GTM Strategies For Successful Cloud Commerce

Ready, Set, Scale

Nearly 63% of service providers indicated that public cloud vendors are increasing their delivery of customer-facing services, according to a survey conducted by 451 Research of S&P Global Market Intelligence.

What does this mean for you?

Distributing your SaaS product in the cloud marketplace requires that your product and related services are ready to be listed for successful cloud commerce rollout.

More than 400 enterprises were asked about the value proposition of cloud-based ecosystems and nearly half indicated that partnering and product influence are the biggest benefit of the vendor ecosystem. In this comprehensive survey:

• 47% said partnering opportunities with vendors and suppliers are the biggest benefit of vendor ecosystems.
• 46% indicated that cloud ecosystems provide product roadmap visibility or influence.
• 42% noted that they benefit from customer referrals or discount pricing
• 35% pointed to sales or go-to-market support as a key value in cloud platforms.

Co-selling and co-development with public cloud vendors and partners are now standard operating procedure for ISVs and solution providers. And this means that distribution of SaaS products and services in the cloud marketplaces must be seamless. Without it, you risk new business opportunities and the loss of scaling prospects.

The top 5 best practices to achieve success in cloud commerce are:

• Preparedness
• Standardization
• Simplification
• Reliable Execution
• Managing Complexity

Successful cloud commerce relies on a combination of marketplace automation and expertise in getting your product ready, listed and sold.

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