Bugcrowd’s Cloud GTM Inflection Point: From $34K to $1.1M in One Year

Executive Summary

Bugcrowd, a leader in cybersecurity, accelerated its cloud revenue from $34K to $1.1M in just one year through AWS Marketplace. Jacques Lopez, Global VP of Strategic Alliances and Channel Sales, reignited a stalled Cloud GTM motion by partnering closely with Tackle and aligning cross-functional teams. With support from Tackle’s enablement and AWS budget training, Bugcrowd completed its foundational technical review, activated its sales team, and closed a mission-critical deal at fiscal year-end. By leaning into partner private offers, Bugcrowd preserved channel relationships while positioning AWS as next-gen distribution. Their data-driven approach helped secure executive support, drive strategic momentum, and unlock long-term growth potential in the cloud.

A 32x revenue increase in just one year—that’s the kind of growth that makes executives take notice. For Bugcrowd, this dramatic leap from $34.5K to $1.126M in AWS Marketplace revenue wasn’t just a lucky break; it was the result of a strategic transformation in how they approached Cloud GTM. 

When Jacques Lopez joined Bugcrowd as Global VP of Strategic Alliances and Channel Sales, he walked into a Cloud GTM program that was technically in place, but barely moving.

“At that point, we’d done about $34,500 through AWS,” Jacques explained. “The foundational technical review had stalled. Operational support was minimal. The sales team didn’t see AWS or Tackle as a real opportunity to grow our revenue. And at the C-level, we didn’t have a shared understanding of what was possible with AWS.”

That shift didn’t happen by accident. It came down to a clear plan, cross-functional alignment, and a new way of thinking about their partnership with Tackle.

From skepticism to strategic momentum

But how did Bugcrowd actually execute this transformation? It started with Jacques recognizing he needed the right strategic partner. Jacques first connected with Aimy Callahan at Tackle while reviewing a renewal, unsure what kind of value the partnership would provide. But the relationship quickly evolved.

“We built a plan of action. We looked at the long-term objectives that I had, that Bugcrowd had, and I found it very easy to have overarching strategic conversations with Aimy and Tackle.”

That strategic collaboration led to a flurry of milestones, including: completing their foundational technical review, achieving AWS ISV Accelerate, and enabling the Bugcrowd sales team to effectively go after cloud budgets.

“Our sales teams are better able to assist customers leverage their committed AWS spend.  This helps direct existing budget toward a Bugcrowd investment,” Jacques explained.

Bugcrowd also tapped into Tackle and AWS support during a mission-critical deal at year-end. With a reseller, a cloud provider, and an internal team all involved, things could have unraveled–but they didn’t.

“Tackle really stepped up. They served as a great intermediary to help us organize between Tackle, AWS, , Bugcrowd, and our strategic reseller on how we were going to approach solving this problem,” Jacques shared.

Respecting the channel while embracing cloud

One potential challenge Bugcrowd faced was balancing their new cloud strategy with existing partner relationships. As a channel-first company, Bugcrowd is thoughtful about how its cloud motion fits with traditional reseller partnerships.

“We want to complement what our partners are doing,” Jacques explained. “We’re putting a strong focus on partner private offers to keep our partners engaged and ensure they don’t see our work with AWS as competitive.”

This approach has even changed how Bugcrowd views AWS. “We want our partners to see AWS involvement as next-generation distribution — a new way we can collaborate and deliver together.”

A data-driven approach to earning buy-in

Bugcrowd’s cloud success isn’t just anecdotal—it’s quantifiable. That’s helped Jacques secure internal buy-in, show progress to AWS, and make the case for future investment.

“We’re constantly looking at stats and data. The information we’ve gotten from AWS and from Tackle have both been very helpful in expressing this up to the C-level and justifying our investment in AWS,” Jacques said.

As Bugcrowd continues to grow within the AWS ecosystem, now as part of the AWS Global Startup Program, Jacques stays focused on the future: “We’ve only just begun to tap into the potential, and I’m excited to see how we continue to grow in the years ahead.”

For companies looking to unlock similar cloud marketplace growth, Budcrowd’s story demonstrates that success requires more than just technical integration. It demands strategic alignment, cross-functional enablement, and the right partner to guide the journey.

About Bugcrowd