Cloud Marketplace Guru On AWS, Microsoft, Google, ISV Trends

What’s your advice for channel partners who haven’t explored cloud marketplaces yet?

The nature of the channel business is ever evolving. From the days of resell to the days of providing managed service and value-added services on top of that.

The marketplace journey is just another part of that evolution. As these businesses evolve to be more cloud-forward, they want to be able to have solutions that make the most sense for their buyers that are a combination of first- and third-party cloud services, plus services provided by channel partners.

Today, the majority of the way the Marketplace works with channel is really about executing on the software transaction.

There are ways to do services with Marketplaces, but there’s some still some clunkiness in the way that works today. But similar to how every channel partner is trying to figure out, ‘What is my strategy in this new era of cloud?’ Cloud marketplaces and cloud go-to-markets is almost the next chapter in that story.

They’re going to think about, ‘How many certifications do I have? What partner do I work with? How do I promote that with my customer base?’ and then Marketplace becomes a different part of that story.

Do you see Tackle adding more channel partners to your customer base?

Yes I do. I believe this is the year of the channel and cloud marketplaces.

We’re committed to investing more to help them. Today it’s really about how do we help ISVs and channel partners succeed with the cloud and then that takes us on the natural journey of, ‘How do we continue to help the channel succeed with cloud?’ We here to help ISVs sell more, sell faster, sell more efficiently. Today we’re about the ISV-plus channel, but we’re feeling this natural gravitational pull to do more for channel partners.