Go to Marketplace While Keeping Your Resources Focused on Your Product
Executive Summary
PagerDuty saw the sea change in how software is sold, with corporations and enterprises looking to buy via the cloud instead of going through a lengthy sales process. While they wanted to be a part of this change, PagerDuty did not want to divert their resources away from building their core product to get their software onto the AWS Marketplace. That's where Tackle came in.
Key Highlights
Zero Engineering
Kept their internal teams focused on platform innovation
New Customers
Landed two enterprise customers via Private Offers
Consistent Revenue
Continues to bring in new logos thanks to Tackle's feedback and advice
An Efficient & Effective Go-to-Marketplace Solution
Cloud infrastructure is the backbone of Digital Transformation as we know it today. Software disruption is becoming more and more a thing of the past; the surprise factor that came with moving applications to cloud infrastructure has almost completely dissipated. Many of the companies in the Digital Transformation era can point to the fact that they found ways to embrace a cloud infrastructure strategy that allowed them to thrive over the past decade. That said, a new challenge is now on the rise, and it feels scarier than previous ones:
“How can we better understand and react to the current state of [our] infrastructure, the applications built on it, and the inevitable issues that arise from any number of sources?”
-Andrew Marshall, PagerDuty
What once were opportunities for greater flexibility and scalability found in agile deployment models and dynamic infrastructures now seem to create operational nightmares. Add in hybrid infrastructures and microservices, and the service complexity that companies face is untenable. Quick fixes are made with supplemental monitoring systems but long-term obstacles are continually introduced to the delivery pipeline. ITOps and DevOps teams are experiencing more alert fatigue, missing important events, often recruiting the wrong responder, and seeing increased resolution times.
Sr. Director of Strategic Cloud Alliances, PagerDuty
Never Fear, PagerDuty is Here
Luckily, PagerDuty has been building products to address this trend over the last ten years. An incident resolution platform aimed at boosting agility, availability, and reliability of the digital enterprise, PagerDuty intelligently manages events at a massive scale, integrating global IT organizations and business processes. Users can get alerted quickly, understand, and respond to events or resolve issues, all in real-time and thus faster than ever before. With over 10,000 customers and as the platform of choice by over 50% of the Fortune 100, the PagerDuty team has extended its services to every vertical and has made it their mission to help companies of all sizes cross this next Digital Transformation chasm.Every Batman has their Robin
When PagerDuty saw that corporations and enterprises alike were rapidly migrating critical workloads to the AWS cloud, they also saw a new trend. These organizations were looking for continuity in the purchase process and were looking to purchase their infrastructure and software together from AWS. Their only problem? PagerDuty wasn’t available yet on the AWS Marketplace. PagerDuty wanted to keep internal teams focused on platform innovation and revenue-generation so they turned to their partner, Tackle.io, to help them integrate with and launch in AWS Marketplace. Best said by PagerDuty’s Sr. Director of Strategic Cloud Alliances, Kirk Punches, “AWS Marketplace has simplified how ISVs can generate visibility and help transact via AWS Marketplace, however, there is still a lot for ISVs to contemplate around technical integration, internal systems integration, GTM, how to do business efficiently and at scale. Tackle helps close these gaps and moved us faster to launch and growth of the business.” Tackle listed PagerDuty in the AWS Marketplace quickly and efficiently, enabling a key AWS Marketplace feature, Enterprise Contracts. Within the first 30 days of becoming available on AWS, Tackle helped PagerDuty transact two enterprise customers leveraging another feature of the AWS Marketplace, SaaS Contract Private Offers. As if these metrics are not proof enough of ROI, PagerDuty has continued to bring in new logos and market alignment strategies as a result of Tackle’s feedback cycle with customer advisors and AWS sellers. Needless to say, together, PagerDuty and Tackle.io are unstoppable in the AWS Marketplace.The Next Mission
From here, the sky’s the limit for this partnership. In the 2019 fiscal year, PagerDuty has two goals to grow their partnership with AWS:- Increase joint selling with AWS, knowing AWS Marketplace is fundamental to aligning with buyers and sellers.
- Leverage analytics provided by Tackle’s Downstream platform to determine how existing customers and new logos can benefit from EDP drawdown and simplifying procurement with Enterprise Contracts.
