How Redgate Surpassed Its Cloud Marketplace Targets in Record Time
Redgate creates innovative, user-friendly software that helps data professionals manage databases seamlessly across the DevOps lifecycle. With 25 years of experience, Redgates’s solutions tackle the complexities of database management, supporting IT leaders, development teams, and operations teams in improving efficiency, reducing errors, and safeguarding critical data. As a trusted name in the database landscape, Redgate specializes in observability enablement, infrastructure modernization, and workload migration support.
In 2024, Redgate set out on its cloud marketplace journey, achieving significant results. By leveraging Tackle’s Platform, Redgate not only met but exceeded its first-year goals. This success story highlights the power of strategic planning, cross-functional collaboration, and the right partnerships.
Check out the full Redgate video testimonial here.
A Partnership Years in the Making
Redgate initially explored the possibility of engaging with cloud marketplaces in 2023, meeting with Tackle to assess the company’s readiness. While Redgate wasn’t in a place to dive in immediately, the Tackle team provided guidance to help lay the groundwork for its future Cloud GTM strategy. When Redgate circled back with Tackle in 2024, the team came armed with a strategic plan and a strong commitment to succeed.
“When we started talking a year ago, Tackle gave us invaluable advice around the things we needed to get in place,” said James King, Director of Strategic Partnerships and Alliances at Redgate. “Tackle’s guidance, combined with advice from the community, helped set the stage for a smooth transition when we were ready to start our journey.”
Redgate’s preparation paid off. By mid-2024, Redgate had officially partnered with Tackle, setting the stage for a seamless onboarding process and rapid marketplace adoption.
Efficient, Collaborative Onboarding
The onboarding process was a true team effort, with both teams leaning into the process to ensure a smooth, efficient launch. Drawing from lessons shared by the Tackle customer community, Redgate avoided common roadblocks and secured internal alignment.
This preparation allowed the Redgate team to hit the ground running. Within six weeks, Redgate went live with six marketplace listings—a huge achievement in such a short timeframe. By the end of 2024, in just six months, Redgate had transacted 600% more than targeted for its first year.
This accomplishment was made possible by cross-functional collaboration and a strong commitment to the strategic plan.
“We talk about how it takes a village,” James remarked. “On both sides at Redgate and Tackle, there was a village of people who were willing to jump in and help wherever needed. The coordination and support were phenomenal. Even when we faced challenges, like navigating complex security questions, Tackle brought in experts like CTO, Dillon Woods, to resolve issues quickly. It really added to the journey and helped us move forward swiftly.”
This successful onboarding process not only demonstrated the strength of Redgate and Tackle’s partnership, but also underscored the power of having a dedicated and aligned internal team. “We couldn’t have done it without the amazing efforts of our team at Redgate,” James added. They planned meticulously and stuck to the plan, which was key to our success.”
Leveraging the Full Tackle Platform
Redgate maximized its marketplace presence by fully adopting the Tackle Cloud GTM Platform. From Tackle Prospect, to co-sell management, and deal registration, Redgate made the most of every tool available to streamline operations and drive impact.
“Having Tackle’s tools and expertise has made all the difference,” James shared. “The propensity data through Tackle Prospect, in particular, was a game-changer. It gave us hard facts and data to build a compelling business case and approach the market with confidence.”
Integrating Tackle’s solutions with Redgate’s CRM further streamlined multi-cloud marketplace operations, allowing the company to focus on strategic goals while maintaining visibility into revenue impact. “Trying to do this without Tackle would have been overwhelming,” James noted. “The Tackle Platform and team were essential in helping us manage everything from propensity data to deal registration.”
Success at Scale
Redgate’s achievements highlight Tackle’s ability to support enterprise organizations in navigating the complexities of cloud marketplaces. Tackle’s Platform and guidance helped Redgate confidently address challenges and stay on track with their Cloud GTM journey and goals.
“Launching a cloud marketplace solution is a unique challenge,” James explained. “There aren’t many people who’ve done it, so having Tackle as a guide was invaluable. The Tackle team helped us understand what good looks like, avoid pitfalls, and stay focused on our goals.”
By securing multiple marketplace listings, building a co-sell motion, and driving significant revenue growth, Redgate demonstrated the scalability of its approach. It also highlights the importance of having a strong internal team to complement external support.
A Model for Cloud Marketplace Excellence
Redgate’s Cloud GTM journey serves as a strong example for other ISVs looking to succeed in cloud marketplaces. The company’s success was driven by a clear plan, executive sponsorship, and a dedicated team aligned around shared goals.
“It’s all about knowing what you’re getting into and having the right team and data to back you up,” James explained. “By working with Tackle, we approached this with a playbook that we knew already worked. We just had to follow the steps, coupled with strong internal and external sponsorship, and a dedicated team—that’s what made the difference.”
Looking ahead to 2025, Redgate is setting even more ambitious goals, including expanding its co-sell motion, driving greater marketplace revenue, and integrating its cloud-based sales model with its existing direct sales approach.
Advice for ISVs New to Marketplace
For companies considering their own cloud marketplace journey, Redgate offers a few key lessons:
- 🔎 Start with a solid plan. Understand your goals and what it takes to achieve them.
- 📈 Leverage data. Use tools like Tackle Prospect to build a compelling business case.
- 🤝 Secure executive support. Ensure alignment and buy-in across your organization.
- 🚀 Partner with experts. Tap into the knowledge and resources of a trusted partner like Tackle.
James emphasized the importance of dedication and internal alignment. “Don’t underestimate the need for a team that’s fully committed to the marketplace journey,” he said. “It’s not something you can approach halfway. You need buy-in and support from your executives and team.”
Redgate’s story is a great example of what’s possible when a team approaches their Cloud GTM journey with strategic planning, internal alignment, and a shared commitment to success. The collaboration between Redgate and Tackle not only delivered impressive results, but also serves as a blueprint for other ISVs looking to achieve similar success.
At Tackle, we’re proud to support Redgate’s success and look forward to celebrating its continued achievements in the cloud marketplace space.
