CyberArk’s Strategy for Building Partner Ecosystems

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Unlock Cloud Go-to-Market

Tackle.io

21 episodes

5 months ago

How do I implement my go-to-market strategy with my Cloud Partners? How do I get buy-in from my executives, sales team, and others in my organization? How can I get the right attention from the Cloud Providers? Questions like these, and many more, arise when you’re trying to build relationships with the Cloud Providers and accelerate your revenue journey through the cloud. Welcome to ‘Unlock Cloud Go-to-Market,’ the series where hosts Erin Figer and Patrick Riley share the essential stages of the Cloud GTM maturity model to start, optimize, and grow your company’s revenue through the cloud. They’ve helped countless ISVs tackle the ins and outs of their Cloud GTM motion, and in each episode, they're sharing those success stories from the people who have put them into place. Because ultimately, this way of thinking is the future. And the future is now.

All content for Unlock Cloud Go-to-Market is the property of Tackle.io and is served directly from their servers with no modification, redirects, or rehosting. The podcast is not affiliated with or endorsed by Podjoint in any way.

Marketing

Technology,

Business

CyberArk’s Strategy for Building Partner Ecosystems

Unlock Cloud Go-to-Market

44 minutes

9 months ago

CyberArk’s Strategy for Building Partner Ecosystems

"Marketplaces are the future of SaaS sales, but success requires aligning with partners and embracing innovation." – Brennan Lynch, Global Director of Cloud Marketplaces at CyberArk

In today’s episode of Unlock Cloud Go-To-Market, host Patrick Riley is joined by Brennan Lynch, Global Director of Cloud Marketplaces at CyberArk, and Brian Denker, Co-Founder of Tackle, to discuss the evolution of cloud marketplaces and partner-driven success. Brennan shares insights on fostering strong partnerships, navigating marketplace adoption, and leveraging operational efficiencies to scale cloud operations effectively.

The conversation explores partner collaboration, the impact of CPPO (Channel Partner Private Offer) deals on channel dynamics, and the importance of marketplace data in driving revenue growth.

In this episode, you’ll learn:

The step-by-step journey of marketplace adoption and how to align internal teams with partner ecosystems.
How CPPO deals reduce operational overhead while boosting deal size and profitability for ISVs.
The emerging role of AI and cloud integrations in enhancing partner offerings and enabling scalable success.

Resources:
Connect with Brennan on LinkedIn: https://www.linkedin.com/in/brennanlynch
Connect with Patrick on LinkedIn: https://www.linkedin.com/in/patrickmriley/

Connect with Brian on LinkedIn: https://www.linkedin.com/in/briandenker/

Learn more about Tackle: https://tackle.io

Timestamps:
(00:00) Introduction
(02:18) CyberArk’s journey into marketplace adoption
(05:12) Breaking down the CPPO model and its financial benefits
(09:45) The role of marketplaces in simplifying channel operations
(13:02) Building partnerships that scale
(17:38) How AI tools are reshaping partner-driven success
(21:05) Integrating services into marketplace strategies for ISVs
(25:18) What’s next for CyberArk and the future of cloud marketplaces

(29:12) Leveraging partner networks for global expansion

(33:08) Using data lakes and integrations to create bespoke solutions

(36:14) The role of cloud service providers in enabling partner success

(40:22) Multi-party collaboration and the future of cloud transactions

(43:16) Recommendations for ISVs to scale their marketplace strategies

(46:45) The future direction for cloud marketplaces and partners