Accelerating Cloud GTM Success with Tackle's Proven Framework
At Tackle, we are laser-focused on one goal: helping our customers succeed in building, accelerating, and scaling their Cloud GTM. Over the years, we’ve helped hundreds of companies and developed a comprehensive success framework that helps us guide customers through every stage of the journey.
Through years of experience, learning, and refinement, our Cloud GTM Maturity Model includes all of the key steps and milestones it takes for every Tackle customer to be the next Cloud GTM success story. Throughout the sales cycle and within the critical first 90 days of our partnership, we work with you to set the right foundation—integrating both go-to-market (GTM) strategy and technical onboarding in tandem along the way.
Prepping for Success in Pre-sales
Your journey begins with our sales and sales engineering teams who collaborate with you to build and deliver a robust business case. We start by learning about your goals, challenges, and requirements. This gives us and you a good understanding of how Tackle can help.
During this time, we use our own Tackle Prospect data and layer that on top of customer data you already have to build a Total Addressable Market (TAM) analysis so you can quantify the Cloud GTM opportunity. This will help you see which accounts in your current pipeline are a good fit for Marketplace and co-selling, and where your buyers already have pre-committed budget to burn down.
Following the TAM analysis, we take each customer through a Cloud GTM Maturity Assessment to help us identify where your organization is so far so we can share our expertise, highlight areas for improvement, and explain how Tackle can help you get to the next level.
Our goal in the sales process is not just to help you buy Tackle, but to provide valuable consultative insights as you begin your Cloud GTM journey.
Kickoff: Setting the Stage for Success
Once you’re officially a Tackle customer, during the kickoff phase, you’ll get to know your Tackle team and we’ll work together to develop a shared success plan centered around your company goals and requirements. Informed by our analysis and maturity assessment in the pre-sales phase, the shared success plan serves as a roadmap, aligning both parties on long-term and short-term business objectives, and it ensures the Tackle team is providing the value you expect.
Simultaneously, we begin the process of launching or updating your Marketplace listing(s) and laying the foundation for effective go-to-market execution and technical implementation.
We also offer tailored workshops with Tackle experts to fit your exact needs based on what we’ve uncovered in the earlier phases. Workshops include topics like getting executive buy-in, how to leverage data to fortify your strategy, building for operational transformation, and more. Workshops can happen at any time in your relationship with Tackle.
Strategy, Listing & Enablement: Building for the Future
In this phase, the focus shifts to executing the joint success plan. On the go-to-market front, activities include a deep dive into your Prospect data, reviewing pipeline opportunities, getting your Marketplace listing and packaging up and running, and working with you to establish your co-sell strategy. Other activities during this phase include conducting Tackle Platform training, sales enablement, and field training.
Additionally, we provide comprehensive training to equip your internal teams with the info and processes they need to get started. On the technical side, tasks such as configuring reporting, conducting private offer training, and mapping out crucial early-stage operations requirements help ensure you have a solid foundation to build on.
In this phase, you’re likely also crafting your Better Together story with your Cloud Provider. We have a template for that.
Off to the Races: Executing the Plan
Now that we’ve built your base layer, it’s time to execute against our shared success plan. This is when the real fun begins. At this stage, you’ll deliver your first private offers and submit co-sell opportunities to work alongside your Cloud Partner. Tackle is by your side every step of the way to ensure you have the knowledge and processes you need to learn and grow.
Additionally, implementing a robust Salesforce App installation plan ensures seamless integration with your CRM, fostering long-term engagement for your sales and operations teams.
“Tackle helped us get listed quickly and seamlessly in just four weeks. The Tackle team’s expert guidance accelerated our listing journey, with Tackle effectively handling the complexities of getting up and running with Google Cloud Marketplace.
The Tackle team played a vital role in streamlining processes and ensuring smooth onboarding. Their collaboration with the Google team added significant value, providing quick feedback and efficient task handling. Additionally, the comprehensive documentation from Tackle and Google eliminated the need for direct interaction with our product or development team, saving valuable time.
Thanks to Tackle, we ultimately saved time so that we could direct our attention where it matters most – delivering value to our customers. Tackle has not just been a service provider; they’ve become a strategic ally, and we look forward to continued success with their support.”
— Kayla Miles, Partnerships Manager, Onna
Ongoing Success: Sustaining Momentum
Beyond the initial phases, our commitment to your success is unwavering. Ongoing support includes recurring success reviews with your Cloud GTM Coach to ensure that your desired outcomes are being achieved, iterating on the success plan, analyzing performance metrics, and optimizing strategies for continued growth. It’s our goal to guide you through every phase of maturity—from establishing the foundation to building adoption, driving adoption, and scaling. The first 90 days are only the beginning of a long, productive partnership.
We’re dedicated to guiding our customers every step of the way on their journey to success. By following our proven success framework and integrating both GTM strategy and technical expertise, we ensure a seamless and impactful experience, empowering ISVs to achieve their business objectives efficiently and effectively.
Ready to be the next Cloud GTM success story? Schedule a demo
