Executive Summary
Datometry, the leader in database virtualization, enables software companies to run existing applications directly on Microsoft Azure without business disruptions or the need for costly and risky database migrations. Datometry and Microsoft saw an opportunity to accelerate their mutual success through co-selling, but Datometry needed a transactable listing on the Microsoft commercial marketplace to get started. Microsoft recommended Tackle as the fastest path to creating Datometry’s Marketplace presence. Tackle continues to play a key role in Datometry's Cloud go-to-market strategy by supporting launches of additional product listings and helping to scale its Cloud Marketplace sales motion. In addition, Datometry gets strategy guidance from Tackle’s team of experts as well as access to peer-to-peer networking and learning through the Tackle community.
Key Highlights
25x ROI
with Tackle in first year
Streamlined
revenue booking and reporting with Tackleu2019s Reporting & Insights
Strengthened
co-sell program and relationship with Cloud partners
Launching Transactable Listings with Tackle
Microsoft referred Datometry to Tackle because the hyperscaler knew that Tackle makes it fast and easy for software companies to get started on Microsoft commercial marketplace.
“Microsoft is our number one source of leads and we want to be the best partner we can be to them,” says Dan Langille, Head of Microsoft Alliance, Datometry. “When they pointed us in the direction of Tackle in order to be transactable in Microsoft commercial marketplace, it removed any consideration we had about building our listings ourselves. Tackle made it easy for us to become transactable on Marketplace.”
Revenue Reporting with Tackle
Datometry’s target market is almost exclusively enterprise and strategic accounts which invariably have complex procurement and vendor onboarding processes. Tackle’s Reporting & Insights and Microsoft commercial marketplace’s standard Marketplace agreement enable Datometry to trade legacy processes for virtually frictionless transactions with some of the world’s largest corporations.
“We are MACC-eligible (Microsoft Azure Consumption Commitment*) so our customers don’t need to find net-new budget to purchase our platform. We make heavy use of private offers to meet each customer’s unique, negotiated licensing terms,” Dan says.
Datometry’s finance organization leverages Tackle’s reports to recognize its Cloud revenue in a timely fashion and to meet the reporting obligations of its investors and board of directors.
“Tackle’s dashboard is a huge benefit to our finance organization and gives us that peace of mind that everything’s taken care of,” Dan says. “With immediate access to Marketplace transaction data, we are able to close our books in hours.”
Co-selling Benefits the Whole Ecosystem
Since launching on Marketplace with Tackle, Datometry has experienced 25x ROI by being able to leverage co-sell motions with its Microsoft partners. In collaboration with Microsoft’s Data & AI specialists and Azure Global Black Belts, Datometry delivers significantly faster data warehouse transformations for its buyers through Microsoft commercial marketplace.
Partnering with Tackle to maintain its transactable status enables Datometry to maximize visibility with its partners’ field sellers. “Microsoft commercial marketplace offers a powerful and mutually beneficial community of co-sell partners,” Dan says.
By actively contributing to Microsoft commercial marketplace’s thriving co-sell ecosystem, Datometry keeps its customers happy and aligns with a key co-sell performance metric. “It just comes down to being the best partner we can to Microsoft, which enables us to create better and faster customer outcomes,” Dan says. “We simply don’t win without Microsoft and Tackle.”
Head of Microsoft Alliance, Datometry
