5 Steps to Enable Your Sales Team for Cloud GTM
Enabling your sales team to adopt a Cloud GTM strategy can seem like a huge undertaking. Here are steps you can take to help your team win more deals ...
Cloud Marketplaces have revolutionized B2B software selling, making it easier (and faster) for ISVs to reach customers and accelerate revenue. However, understanding the roles, processes, and programs associated with the Google Cloud Marketplace (formerly known as Google Cloud Platform) can sometimes be overwhelming.
Read More: 3 Reasons Buyers Are Flocking to Cloud Marketplaces
This guide is designed to give you an overview of the Google Cloud Marketplace and the benefits of partnering with Google Cloud to sell your software on the Marketplace.
Let’s start with the basics.
The Google Cloud Marketplace is a catalog of software solutions designed to be deployed on Google Cloud. Buyers can find, research, and purchase a wide range of software through the Google Cloud Marketplace.
The Google Cloud Marketplace enables customers to simplify procurement and connect with millions of buyers around the world.
Purchasing through the Google Cloud Marketplace also helps buyers speed up the procurement process and sometimes bypass the need for internal review if Google Cloud is already an approved vendor.
On Google Cloud Marketplace, you can offer production-ready stacks, products, and datasets to accelerate deployment, so customers spend less time installing your software. You can offer these products with pricing features such as subscriptions, pay-as-you-go, and custom pricing. (These products will appear as line items on your customers’ ongoing Google Cloud bill.) For most configurations, your customers receive one bill for all of your products and services, as well as the Google Cloud services that they use.
Some of the benefits of partnering with Google Cloud include:
One of the first steps to take if you’re thinking about listing on Google Cloud Marketplace is to join the Partner Advantage program. Joining Partner Advantage is mandatory to list on Google Cloud Marketplace.
Partner Advantage is the central hub for all Google Cloud partner resources. Through Partner Advantage, you’ll have access to best practices, documentation, co-selling, and co-marketing resources, in addition to support from Google Cloud experts.
Other Partner Advantage benefits include financial incentives and technical enablement.
Partner Advantage includes three engagement models:
ISVs that list in the Google Cloud Marketplace will select the “Build” engagement model (however, you can join under more than one model).
The Google Cloud Partner Fundamentals Course is a comprehensive online course designed to provide Google Cloud Marketplace partners with the basics of how to position, transact, and monitor performance of a Marketplace listing.
For more technical assistance, the Google Cloud Skills Boost can help you integrate your SaaS product with the Google Cloud API.
The Google Cloud Marketplace Webinar Series also provides additional information, particularly from the perspective of ISVs that have successfully listed and transacted on Google Cloud Marketplace.
The Cloud Digital Leader certification provides extensive training to help business leaders without a technical background better understand the use-cases, benefits, and capabilities of the Google Cloud.
The Partner Marketing Studio provides turnkey tools to help you build and launch marketing campaigns.
Co-selling is a collaborative partnership between the ISV and Google Cloud to help promote Google Cloud’s services and accelerate sales within Google Cloud Marketplace. In a co-selling relationship, Google Cloud’s sales team and the ISV will collaborate to help buyers evaluate and purchase the software they need. The goal is to help the ISV close more deals faster, while helping Google to expand its own business and boost cloud consumption.
Read More: Co-selling 101 for Startups: Stand Out in a Crowded Field
The first step to co-selling with Google Cloud is for the ISV to identify upcoming opportunities or potential renewals that could potentially transact through the Marketplace. Next, contact your Field Service Representative (or ISV Specialist, if you’ve been assigned one) to discuss co-selling.
Next, you’ll need to build a strong track record of deals through the Google Cloud Marketplace. Each time you successfully close a deal on Google Cloud Marketplace, be sure to share these wins with your Google contacts.
Read More: A DIY Approach to Co-selling
Entering into a co-selling partnership with Google Cloud Marketplace hinges on establishing a solid “better together” story. A “better together” story is simply messaging that illustrates why your product aligns well with Google Cloud and how the marriage between your offering and Google Cloud’s services will be a good fit that ultimately benefits software buyers.
Learn More: How to Build Your “Better Together” Story with Google Cloud Marketplace
The Google Cloud Marketplace can be a highly effective channel for scaling your Marketplace strategy and driving revenue, and Google continues to invest heavily in the Marketplace.
Read More: The Complete Playbook to Cloud Marketplaces
However, it does take some careful planning to get an ISV up and running on Google Cloud Marketplace.
Schedule a demo with Tackle to learn how we can help you get listed with Google Cloud Marketplace and make the most of Marketplace selling.
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