Turning Marketplace Hesitation Into GTM Momentum

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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

Turning Marketplace Hesitation Into GTM Momentum

Unlock Cloud Go-to-Market

45 minutes

5 months ago

Turning Marketplace Hesitation Into GTM Momentum

Marketplace isn't just a technical integration. It’s a strategic decision, especially for engineering leaders.

In this episode of Unlock Cloud Go-To-Market, host Patrick Riley is joined by Mike Romans and Nick Rieniets of Kasada for a real-world look at cloud GTM through the eyes of a CTO. Nick shares why Kasada initially resisted marketplace, what changed, and how partnering with Tackle made the difference between a drawn-out build and a fast, scalable launch.

If you’re a leader weighing whether to go alone or bring in help, or if you’re wondering when the right time to activate your Cloud GTM motion really is, this conversation is your shortcut to clarity.

You’ll learn:

How Kasada’s CTO assessed the trade-offs of building versus partnering
What made AWS the right choice for both tech and sales
The signals that told Kasada they were ready for marketplace
The overlooked backend wins that made Tackle the obvious move

Resources:
Connect with Nick on LinkedIn: https://www.linkedin.com/in/nick-rieniets/
Connect with Mike on LinkedIn: https://www.linkedin.com/in/mike-romans-iamnotabot/
Connect with Dillon on LinkedIn: https://www.linkedin.com/in/dewoods/
Connect with Patrick on LinkedIn: https://www.linkedin.com/in/patrickmriley/

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

Timestamps:
(00:00) Introduction

(01:11) Exploring cloud go-to-market through the lens of CTO

(02:58) What Kasada does and the bot mitigation problem

(05:02) Why Kasada built on AWS and how it shaped their GTM

(07:03) Leveraging AWS programs for customer alignment

(09:05) Building joint solutions with AWS and proving customer success

(11:43) Landing large enterprise customers early

(13:46) When is the right time for a startup to partner with AWS

(15:33) Why Kasada avoided Marketplace at first

(17:20) The minimal lift required to launch Marketplace with Tackle

(18:29) How Marketplace supported global expansion

(20:54) Tackle’s role in accelerating decision-making

(23:33) How Marketplace shifted customer engagement strategy

(25:59) Managing the AWS partnership beyond the listing

(33:57) How Marketplace simplified billing and operations