To state the obvious, when your SaaS product competes in the global marketplace, it’s nice to be available in, well, global Marketplaces. For Tackle users, “meeting customers where they are” includes the ability to sell through Cloud Marketplaces, using data to predict which Marketplace a prospect prefers, and streamlining the co-sell process with Cloud Providers. But it also means, potentially, transacting in the currencies your customers use.
Using local currencies also helps software vendors and buyers navigate exchange rate fluctuations, which can make forecasting and sales modeling extremely difficult. Companies can bypass potential revenue loss due to exchange rate instabilities, reduce customer confusion, and focus on local growth for international customers.
Tackle is excited to announce that as of today, we now support multi-year AWS transactions in British Pounds, Euros, Japanese Yen, and Australian Dollars. You can drive AWS Marketplace private offers, Cloud Provider co-sell, and disbursements in these non-US dollar currencies. Tackle customers can construct AWS Marketplace private offers and drive co-sell efforts in whatever way you drive your Cloud GTM—from the Tackle Platform or soon directly from Salesforce.
“This feature is huge for Tackle’s customers who are AWS Marketplace sellers. They can now streamline operations by using one or more local bank accounts for disbursements, simplifying financial management at the local level. The benefits for AWS Marketplace buyers are equally impactful— allowing them to transact private offers with contract pricing in four non-USD currencies, providing greater budget predictability by eliminating foreign exchange variability.”
Matt Yanchyshyn, Vice President AWS Marketplace & Partner Services
A better experience for prospects
By choosing the local currency for your private offers, you can inherently show prospects that their country/region matters to you and your business, which isn’t trivial in a crowded segment. This makes it easier for them to forecast and allocate a budget to buy from you and generates trust by showing your commitment to the market where they operate.
Greater international payment flexibility
Making it easier for prospects is a great reason to support local currencies, but that’s not the only reason you may want to do it. By offering non-US dollar currencies, it gives the ability to test different price sensitivities and models for new regions. If you’re just starting to focus on Japan, for example, selling in Yen allows you to test lower price points and accelerate your uptake in the Japanese market. If you do this in multiple regions, you’ll soon know better what your product can be sold for. Tackle’s disbursements dashboard makes it easy to export and process this data.
Eliminate the risk of currency fluctuation
Imagine you have a customer in the Euro region who plans to sign a three-year contract for your solution. If they were to make this commitment in US dollars, they’d be susceptible to currency exchange rate fluctuation, which could dramatically impact their budget.
Tackle has your CFO’s back
Tackle makes it easy for your entire team, including your finance team, to support a Cloud GTM sales motion. Our Product and Engineering team recently released the new Tackle Payments, which helps them make sense of multi-cloud disbursements. Stay tuned for even more features that help finance, an essential part of your team, do their job more efficiently.
Are you looking to expand or meet your customers where they want to buy? If you’re interested in learning more about Tackle support for AWS Marketplace foreign currencies, you can read more about how it works in Tackle here.
