Cloud Marketplace Guru On AWS, Microsoft, Google, ISV Trends
Cloud marketplace veteran and CEO of Tackle.io John Jahnke explains today’s cloud marketplace industry and the selling trends from ISVs and channel partners who are leveraging AWS, Microsoft and Google Cloud marketplaces.
Where are you seeing channel partner momentum in cloud marketplaces right now?
In the channel, we have seen over the last two years, a big acceleration in channel partner-plus ISV-plus-the cloud marketplace provider—and I think that’s only going to accelerate.
For example, AWS created a program called CPPO (Channel Partner Private Offers). Roughly a little north of 20 percent of our customers take advantage of the CPPO program today. We are seeing a lot of growth in channel plus-marketplace right now.
We’re definitely seeing it with the big channel partners like Presidio, World Wide Technology (WWT), Optiv, CDW, Insight Enterprises— they all are more marketplace forward. Maybe they haven’t gone fully mainstream like, ‘We will do Marketplace by default.’ But they have a significant number of the ISV partners they work with, who work with Marketplace. And then they have significant transactions happening through marketplace.
We are working with AWS on how to make the channel experience with marketplace more seamless for both ISVs and channel partners.
We have those big channel partners come to us and say, ‘I do cloud Marketplace business with 100 ISVs. I have no way to see that in a single integrated way. I’d love a version of Tackle like what you have for an ISV, that has more of a channel focus.’ We’ve heard that request numerous times and that’s an area that we’re starting to invest more in this calendar year.