For many ISVs, launching a Cloud GTM motion can feel like uncharted territory full of complexities, unknowns, and critical decisions about where to start and what to prioritize.
The Building Foundation phase is the first step in Tackle’s Cloud GTM Maturity Model, where companies focus on securing internal sponsorship, quantifying the opportunity with cloud providers, and identifying their initial GTM activities. Eclypses is a standout example of how to build a strong Cloud GTM foundation from day one in early maturity, leaning on Tackle’s expertise to accelerate its journey.
Check out the full Eclypses video testimonial here.
About Eclypses: a Cloud-Native Product
Eclypses offers Post-Quantum Encryption (PKE) as a service, protecting against tomorrow’s threats today and providing a next-level security solution for data in transit and at the edge.
Approaching the Quantum Era, traditional security measures are no longer enough. Unlike traditional Network encryption, which protects the ‘pipe’ data runs through, Eclypses’ solution safeguards the data itself. “If the network is breached, the bad actor gets nothing of value,” said Tay Brooks, Global Cloud Alliances Director at Eclypses. This unique approach gives Eclypses’ customers complete control over their data while smoothly running in their AWS environments using ECS, EKS, and Amazon Load Balancer.
Recognizing the need to align with cloud providers and leverage AWS Marketplace as a key sales channel, Eclypses turned to Tackle to help accelerate its cloud journey.
Getting Started with Cloud GTM: From Listing to Selling on AWS
Before Tay joined the company, Eclypses had little experience selling through AWS Marketplace. While Eclypses’ C-suite had purchased through marketplace and understood the value from a buyer’s perspective, selling through it was new territory.
“Our C-suite had experiences from their past lives buying software through AWS Marketplace, and were seeking someone with experience selling through it,” Taylor explained. “Tackle was kind of like our partner development manager before we had somebody at AWS assigned. Tackle really gave us the roadmap on how to get started and quickly got our solutions onto the marketplace.”
Tay has worked with Tackle across multiple companies, and each time she moves up in her career, she revisits Tackle’s training to stay sharp about industry trends and best practices. “Every time I switch roles or move up, I like to retake Tackle’s initial advisory workshop because things do change. It’s invaluable to have all that information delivered to you in a nice, packaged bow.”
With Tackle’s expertise, Eclypses quickly got its web, mobile, and API solutions live on AWS Marketplace, then expanded to Microsoft Azure with plans to expand into Oracle as well.
Identifying Cloud Buyers With Tackle Prospect
Beyond getting listed, Tackle Prospect became a crucial tool for identifying and prioritizing the right leads. Using Tackle Prospect, Tay established structured processes for Eclypses by leveraging propensity-to-buy scoring, gaining insights needed to prioritize high-value leads. “When I first started at Eclypses, we were super brand new to the marketplace. We had a listing up, but we hadn’t done any transactions through it, and we didn’t have a PDM,” Taylor explained. “Tackle really gave us the blueprint on how to get started and helped us get listed.”
“I love Tackle Prospect, specifically for its sales enablement and marketing analytics. It offers detailed insights into which buyers are exploring your marketplace listing and their level of interest,” Tay shared. “The sales enablement helps our teams know who to target and how to nurture potential marketplace buyers. It also provides data-driven insights so we can have more meaningful conversations with the prospects.”
Tackle Prospect also helped Eclypses stay organized as they started selling. “Tackle helped us stay organized as we sell. Our CEO has mentioned that Tackle really gives us high-quality leads, with the sales team leveraging Tackle Prospect to prioritize who to target as a company to make sure we’re aligned with the cloud.”
This data-driven approach makes sure that Eclypses targets the right buyers at the right time. “Tackle also shows us high engagement and their propensity to buy through the marketplace. That kind of data is really useful for the sales team.”
Driving Co-sell Success with AWS
Once you’ve identified the right buyers, you know which deals to register with the clouds. For Tay, co-selling with AWS isn’t just a strategy—it’s a passion. “I’ve been in co-sell with AWS for a while. It’s kind of my jam. The goal of co-sell is really to enhance the value to the customer and meet the customer where they want to buy,” Tay noted.
Her approach revolves around building relationships within the AWS ecosystem by fostering champions who advocate for Eclypses internally. “Within the AWS ecosystem, there’s a notion of building up a champion funnel. We think of people we know at AWS as contacts. People who will reactively promote us, even if we come to them first, as advocates. And then champions are the ones who are really invested in our success on AWS.”
By registering customers and active opportunities through Tackle into the AWS ACE (APN Customer Engagement) tool, Eclypses has been able to connect with AWS-aligned reps and unlock new programs that benefit both the customer and Eclypses’ sales teams.
Building a Foundation with Tackle’s Technology and Coaching
Tackle’s technology has been seminal for Eclypses. From simplifying marketplace operations to enabling seamless co-sell motions, Tackle’s platform has helped Eclypses to efficiently scale its cloud journey. Features like Tackle Prospect provide detailed buyer insights, helping the sales team prioritize and nurture potential customers who are actively exploring marketplace listings.
Beyond the technology, the Tackle team and expertise has been just as impactful. Tay and her team work closely with Tackle’s Cloud GTM Principal, Patrick Riley, who has been instrumental in keeping Eclypses’ strategy on track. “Patrick is always sharp, he has the answer for us and he’s super diligent with follow-up. Our whole team has found tremendous value in working with Patrick.”
Looking Ahead: Scaling Cloud GTM Success
With a strong Cloud GTM foundation in place, Eclypses is positioned for continued growth. Its next steps include expanding its cloud presence to Google Cloud and deepening partnerships within AWS and Azure. With Tackle as a trusted partner, Eclypses isn’t just navigating the cloud marketplaces—it’s mastering them.
Eclypses’ journey highlights how companies can successfully build and scale their Cloud GTM strategy with the right tools, guidance, and relationships. Whether you’re just getting started or looking to accelerate your marketplace success, Tackle can help light the way.
