Tackle.io, an end-to-end solution for B2B software companies to generate revenue through the cloud, announced a collaboration with Amazon Web Services (AWS) to help independent software vendors (ISVs) accelerate their Cloud go-to-market (Cloud GTM) journey with AWS. This collaboration provides ISVs the software and services they need to scale with AWS by driving a complete go-to-market motion through co-sell and AWS Marketplace.
Through this collaboration, AWS Partners will be able to capitalize on these opportunities by leveraging the Tackle Cloud GTM Platform for cloud buyer intent data, direct integrations with the AWS Partner Network Customer Engagement (ACE) program, tools for streamlining AWS Marketplace transactions, and integrated capabilities with Salesforce designed to further drive sales productivity and stronger relationships with AWS, leading to faster deal cycles and higher win rates.
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“Cloud marketplaces and co-sell have become the center of how ISVs go-to-market with AWS,” said John Jahnke, CEO of Tackle. “We continue to innovate to help sellers build their Cloud GTM through a combination of product strategy, business strategy, services, and expert support, all with the goal of driving strategic revenue.”
This collaboration will uplift three key goals for ISVs as they scale:
- Training and enablement to spin the Cloud GTM flywheel – As Cloud GTM is a relatively new route to market for many ISVs, they benefit from expert guidance on how to build and scale their growth engine with AWS. Tackle‘s Strategic Services offer a variety of workshops, enablement, coaching, and managed services that delve into the intricacies of operationalizing a co-sell + AWS Marketplace motion, providing proven methodology, expertise, and best practices for participation in AWS Partner programs.
- AWS Marketplace excellence to drive co-sell transactions and revenue – ISV sales teams benefit from Tackle‘s cloud buyer intent data that helps identify the right accounts to co-sell with AWS, tools to streamline the creation, delivery, and tracking of AWS Marketplace private offers, as well as continuous support for new AWS functionality and features including direct AWS Marketplace sales, renewals and expansions, and channel sales via Channel Partner Private Offers (CPPO).
- Integration into your system of record to operationalize Cloud GTM – Tackle‘s Salesforce integration puts both co-sell operations and AWS Marketplace private offers in the hands of the ISV sales team so they can manage each opportunity from creation to co-sell to close all within their system of record to streamline manual processes and increase seller adoption.
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“It’s great to see AWS and Tackle collaborating toward even better experiences for AWS Partners like us,” said Michael Musselman, senior director, Technology & Strategic Alliances at Lacework.“We’re excited to leverage Tackle to bring our co-sell and AWS Marketplace motions together and streamline that into Salesforce so our cloud alliance, operations, and sales teams can improve productivity and accelerate deals.”
“AWS continues to invest deeply in the AWS Partner experience to provide resources that allow ISVs to grow,” said Chris Grusz, managing director, Technology Partnerships at AWS. “Our longstanding relationship with Tackle is a great enhancement of the AWS Partner experience as it directly supports partner scale by accelerating co-sell and AWS Marketplace growth through the Tackle platform and provides ISVs with the latest cloud GTM and co-sell expertise through workshops and coaching.”
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