Think Big, Think Tackle
We need to spend our time talking about how we get deeper within their stacks. We didn’t want to spend our resources managing the nuances of the Cloud Marketplace.
Founded in 2013, Incorta’s unified data and analytics platform has gained strong traction in the market. As a result, they have aggressive revenue and growth goals, which are partially dependent on an effective Cloud go-to-market strategy. Stephen says, “To really get that global reach and breadth of presence, you need to work with the right partners. When you work with Amazon Web Services (AWS), Microsoft Azure, or Google Cloud Platform (GCP), you’re getting that ability to leverage the brand equity and reach that they have.”
“We’re a small company. Our focus with our Cloud Partners is further enablement and proliferation of our product and joint sales solutions,” explains Stephen. “We need to spend our time talking about how we get deeper within their stacks. We didn’t want to spend our resources managing the nuances of the Cloud Marketplaces, and we really found the benefit with Tackle as that subject matter expert.”
Challenge: Optimizing What’s Already Been Built
When Stephen arrived at Incorta, the company had already launched on several Cloud Marketplaces. The team had used internal resources to painstakingly get the listings live, but was struggling to maintain and manage the listings long-term, track Marketplace offers throughout the sales cycle, and accurately report on their Marketplace transactions.
As a small company, Incorta doesn’t have a deep bench of engineers or business development folks at its disposal to set up and take action on Marketplace configurations. “Tackle’s team was instrumental in ensuring successful [new] launches,” says Stephen.
Solution: Linking Arms with Tackle to Relaunch in Marketplace
With Tackle’s help, Incorta re-listed on AWS, Azure, and GCP. “Tackle aggregates all the data and presents it in a way that we can easily understand our business across all three clouds, where they stand, and what we can do to improve our listings,” Stephen says. “Each Marketplace has its own nuances and it’s a big lift to manage each of them individually. We rely on Tackle’s dashboard to centrally manage it all and that’s the true value of using Tackle once the transactions come rolling in.”
For AWS specifically, which has some technical requirements to ensure everything flows smoothly, Stephen says, “Tackle has been a tremendous help with ensuring our listings are working and transacting correctly. We have limited technical assistance for configuring the AWS Marketplace and the Tackle was quick to jump in and walk us through it to ensure we were up and running with our listing.”