What drove Seeq’s Marketplace success?
Seeq relies on Tackle to be their first resource for all things Cloud Marketplace. “I interact with Tackle basically everyday,” says Joey, “Whether it be logging into the platform to manage our business, speaking with our Tackle Marketplace Success and Customer Success Managers, or attending a Marketplace Meetup or Office Hours.”
In addition to leveraging Tackle’s resources, Seeq has found success in co-selling with Microsoft commercial marketplace. During December of 2021, Seeq closed 4 major deals on the Cloud Marketplace within 3 weeks of the fiscal year’s end, which boosted the co-sell partnership between the two companies. Today, Seeq benefits from Microsoft’s partnership resources, such as lead generation and co-selling opportunities, as the team continues to meet and exceed their Marketplace goals.
Lastly, Joey gives credit for Seeq’s continued success to a unique culture of having fully remote staff. “Seeq’s remote culture opens the opportunity for professionals from all over the globe to join our team. This expands our reach to support customers in all areas of the world. Depending on the location of our customers, there are contract requirements that are unique to regions, cultures, and industries,” Joey says. “The AWS Marketplace and Microsoft commercial marketplace enable Seeq to utilize contract terms and conditions that are dynamic to all areas of the world.”
Advice for Teams New to Marketplace
Nail It, then Scale It
Changing the way an experienced seller sells takes time. Implementing a new go-to-market strategy will require patience and persistence in internal training.
“Focus on a target pipeline, continue to educate the benefits of the Cloud Marketplaces, celebrate the wins, and investigate the losses,” Joey shares. “From there, you can continue the momentum by taking those best practices and make that the standard for every Marketplace deal.”
What’s Next for Seeq?
With the whole sales organization at Seeq excited about Marketplace, Seeq is implementing a new sales strategy that is designed to accelerate closing deals leveraging Marketplace standard contracts, private offers, and SaaS deployments. The team’s Marketplace learnings played a big role in designing the new sales program and they are looking forward to being able to report on their initial results in late 2022.
One of the reasons behind Seeq’s goal of increasing their Marketplace revenue is not an obvious one: the potential to impact real environmental change. “Seeq works with customers in manufacturing and heavily regulated industries and with that comes the responsibility to help the industry become more sustainable and drive very specific actions related to climate change and driving down the carbon intensity of manufacturing operations,” Megan says. “With Tackle on our side helping us with our Marketplace ARR growth, we’re able to accelerate our investment in our product innovation, best practices, events, and thought leadership around sustainability and that’s really core to Seeq’s mission.”
While Seeq leads the way in educating businesses about sustainability, the team will also continue to focus on bringing new products to market: adding new listings in the future and educating others about the benefits of Marketplace.
“We want to get out ahead of it,” Megan says. “We want to help educate customers and set the stage for the software industry that it’s possible that a business software sold to non-IT buyers can be purchased through a Cloud Marketplace.”