If your team is spending hours on manual co-sell processes, you’re not alone.
One SaaS company recently proved just how much of a difference automation can make. As an early adopter of Tackle for Salesforce, their team achieved:
- 353% YoY growth in marketplace-driven revenue
- Reduced private offer turnaround from days to hours by automating workflows directly within Salesforce
- Implemented Tackle for Salesforce in 12 days
- Scored and prioritized prospects based on AWS Marketplace alignment
But these results didn’t happen overnight.
Manual processes held back AWS Marketplace growth
When the company first launched on AWS Marketplace, the opportunity was clear: drive more revenue through co-sell motions with AWS. But without a centralized or automated system in place, the process was slow, fragmented, and hard to scale.
The team relied heavily on AWS ACE to register opportunities, requiring manual inputs, cross-functional coordination, and delayed visibility into progress. Tracking deals was fragmented, and creating private offers involved multiple disconnected steps. This manual lift was eating up team hours, delaying high-priority deals, and limiting the company’s ability to scale.
“Everything from co-sell registration to private offers was managed manually,” said the company’s AWS Partner Lead. “That slowed us down and made it harder to scale.”
That pain point is familiar for many SaaS companies building their first marketplace motion. Deals pile up, visibility suffers, and sales teams spend more time wrestling with process than talking to customers.
The fix: Make Salesforce the command center for Cloud GTM
The company became one of the first adopters of Tackle for Salesforce, implementing the solution in just under two weeks. The integration embedded a centralized and automated co-sell workflow directly into the team’s existing Salesforce environment.
With Tackle Prospect, the company scores and prioritizes accounts based on marketplace potential and cloud alignment, helping sellers focus their efforts where they’re most likely to close. “Tackle Prospect is great because I can see right away which accounts are AWS-aligned and ready for a marketplace conversation, so I’m spending my time where it’s most likely to pay off,” shared one of the sellers. “Plus, creating and sending private offers directly in Salesforce means I can move from interested to closed deal in hours instead of days.”
This speedy ramp-up was possible thanks to a quick and seamless integration process. “The integration was quick and seamless,” the AWS Partner Lead shared. “Tackle’s documentation was easy to follow, and their support made the process painless.”
Faster deals, stronger AWS seller alignment, and predictable scale
Since adopting Tackle for Salesforce, the company has gained the automation and visibility it needed to scale. Deal cycles are faster. Sales and partner teams are aligned earlier. And RevOps has the tools to support a growing marketplace motion without slowing down.
The impact has been clear:
- 353% YoY increase in marketplace-driven revenue
- Faster private offer creation, cutting turnaround from multiple days to just hours
- Dozens of hours saved monthly across sales, RevOps, and partnerships
- Greater visibility into prospect alignment and co-sell readiness
- Earlier AWS field engagement, starting from opportunity scoring leading to faster introductions to buyers, more co-sell support, and accelerated deal timelines
Or, as the AWS Partner Lead summed up: “Tackle for Salesforce has eliminated bottlenecks across the board,” said the AWS Partner Lead. “It’s allowed us to focus more on growth and less on process.”
How Tackle for Salesforce made it work
The success came down to a few key factors:
- Focused the company’s sellers on the highest-potential AWS-aligned accounts through intelligent scoring and insights.
- Embedded Cloud GTM motions and operations into pre-existing Salesforce workflows for fast adoption and minimal disruption.
- Strengthened AWS trust and collaborations, leading to earlier engagement and increased co-selling with field teams.
- Built a repeatable, scalable model for global marketplace growth, including their broader product line.
What other SaaS companies can takeaway from this
For SaaS companies building or scaling a marketplace motion, the lesson is simple: embedding your workflows into Salesforce gives your team the speed, visibility, and alignment they need to grow predictably. This SaaS company not only cut out manual processes, it also found a path to faster deals, stronger cloud partnerships, and sustainable scale.
Interested in learning more about what Tackle for Salesforce can do for your team? Schedule a demo with us today.
