Erika Childers 19 min

Integrating AWS' ACE with Your CRM for Ultimate Cloud GTM Operations`


Are you hearing more and more about the importance of automating co-sell operations? Listen to AWS’ perspective on the importance of an ACE CRM Integration and the benefits it provides from MaSonya Scott, GM of Partner Integrations Engineering at AWS. You will also learn how Tackle can help you automate your co-sell experiences.



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[silence]

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Testing.

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I'm hoping that this is working for everybody to hear me.

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How can we...

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Okay, perfect. We've had some audio issues, so I just want to make sure

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and I am going to share my screen so we can jump into it.

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It looks like everyone can see my screen as well.

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Perfect. So thanks everyone for joining the session,

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and a big thank you to Missonia Scott and AdaBust for sponsoring our cloud

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GoToMarket XP and being a strategic, close partner of tackle for eight years.

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And a jam-packed couple of days and CoSEL has been a recurring theme in many of

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the sessions.

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During the session, I'm excited to be interviewing Missonia on her experience

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with AWS

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and your perspective on the importance of having ISVs on an ACRM integration

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and the benefits behind that.

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And then before I dive into that,

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I just wanted to do a quick 30... take a step back and do a quick view of

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tackle

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from a 30,000-foot view.

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Our ACRM integration is one of the many offerings within our full GoToMarket

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platform.

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Among the 450-plus customers using tackle, we have processed 9 billion in

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marketplace GMV

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and 22.5 thousand marketplace private offers.

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We have scanned 2.5 million domains through tackle prospect,

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which helps narrow down which opportunities to submit to CoSEL with AWS

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and provides likelihood to buy scoring on AdaBust marketplace.

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Now jumping into our ACRM integration.

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Before coming to tackle, I was at it best for five years as both the PDM

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and on the ISV Accelerate team helping partners CoSEL.

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And one of the most common questions I got was how and when can I automate CoS

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ELing within my own CRM system?

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And it was always a goal, but there was never an answer when I was there on how

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or when.

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It was full circle when tackle began offering this feature

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and we're in lockstep with AWS around our offering around it,

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which I'm excited to go through with Mesonia.

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With that, we can jump into our discussion.

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All right.

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This slide in Mesonia, I'd love to kind of just jump into an intro.

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Can you introduce yourself and your role to our audience today?

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Hey, we want to help everyone who's doing well.

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I'm a son, yes Scott.

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I'm G.L.A. from a partner innovation engineering,

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and the AWS partner organization engineering group.

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And so based on Georgia,

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I've known AWS over eight years, spoken across one of the just partner focused

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on integrations

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and capabilities, lots of cloud operations as well.

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I'm excited that I have a dual role and one of those roles is why I'm here.

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I own the partnership I connected for Salesforce that we support.

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But the role that I'm here today is to talk about having our partner scale

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through third parties,

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such as tackle and making sure that I want to add to end,

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not only that culture, but also sales motion for a partner that are not for

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sellers

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that are marketplace, that are in and out on new experience.

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So I'm honored to be here.

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I thank tackle for the invitation.

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And I thank our mutual partners for the still things you're trying to create

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together.

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Thank you, Miss O'Nell.

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We really appreciate having you here.

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I know we've been talking since we're in a bit about doing more of this

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together,

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so we appreciate your time.

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Next question.

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So, Miss O'Nell partners have been co-selling with AWS over the past 10 years,

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a long time.

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Why is this important and what are the benefits you are hearing?

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I would say it's the matter to go to story, right?

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If you look at it, we see a trend of AWS workloads,

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meaning influence, shape, and work to bad partners.

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We know that we need partners in our global community,

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our partners, rather than the 6,000 partners.

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And we want to scale the value of our building lines in different work spaces,

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in different innovations, in different vertical industries.

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How can we scale, how can we scale some systems in a region,

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or platforms such as tackle, or as soft solutions?

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How do we scale?

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We can't do it on our own, 17 partners.

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And now, what's the best wind?

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It's a finding of areas that we both can use to innovate and create and exped

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ite that

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need to cash speed.

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Because I know people who are here, if you talk about it,

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it's not about how fast can we get that being closed, right?

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And so, how do we know it's platform such as tackle to do that?

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So that's why I'm excited about it.

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And I think that's what the value of the partnership is.

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How do we go together and make our major customers as partners,

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realize faster innovation, where in time now,

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GMR is having everybody we think what their business plans are,

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and how do we become those differentiators together?

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That's just one example, but that's the core essence of how do we,

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as AWS, manage our partners and build community partners to scale for our

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innovation for our customers.

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Fantastic.

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That's a great call out.

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The big theme that we see across our customer base is how do we have speed and

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acceleration of opportunities and closing and the big value of

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co-selling as well with AWS.

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So anything we can do to accelerate and get to those conversations is a big

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driver.

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And then, Missonia, can you tell me what's driving the CRM integration

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initiatives that AWS.

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I would say simplification to the biggest drive,

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strong learning, reducing that moving from small to short,

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or you know, the insight of tackle to the right side of tackle.

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How do we make this easier?

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How do we simplify the way that the race,

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the mechanism of co-selling and going into people's existing processes and work

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flows?

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So by doing that, you can have that doing sync of the data going in,

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then you can have that integrity of data that is in there,

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and you have the capability to provide more quality data for things like

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part of that strategy, where we provide recommendations based on needs that

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have gone before.

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So we're trying to use simplified, strong line,

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so we can provide more quality data.

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And also, as a response to the amount of our learning products,

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I feel that, you know, our power tunes and we won't need this innovation

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and part of the storage transformation, the work feels required.

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We're trying to stream all that,

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and we need you guys to move your faster to that need to cash journey.

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So that's what we're trying to do here, is what it is here.

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Fantastic.

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And what I expect you most about part of this course is that we want to do this

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I think what it's nice to be most is that one, the person joining together,

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the learning other, right?

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Of course, let's just be honest.

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You know, when we went together, it's a hypothesis, it's a better together,

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but it gives each one of us and cities to continue to do business together,

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right?

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But it's also the learning of what did we need to do better for the original

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needs

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from our part of our own words to make our relationship better.

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So the way that it helps us, when you all are doing our post,

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how do we keep doing all of that?

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We need not a deal that didn't close.

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What can we know from this so that we can implement it,

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so that it can be with the synergy of having to do best things,

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which won't be addressed together, but it's not working.

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And what can we do to our way out of those challenges,

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or creating the right form to make sure it's beneficial to our partners?

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And then on the other hand, what keeps you up at night?

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To be honest, we're not going fast enough.

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We need more on reaching capabilities.

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I've heard the feedback.

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And as the people are wearing H-A-D-I's, how can we go faster?

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How can we go quicker?

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How can we bring more things?

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How can we account for some of the way of how we do business?

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So, speed, time, it's something to say if you know I find

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I'm doing the perception that you take, but we need to learn faster.

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And what does things, how can you manage your little bit of ideas

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such as JRI to make this go faster?

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So, that's what you do always.

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How can we build our nation's experience scale together

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and where are those different innovative ideas and what we need to do

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and what we need to reach is that we can use to get us out the way.

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We're not saying that sometimes about API engineering

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and so that you guys can further accelerate your adoption and scale.

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Yeah, scaling is a big piece of it and I think we all are hearing

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loss-healthy APIs which is great because the interest and the need is there.

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So, we're excited about that as well.

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And what would you tell your partners that are trying to migrate to the new A-

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State model?

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So, what we do advice is that encouragement is convenient, right?

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I know that as we're trying to learn, it's the process that is for me.

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I'm being back for what works.

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We are including that with really in our nation capabilities

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and in moving to the latest data model provides you more opportunities to link.

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Not only will opportunity, but also to where the project is.

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So, we are private offers, right?

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So, thinking about the end- then, under API engineering model, partner central,

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we are also marketplace.

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So, how can that particular opportunity that has a product out for the

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marketplace

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relate together to show and provide them data and the partner attribution,

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what do you feel about the different features?

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How can we show those things synced together well?

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And show that in that environment, we are coming to the table and then

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analyzing how this partnership is working.

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And these close, they're going to be opportunities, there's many deals.

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And seeing in this area, we need to work on more, you know, is it the solution?

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Is it the way we're coinciding together?

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How do you get that better data together to show the value?

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And the way I see it, we're partners with AWS.

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We are doing X, Y, and Z.

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This is how we're doing this.

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And the value goes with data points too.

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So, it's going to be a mutual, non-directional, not only partnership,

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but a value to the closer together.

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So, yeah.

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Thank you.

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That's very helpful.

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I know the new data model has come up a lot, especially in the last couple

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months, and it's something that we're hoping a lot of our customers with.

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We're really excited about the ability to link Marketplace and a,

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and to be able to have that sort of successful, it's something that comes up

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and I'm sure that these different customers will come up with.

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Yeah.

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And I just want to appreciate Tapper for taking, you know,

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really one of those partnerships says, we're going to ask for more about this

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and says, hey, we want to know if you live this.

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You know, we have to say we're not just at AWS Marketplace accelerator.

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We don't know what this is in from CoSEL as well as SELs on our nation's full

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partners.

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So, I appreciate that.

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And many of the implications that Tapper has done to accommodate us as we go

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and make changes,

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we're finding to go back to those and be able to partner on to those different

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new features.

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So, we can shoot that.

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Thank you.

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That means a lot.

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And we have hundreds of customers together and then the eight years of

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partnership and

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built a strong foundation for us to be able to do that.

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It's a big team.

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It's great for us to be able to really focus on the values of CoSELs on and to

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be able to have things linked like that.

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Yes, yes.

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I know you guys are playing this a lot more about channels.

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Going is it's very good to just ask these.

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It is about the channel partners.

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It's about, you know, the difference.

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You can hear from my notes even knowing that just, you know, system operators

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as well.

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But when you're thinking about building that those relationships are how

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channel partners are doing what you're selling, right?

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Or how I was reading a provider the platforms to scale the different solutions

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that they are of, you know, leveraging AWS.

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I think this is a good win.

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So I think it's very, very excited that you guys make an announcement that you

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're looking at not just at IISV,

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but the scale of the one, and the one, and two, are having across all global

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community.

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They have different channels as partners.

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So I think that's good.

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Thank you. Yeah, we're really excited about that announcement for our channel

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program too.

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It's something that we've been talking about for years and to have it come to

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fruition for.

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I'm going to get an experience.

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And then we're getting, I know we have about three minutes left here.

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So just two more questions.

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Many AWS partners ask about best practices for Cocell.

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And this comes up a lot.

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Should they be selective or register all opportunities just new or also renew

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als and how qualified should the deal be?

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We hear all, but we also hear that, you know, you shouldn't just put everything

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in there and you should kind of learn as you go.

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So we'd love your recommendation for best practices there.

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So I'll go back to the old process days and people have processed tools, right?

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And how do you do your business?

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AWS is one part of our partners.

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And that's where it comes to a cocell process, even sales process, right?

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And so from the way of an ace, how we're doing business together,

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finding out the good and the not so good provides a better way for us to help

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each other, right?

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Of course, ideally, we will talk about needs that are, you know, maybe they're

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closed, yeah.

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But we also need to know the expectation of the probability of needs not

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closing or why not, you know.

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And then we make the decision based on these types of things.

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It's going to be that part of what not doing the best fit.

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What is that answer, right?

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So I would say, you know, from a governance means, the end, the end, that I go

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by writing the book out of the partnership with AWS, right?

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All right, we do this.

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And then from that means you make a decision.

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But always the most, the best practice is to move into the next is called

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procedures as a part of the overall cocell landscape, right?

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If you are in on this, we're going to be the figure out how to do the leverage,

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what's the good leverage, what do you want?

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So depending on the actual could be different from different people, depending

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on how a person is going to market with the products they serve.

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But I would say, if AWS is not going to do what you're doing, two of us as a

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part of the client and I guess how big you want to scale your relationship with

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us.

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Of course, I'm going to say, we want to understand the end, the end, so that we

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can improve it and do better, right?

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Well, I would acknowledge that the way we speak things, we don't need to know

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that, right?

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And I'm generally the US. If you don't feel that this is something that's not

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going to happen in the next two years, you may not have to figure that out.

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And I would say, identify the objectives of which you want the relationship,

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the partnership to be about.

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And then those days that are a nice team, we make sure that you get into your

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processes and you have to see how you bring that information in.

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So that's my recommendation.

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Fantastic. Thank you so much, Missonia. And it looks like we are at time. So I

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really appreciate you coming on today and we look forward to what we'll do the

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other rest of us here.

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All right, thank you. And thanks to our partners who have made it to AWS. I

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would encourage you to leave it more about using TAPA before you leave it more.

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And I would like to thank you for that. I would like to thank you for that. I

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would like to thank you very much for your service. Thank you. Bye.

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Bye.

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(mumbling)

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