The hidden force behind Cloud GTM success
Picture this: Your sales team just landed a massive deal through AWS Marketplace. Everyone’s celebrating the win. But behind the scenes? Your RevOps team is scrambling to figure out how to quote it, book it, recognize revenue, and track when you’ll actually get paid (spoiler alert: it could be 120 days from now).
Sound familiar?
As executives forge valuable cloud partnerships, sales leaders accelerate marketplace deals, and alliance teams cultivate valuable co-sell relationships, it’s the operational foundation that quietly transforms these initiatives into sustainable revenue growth.
The truth is: The difference between cloud chaos and cloud cashflow isn’t your strategy deck. It’s your operations.
The new reality of integrated revenue operations
The numbers tell the story: AWS powers more than $150B in cloud spend, Microsoft pushes north of $100B, and Google Cloud follows closely behind. What was once a niche motion has become central to how revenue flows.
For RevOps teams, this shift introduces new variables into nearly every corner of revenue operations:
- Multi-entity billing creates complexity across regions
- Co-sell alignment requires new workflows and visibility
- Marketplace disbursements can take up to 120 days, throwing off forecasting
- Traditional quote-to-cash processes weren’t built for this complexity
Without the right operational foundation, these challenges can lead to delayed deals, frustrated sellers, and missed revenue opportunities.
What’s inside the RevOps Playbook to Cloud GTM
Our comprehensive playbook is built for revenue operators behind the scenes—the people designing workflows, connecting systems, aligning strategies, and ensuring your business is ready when cloud deals come through the door.
Across six detailed chapters, we break down:
- Quoting in a Marketplace World – How to adapt your quote process for cloud complexity
- Turning Offer Acceptance into Revenue Reality – Why private offers are the new purchase orders
- Adapting to the New Rules of Cloud Cash Flow – Managing extended payment terms and fee structures
- Co-sell as a Force Multiplier – Operationalizing partner motions that drive bigger deals
- Infrastructure That Scales – Building the people, processes, and technology foundation
- Metrics That Matter – New KPIs for measuring Cloud GTM success
Each chapter includes real-world scenarios, common pitfalls to avoid, and actionable frameworks you can implement immediately.
From reactive to proactive: The RevOps advantage
Most RevOps teams didn’t plan for Cloud GTM. They’re scrambling to retrofit systems that were never designed for marketplace complexity.
But forward-thinking teams are transforming this challenge into competitive advantage by:
- Building infrastructure that scales from quote to cash
- Creating workflows that reduce friction for sellers
- Implementing systems that improve deal velocity
- Designing processes that deliver better buyer experiences
All without breaking the operational backbone of their business.
Ready to transform your Cloud GTM operations?
Whether you’re just starting or scaling your Cloud GTM motion, our complete playbook gives you the framework, best practices, and workflows to build a scalable, audit-ready, and partner-aligned revenue engine.
Don’t let your operational friction be the bottleneck to your Cloud GTM success.
