Your Tackle Cloud GTM Coach Is an Extension of Your Team
Let’s be real—getting a Cloud GTM motion off the ground is hard. Between competing priorities, unfamiliar processes, and limited internal bandwidth, it’s no surprise many teams feel stuck before they even start.
That’s where your Tackle Cloud GTM Coach comes in.
More than just a support contact, your Tackle Coach acts as a strategic extension of your team, helping you build momentum, solve roadblocks in real time, and scale a Cloud GTM strategy that actually works for your business.
In this blog, we’ll walk through four common challenges companies face on their Cloud GTM journey and how a Tackle Coach helps teams navigate each one. We’ll cover:
- Overcoming skepticism
- Driving sales adoption
- Scaling marketplace operations without dedicated cloud people
- Filling a technology gap
Whether you’re just getting started or scaling an existing motion, these real world examples show what’s possible with the right guidance, support, and expertise by your side.
Challenge #1: Turning skeptics into champions
“Is marketplace really worth it?”
A marketing technology company was struggling to get its Cloud GTM initiative off the ground. With no prior exposure to marketplace strategies, the leader who inherited the program questioned whether AWS Marketplace was worth pursuing, let alone investing in.
How their Tackle Cloud GTM Coach changed the trajectory
The company’s Tackle Coach became their trusted guide after they:
- Demonstrated tangible value: Translated Cloud GTM into an $11M pipeline opportunity, tying the initiative to measurable outcomes.
- Focused on impact: Prioritized foundational steps like the Tackle for Salesforce integration and AWS Marketplace listing setup.
- Built confidence through results: Delivered early wins that turned skepticism into full-fledged advocacy.
Early wins changed the narrative
In just two months, the company booked $11M in Q4 pipeline with high-intent prospects, moved the Salesforce integration to priority status, and became such a believer in Cloud GTM that they invited Tackle on their podcast.
“To say we couldn’t do it without our Tackle Coach is an understatement. Thank you, Chelsea, for helping us recognize the unlimited potential in marketplace.” — Director of Alliances
Challenge #2: Empowering sellers to win with marketplace
“Our sellers don’t know when (or how) to bring marketplace into the deal.”
One of the premier legal and compliance software providers had spent over a year trying to get their marketplace motion off the ground, but sellers weren’t engaging. With multiple products, personas, and competing priorities, reps didn’t see marketplace as a relevant or helpful part of their sales process.
The motion was struggling to get off the ground without seller enablement.
How their Tackle Cloud GTM Coach sparked change
Their Tackle Coach worked directly with the team to shift the perception of marketplace, leading to:
- Uncovered seller-ready deals: Mapped existing pipeline opportunities that were strong marketplace fits, showing the untapped upside hiding in plain sight.
- Enabled marketplace confidence: Facilitated strategic conversations between the customer’s leadership and the Tackle team to reinforce marketplace’s role in broader business goals.
- Reframed the narrative: Helped reposition marketplace as a channel that could shorten cycles, unlock new buyers, and help drive quotas.
Reframing the motion as a business priority
With coaching support, the company established a stronger understanding of cloud marketplace and its value to business. Executive leaders began championing the strategy, seller resistance gave way to enthusiasm, and the company completed its first transaction on marketplace—a turning point for future momentum.
“Without buy-in, you’re set up to struggle. This team made the leap, and our relationship helped turn that momentum into action.” — Tackle Cloud GTM Coach
Challenge #3: Scaling marketplace operations without dedicated cloud people
“We’ve got one person juggling everything. This just isn’t sustainable.”
What do you do when you know you should prioritize marketplace, but don’t have the dedicated people to make it happen?
One of the most popular productivity software companies has been there.
Internally at this company, the importance of cloud partnerships was clear—AWS was already a major customer and marketplace potential was on leadership’s radar. But like many companies, dedicated marketplace ownership could only be a fraction of one person’s role.
With broader organizational shifts happening in parallel, the team needed dedicated marketplace expertise and a structured way to turn early momentum into a repeatable approach.
How their Tackle Cloud GTM Coach created breathing room
Their Tackle coach stepped in as a strategic advisor, working shoulder-to-shoulder with the team, providing:
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- Operational guidance: Partnered on establishing processes around private offers, co-sell processes, and deal workflows—laying the groundwork for broader enablement.
- Enablement support: Customized training for sellers, from 1:1 office hours to broader sessions, ensuring teams understood how to leverage marketplaces proactively.
- Hyperscaler collaboration: Coaches joined the company’s conversations with AWS, offering expertise to align priorities and streamline co-sell execution.
From ad hoc to strategic approach
With their Tackle Coach, the software company moved from reactive deal-by-deal execution to building a repeatable motion. Their team now confidently navigates marketplace operations, and AWS engagements have depended—thanks to structured processes and shared accountability.
“Without buy-in, you’re set up to struggle. They had that foundation and our coaching helped them operationalize it.” — Tackle Cloud GTM Coach
Challenge #4: You don’t have the technology to scale
“We have the people in place, but do we have the right tools?”
A work management platform provider launched their Cloud GTM strategy with Tackle for Salesforce as a foundational piece, demonstrating a proactive approach from the start. Without a prior marketplace motion in place, they leaned on their Tackle Coach to help navigate and stand up the new program quickly and effectively.
Their vision was clear, but execution required both a new toolset and expert support.
How their Tackle Cloud GTM Coach turned roadblocks into wins
With their Tackle Coach, the software company moved from reactive deal-by-deal execution to building a repeatable motion. Their team now confidently navigates marketplace operations, and AWS engagements have depended—thanks to structured processes and shared accountability.
The company’s Tackle Coach adopted a responsive, problem-solving approach with:
- Real-time unblocking: Guided them through technical blockers as they arose during implementation, ensuring they could maintain momentum without disruption.
- Project planning: Helped prioritize their extensive roadmap by identifying what was immediately actionable versus aspirational.
- Implementing the right technology: Supported the successful implementation of Tackle for Salesforce right out of the gate.
Laying the groundwork for long-term success
While the company’s internal team remained in the driver’s seat strategically, Tackle Coaching stepped in as a trusted copilot for execution. Their coach helped reduce operational friction across key processes, brought clarity to what needed to happen now versus what could be tackled later, and ensured a scalable foundation was in place by guiding early adoption of the right technology.
“They recognized early that without the right tools, even simple marketplace tasks become unsustainable.” — Tackle Cloud GTM Coach
Tackle Cloud GTM Coaches: Your partner in driving success
Building a Cloud GTM motion comes with plenty of moving parts: shifting priorities, evolving processes, and a learning curve for everyone involved.
A Tackle Coach brings structure and focus to that complexity, helping teams stay aligned and make steady progress. From untangling complexity to unblocking execution, they’re in the trenches with you every step of the way and act not just as a guide, but as a partner.
Ready to see what’s possible with a Tackle Cloud GTM Coach by your side?
Learn more about Tackle Coaching or reach out to your Tackle team to start the conversation.
