The path to more efficient revenue—now in your CRM
Enterprise software sales are undergoing a seismic shift—and cloud marketplaces are at the center of it.
In 2023 alone, third-party vendor sales through AWS, Google Cloud, and Microsoft more than doubled to $16B. By 2028, Canalys projects that number will skyrocket to $85B, driven by buyers eager to use committed cloud budgets to control costs and unlock discounts.
For software vendors, this isn’t just a trend. It’s the future of how enterprise software is bought and sold. Selling through and with cloud partners is no longer optional—it’s where the next trillion dollars in revenue will be won.
Tackle for Salesforce is now generally available
Now available for all customers, Tackle for Salesforce empowers revenue teams to accelerate deals, improve seller participation, and grow marketplace revenue—without changing how they work. This release marks a major milestone in our mission to help software companies sell more efficiently through cloud marketplaces and partner programs by embedding Cloud GTM directly into the tools sellers already use.
What is it? Tackle for Salesforce delivers out-of-the-box Cloud GTM workflows like buyer signals, co-sell automation, and private offer creation directly within Salesforce. With no custom builds required, sellers can prioritize the right deals, take action faster, and grow cloud revenue without ever leaving their CRM.
The Cloud GTM challenge
Despite the enormous opportunity, many software companies struggle to execute. According to our most recent State of Cloud GTM Report, many software companies face persistent hurdles turning cloud partnerships into scalable revenue streams.
The top challenges?
- Sellers aren’t speaking Cloud GTM: 58.2% of companies say their sales teams are either unwilling or unprepared to engage in marketplace deals. Cloud GTM often feels like a foreign process, full of new terminology, unfamiliar steps, and workflows that don’t fit how sellers typically operate.
- Manual, time-consuming processes: Sellers and ops teams juggle multiple cloud portals, re-enter data, and chase approvals—all of which slows down deals and creates frustration.
- Technical overhead drains resources: Engineering teams are forced to build and maintain custom, one-off integrations with each cloud provider, taking time away from core product development.
- Limited visibility across systems: With siloed tools and disconnected processes, it’s nearly impossible to track performance, optimize cloud sales motions, or forecast revenue reliably.
The result? Missed revenue, slower deal cycles, and frustrated teams.
One company that experienced these challenges firsthand is Smartsheet, a preview customer of Tackle for Salesforce. They joined us at our Cloud GTM XP event this week to share how they went from experimentation to scale—activating over 500 sellers in a matter of weeks.
“When we started, I had zero experience with AWS Marketplace and we were rolling this out globally,” said Nik Pettelle, Manager of Process Optimization at Smartsheet. “We began with a small, manual MVP to learn fast, then layered on automation, trained hundreds of sellers, and scaled.”
Tackle for Salesforce: Revenue efficiency, less effort
Tackle for Salesforce solves these challenges by embedding Cloud GTM directly into the existing sales process—eliminating context switching, manual data entry, and guesswork.
3 ways Tackle for Salesforce transforms Cloud GTM
1. Prioritize high-value deals early
With Tackle Prospect, sellers can instantly identify where buyers are most likely to transact via marketplace, and on which cloud. All of this is displayed directly within the Salesforce opportunity, so sellers can prioritize the deals most likely to convert.
“We activated over 500 sellers in just a few weeks,” said Brandon Seiter, Senior Director of Corporate Development and Partnerships at Smartsheet. “The key was pairing targeted enablement with actionable insights—like prioritized account lists and messaging prompts. We didn’t just train sellers; we gave them a reason to act.”
2. Automate and accelerate workflows
Tackle Co-Sell and Tackle Offers eliminate manual data entry for co-sell and private offer fields—saving time, reducing errors, and speeding deal progression. The intelligent mapping configured during implementation pre-populates and syncs data from existing Salesforce fields into cloud provider required fields. With just a few clicks, sellers can create and send private offers to prospects.
3. Confidently scale Cloud GTM
Unite sellers, partners, and the entire GTM organization in one seamless workflow. Even teams new to selling through the clouds have the tools, visibility, and alignment to operate this motion with confidence.
Why now?
There is more pressure on SaaS vendors than ever before. Organizations are expected to deliver more revenue, more quickly, without scaling GTM teams. Routes to market are multiplying in complexity. Customers expect consumer-like buying experiences. And AI is disrupting traditional GTM models.
In this environment, partners, especially cloud partners, are the key to unlocking scalable, efficient growth.
“We’ve already closed hundreds of thousands in ACV through marketplace, and we’re just getting started,” said Brandon. “Marketplace has also helped us get in front of CIOs, CFOs, and procurement leaders we wouldn’t have reached otherwise. In some cases, we’ve gained competitive intel and stronger executive alignment through co-sell.”
Focus on what you do best
Building great software is your strength. Let Tackle handle the required Cloud GTM workflows with a solution designed for:
- Simple implementation: Get up and running quickly without engineering resources
- Minimal maintenance: Stay current with cloud provider features through seamless updates
- Enterprise-grade scale: Support for complex workflows across multiple cloud providers
“We needed a partner, not just a vendor,” said Nik. “Tackle was collaborative, responsive, and open to feedback throughout the process. That made all the difference.”
The bottom line
Tackle for Salesforce helps organizations sell faster, prioritize smarter, and win bigger deals in the cloud, all while reducing cost to sell.
What’s live now and what’s coming soon
Tackle for Salesforce already delivers the core workflows revenue teams need to operationalize Cloud GTM—directly inside Salesforce. From surfacing multi-cloud buyer intent to streamlining co-sell and private offer execution, we’ve made it easier than ever to drive marketplace revenue at scale.
Today, Tackle for Salesforce is fully optimized for AWS, enabling sellers to identify marketplace-ready opportunities, initiate co-sell (individually or in bulk), trigger auto-close events, and create private offers for direct, partner, and PAYGO SaaS transactions, all from Salesforce.
And we’re just getting started.
We’re actively expanding support for Microsoft and Google Cloud, and continuing to deliver new capabilities that simplify and unify how teams co-sell, transact, and grow through the cloud—no matter which marketplace they sell through.
Ready to win bigger cloud deals with less lift?
Explore Tackle for Salesforce in action with a self-paced tour.
For current Tackle customers, Tackle for Salesforce is included in your current subscription plan. Get started by visiting the Integrations page in the Tackle Platform and check out our documentation at Tackle Help.
