Innovation in Action: Tackle’s 2023 Cloud GTM Masters Awards 

Tackle celebrates the professionals and organizations that have mastered Cloud GTM

Building a successful Cloud GTM is a special kind of business alchemy: it takes a well-orchestrated strategy, dedicated people across the organization, the right tools and technology — and plenty of innovation.    

This year in particular has been tough for many companies. That’s why this year’s Cloud GTM Masters Awards celebrates the innovators—Tackle customers who have pushed boundaries, spurred momentum, and ultimately driven revenue through a well-executed Cloud GTM.

Learn More: Infographic: The Dawn of a New Go-to-Market Age 

The awards spotlight alliances & partnerships and sales & revenue professionals and companies in 9 different categories, recognizing multiple departments and organizations of all sizes and industries. 

Here’s a rundown of the winners for 2023:

Individual Awards 

Ambassador: Kristin Wilcox, Global Partner Director, Iron Mountain

This award celebrates the individual who goes above and beyond to share thought leadership and expertise about Cloud Marketplaces and Cloud GTM strategies with their peers and colleagues.

Kristin is a true Ambassador and has been one of the key leads driving the charge with her team to highlight the importance of Marketplace to customers, working with Partners, and helping to drive improved business initiatives. Kristin has strived internally at Iron Mountain to foster positivity, open new channels of enablement, and garner executive support for Marketplace and co-sell.


Trailblazer: Chris Stocker, Marketplace GTM, Commvault

This award honors an outstanding operations specialist who consistently rises above to support their sellers and back office teams in adopting this new route to market.

Chris has worked side by side with his sales, finance, and leadership teams to successfully book significant revenue through Microsoft commercial marketplace. Chris partners with his internal stakeholders to ensure these deals get booked, all while being mindful that his organization is undergoing a massive business transformation by shifting sales to the Marketplace.


The Shining Star: Jay Moolenaar, VP Sales, Dgraph

This award recognizes a sales hero who eagerly adopted data and co-sell as part of their sales strategy and has spearheaded record-breaking deals through the Marketplaces.

Jay took the initiative to bring the Dgraph Labs team together to ensure that their Marketplace offering was implemented in time for their next release. He has been a true leader and has brought his team together to deliver a sophisticated product to the Marketplace. 

The Captain: Kiran Elengickal, Director Global Cloud Services, Cisco

This award salutes the alliance or partnership leader who has steered significant business impact by building strong co-sell partner relationships leading to increased revenue and thoughtful solutions for their customers

After taking on a cloud alliances leadership role with Cisco AppDynamics, Kiran worked to drive revenue through the Marketplaces, leading to a considerable increase in cloud portfolio revenue in a year. He also simplified the Marketplace transaction process and improved relationships with the Cloud Providers.


Company Awards

The Connector: CyberArk

This award celebrates the company that has brought all the right stakeholders to its Cloud GTM initiatives and connected the dots to create and drive forward a solid business initiative.

Congratulations, team CyberArk! 

The GTM Wizard: Wiz

This award recognizes a Tackle customer that’s crushing the Cloud go-to-market flywheel. This company identifies the right buyers, leverages cloud relationships for co-sell, accelerates deals, and contributes revenue.

Hypergrowth cloud security leader Wiz puts partnerships and channels at the center of its business, which helped the company reach $100M ARR in less than 18 months. Wiz achieved decacorn status earlier this year, with a $10B valuation fueled in large part by revenue through the different Cloud Marketplaces (thanks to Tackle Offers) and applying co-sell efforts in hundreds of deals.


Marketplace Maverick: CrowdStrike

This award toasts the company that is disrupting the norm to bring their channel partners into Marketplace for mutual revenue growth.

CrowdStrike expertly connects the dots among its executive suite, software programmers, data engineers, alliances team, and channel partners. The company leverages data-driven insights to identify and solve complex business challenges, while also collaborating with resellers to drive a 100% channel-focused approach. 


Sales Advocate: FullStory 

This award recognizes an ISV that advocates for their seller’s success by providing Marketplace enablement and co-selling guidance. This ISV seeks out opportunities for scale through integrations and adapting business processes.

FullStory invested heavily in sales enablement for the global sales teams to better understand the value of Marketplace to clients and partners. They also expanded their integration partnerships with key Google Cloud partners and innovated their internal processes around demand generation to include the Google Cloud Marketplace within all parts of the business. 


And finally … 

Tackle created a new award this year especially for an individual with the most compelling nominations from multiple stakeholders across various categories:

All-Star Award: Anna Sarnek, Senior Director of Strategic Business Development, SecurityScorecard

Recognized for single-handedly helping forge partnerships, being instrumental in driving adoption across the sales organization, and educating peers in the industry, Anna is recognized for getting teams to work collaboratively to reach business goals. As a result, SecurityScorecard had 8x growth on AWS Marketplace in just two quarters. 

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