise software purchases shifting towards Marketplace platforms, Connie Dodmead, Senior Director of Technology Alliance, positioned Cloud GTM as BigID’s preferred channel. This strategic move enabled BigID to remain competitive and relevant, particularly in discussions with customers looking to optimize committed cloud spend and consolidate vendors.

Leveraging the Tackle Cloud GTM Platform, including Tackle Prospect and Tackle’s Salesforce application, BigID has effectively capitalized on Marketplace opportunities, streamlined sales workflows, and nurtured strategic co-selling relationships. This proactive approach has not only propelled revenue growth but has also solidified BigID’s position as a leader in the data management landscape.

Streamlining Salesforce Operations: BigID’s Partnership With Tackle 

CHALLENGE: NAVIGATING A DYNAMIC MARKET AND INTEGRATION COMPLEXITY  

In the early stages of BigID’s journey, it lacked a clearly defined Cloud GTM focused on leveraging the Cloud Marketplace platforms. BigID was primarily focused on establishing its presence in the market, without a well-defined roadmap to guide its effort. 

Connie knew it was imperative for BigID to create a more proactive strategy. The challenge lay not only in establishing visibility but also in educating and engaging the sales teams around their significance and streamlining these processes to make adoption easier. The evolving landscape demanded a transformative shift in strategy to position BigID as an active participant in the rapidly changing ecosystem. 

BigID needed to educate and train its sales teams on strategies like co-selling and Marketplace private offers, as well as equip them with the tools necessary to excel in the quickly evolving market landscape. 

SOLUTION: EMPOWERING SELLERS THROUGH STRATEGIC INNOVATION 

Leveraging Tackle’s Cloud GTM Platform, including Tackle Prospect and the Tackle Salesforce application, BigID has achieved notable success. The BigID team prioritized educating and engaging its sales and marketing teams to understand the significance of Tackle’s offerings. This strategic focus empowered BigID’s teams to make the most of the full Tackle Platform, fostering synergy with the cloud platforms and driving impactful outcomes.

Connie recognized the need for streamlining co-selling processes with the Cloud Providers, which often involved tedious manual data entry or redundant information. Implementing Tackle’s Salesforce application helped resolve these concerns and enable BigID’s sales team to manage Cloud GTM activities from within their most familiar environment. By simplifying these operations, particularly in facilitating seamless opportunity registration directly within Salesforce, this became an indispensable platform for the sales team’s daily workflows. 

“Salesforce is the tool that our team lives and breathes in,” Connie said. “The benefit of the Salesforce application with Tackle was that it addressed a co-selling challenge where registering opportunities with Cloud Providers required logging into third-party portals. Having a Salesforce connector to simplify that process is fantastic.” 

Connie also highlights the importance of utilizing Tackle Prospect alongside Salesforce to provide additional value to sales teams by aiding in strategic decision-making regarding Cloud Partners. Connie said, “Tackle Prospect is a must. It’s proven invaluable for the sales teams, allowing them to leverage it to identify customers with a high propensity to purchase through the clouds. This helps the sales team strategize which of the Cloud Providers they want to work with.”

​​BigID’s team has worked closely with the Tackle team to achieve this, highlighting the importance of strong support in their partnership. Connie shares, “The difference between a vendor and a ‘partner,’ in my opinion, ultimately comes down to the people that support you. Whether it be launching a new listing, hosting a workshop with our sales teams, figuring out how to structure a complex offer, or troubleshooting a new feature integration, our Tackle team is there to support us and we know them all by name because they’ve become trusted members of our team.”

RESULTS: LEVERAGING TACKLE’S TOOLS FOR BIGID’S MARKETPLACE SUCCESS

The strategic integration of Tackle’s Platform has been instrumental in driving BigID’s Cloud GTM success, resulting in an overall revenue growth of 300% within its first two years, with a 345% increase in FY23 and a 312% increase in FY24. This achievement highlights strong customer adoption and increased sales team effectiveness in promoting Marketplace offerings. 

BigID’s enthusiastic adoption of Tackle has transformed operational workflows, streamlining responsibilities and boosting confidence among sales teams. Additionally, the seamless integration of Tackle’s Salesforce application into sales workflows has led to rapid adoption and enhanced productivity, enabling efficient co-sell registration to theloud Providers while minimizing manual efforts.

BigID’s commitment to strategic co-selling has yielded positive results, optimizing resource allocation and ensuring focused engagement. By emphasizing the importance of registering qualified opportunities, the company has navigated procurement processes effectively, driving successful collaborations and solidifying its presence.

These initiatives underscore how BigID has leveraged Tackle’s Cloud GTM Platform to achieve Marketplace success, streamline sales workflows, and execute strategic co-selling initiatives. Through strategic engagement and proactive measures, BigID has successfully navigated procurement processes, resulting in successful co-selling initiatives and a strengthened Marketplace presence.

KEY OUTCOMES: SIGNIFICANT REVENUE THROUGH & EFFICIENCY

• Matured in Market: Enabled BigID to become a more mature, multi-cloud seller, leading to more than 300% YoY growth in the first two years from strong adoption by customers and BigID’s sales teams.
• Achieved Significant Revenue Growth: In FY23, BigID saw a 345% revenue growth over FY22, driven primarily by AWS. FY24 showed a 312% revenue increase over FY23, as BigID expanded into AWS, Google, and Microsoft, with notable growth in Microsoft Azure and Google. BigID introduced Tackle Prospect mid-year and launched on Google Cloud Marketplace towards year-end. As of FY25, BigID’s revenue has grown by 105% compared to FY24 YTD, with a potential 115% growth supported by its pipeline, forecasting another ~300% increase over the previous fiscal year.
• Streamlined Sales Workflow: Seamlessly integrated the Tackle Salesforce application into the BigID sales teams’ daily workflows, resulting in rapid adoption and a transition from an alliance-led motion into a seller-led motion. The time required to register a deal has been reduced from 5-10 minutes to roughly 2 minutes, eliminating the need to log into multiple tools and minimizing manual input from sales. This integration provided visibility, built seller confidence in the co-sell motion, and optimized hyperscaler-specific workflows with Tackle tooling.
• Implemented Strategic Co-Selling: BigID established a robust co-selling strategy focused on registering only qualified opportunities with the Cloud Providers, optimizing resource allocation and ensuring impactful engagement with partners. This approach led to a significant increase in win rates, with the close rate rising from 18% to 34% in FY24 to FY25.

About BigID