How Revenue and Operational Support Can Help You Drive $70 Million Deals with Brittany Ames

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We did a $70 million deal with Wells Fargo at VMware,

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where the sales team was not really buying in on marketplace.

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And then suddenly Wells Fargo was like,

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yeah, so we're only buying through the marketplace.

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And so suddenly they were like,

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oh, okay, actually we want to do marketplace.

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And so it was like,

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and then all of a sudden everybody wanted

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to do marketplace of VMware.

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We were like, oh, Shocker, what do you know?

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- Welcome to Unlock Cloud Go To Market,

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the series where hosts Aaron Figer

0:31

and Patrick Riley share the essential stages

0:33

of the Cloud GTM maturity model to start, optimize,

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and grow your company's revenue through the cloud.

0:41

They've helped countless ISVs tackle the ends

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and outs of their Cloud GTM motion.

0:46

And in each episode,

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they're sharing those success stories

0:48

from the people who have put them into place.

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Because ultimately, this way of thinking is the future,

0:55

and the future is now.

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- Hey everybody, in this week's episode

1:00

of Unlock Cloud Go To Market,

1:01

we speak to a very fun mutual acquaintance,

1:04

Brittany Ames, director of CSP Partnerships for Veritas.

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- I'm excited to have Brittany on.

1:10

I've been working with Brittany

1:12

and have known Brittany for over six years now

1:14

from her beginning days at A.V. Atrix,

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a smaller startup to now working with really big companies

1:21

like VMware and Veritas on their marketplace strategies

1:25

and their overall Cloud Go To Market strategies.

1:29

- So stay tuned to hear some of the key differences

1:32

and the similarities and strategy

1:34

over those three very different types of companies.

1:37

- Hi, Brittany. Welcome to this week's episode

1:41

of Unlock Cloud Go To Market.

1:43

We're so excited to have you here

1:45

and have you just share your story

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of what you've been doing in the market,

1:51

helping companies build and scale

1:53

their Cloud Go To Market strategies.

1:56

- Yeah, so happy to be here.

1:57

So excited to be with you guys.

1:59

It's so much fun to talk about these topics.

2:02

I absolutely love talking about marketplace

2:04

and all the different ways in which it's grown

2:06

and changed over the last couple of years.

2:08

So thank you for having me.

2:10

- Yeah, share with the audience a little bit of your story.

2:14

I know we can all go on to Lincoln and read like,

2:16

"Oh, she was here and she was here and here."

2:17

But like, tell us like a little bit of the story,

2:20

like how it all kind of started

2:22

and is building on top of each other

2:25

and has gotten you to the place you're at now,

2:27

which is you're at Veritas leading up

2:29

their Microsoft Cloud Go To Market strategy.

2:33

- Yeah, so I have a little bit of a different background.

2:35

I started in education actually,

2:38

which was ironic is my CRO at A.B.A. Tricks

2:41

when he hired me for sales operations.

2:44

And then we started doing marketplace

2:47

and it was kind of a brand new concept at the time.

2:49

At the time only AWS had a marketplace

2:51

and really there were very few products listed.

2:54

And we had--

2:55

- And this was like circa 2016?

2:58

- Yeah, this was, yeah, 2016, 2017.

3:01

Yeah, somewhere in there.

3:02

So, and this was, we were like just getting started

3:05

when the first like born in the cloud,

3:07

multi-cloud networking products.

3:09

And so he was like, we gotta figure out

3:11

how to get this thing listed, how do we sell it?

3:13

Like, what do we do?

3:15

And so he was like, since you're new

3:18

to this whole tech world anyway,

3:20

you have no like real preconceptions

3:24

around how stuff's supposed to be sold.

3:26

So go figure this out.

3:27

And so I-- - No baggage.

3:29

- Yeah, exactly.

3:31

- It's really today like you have no,

3:33

like you have no work stories and scars here.

3:35

- Oh, yeah, yeah.

3:37

- He's like, you won't try to make this

3:39

into something it shouldn't be.

3:40

So like, just go figure it out.

3:43

So I was like, all right.

3:44

So I went and figured it out.

3:46

And so we basically just worked on getting it listed.

3:50

A whole PEGO model, like, okay,

3:52

how do we price this thing?

3:54

How do we make it so our customers just go on

3:56

and buy hourly consumption?

3:58

And how could they just buy a license

4:01

and start using it right away?

4:02

And that's how it all started.

4:05

And from there, I started building up

4:07

this whole career around marketplace.

4:09

'Cause suddenly everybody was like, wait,

4:11

how did you do that?

4:12

And that's where it started.

4:16

- Yeah, and then can you help me do that at VMware?

4:19

- Yes.

4:20

So then VMware came along and they were like,

4:22

hey, we would like to be able to do this.

4:25

And I was like, wow, that'd be really interesting

4:27

to now see if I could do it at a much bigger company

4:30

and at scale.

4:31

And at the time, AVatrix was going

4:33

through some leadership changes anyway.

4:34

So I decided to go over to VMware

4:37

and basically to challenge myself to see if I could do it

4:41

not only at scale at a company with 30,000 employees

4:45

versus the 5,000 of AVatrix,

4:48

but also across so many different types of products.

4:51

So on-prem products, hybrid, multi-cloud,

4:55

not necessarily born in the cloud,

4:57

not ready to really be provisioned and licensed

5:00

through marketplace, like total different licensing models,

5:05

all of that, and figure out how we could still

5:09

use the marketplace to our advantage

5:11

because they were having more and more

5:12

of their enterprise customers who were telling them

5:15

even though they had to have VMware,

5:17

they were like, we have to buy through marketplace

5:20

because our procurement is telling us we don't have a choice.

5:23

This is the only way we can do our renewal

5:25

'cause our commitment contract is with AWS or Microsoft

5:29

and we don't have a choice.

5:30

So you gotta figure this out and VMware is like,

5:33

well, we don't know how to do this.

5:35

So we gotta go find somebody to do this for us.

5:37

So that's how they found me.

5:39

And I started building that out with actually

5:42

with Packle's help, really at VMware.

5:44

So that was a lot of fun, really.

5:47

We got to learn a lot 'cause doing it at a private company

5:51

is one thing, you can make mistakes

5:53

and kind of learn along the way.

5:54

And people get upset but you don't have quite the same

5:58

level of scrutiny as you do at a big public company.

6:01

So there's like, the mistakes are much bigger,

6:04

tax consequences become much more of a thing.

6:06

International export import compliance,

6:10

all of that becomes something that I had never really

6:14

tackled before and had to figure out

6:16

which was a way different problem,

6:20

operational problems to figure out around marketplace.

6:23

But critical in really unlocking the capabilities.

6:27

Yes, very much so.

6:29

And then unfortunately, Broadcom comes in via VMware.

6:33

You're like, shoot, all my hard work.

6:37

Yeah, and everybody who's been paying attention

6:40

even a little bit to the news can see

6:42

that Broadcom's kind of taken VMware in a different direction.

6:45

So from there, when Broadcom took over

6:48

and they decided to kind of bag

6:50

their marketplace business, I moved on to Veritas.

6:53

Kind of a mix between A/V/A tricks and VMware.

6:56

You're like, it's a, you know,

6:58

mid-market business over a billion dollars in ARR

7:03

but still just like been around for a while,

7:06

legacy business, learning how to do cloud,

7:10

learning what it looks like,

7:11

what their cloud business needs to look like

7:13

and how to do marketplace.

7:14

So they've been building up their marketplace business

7:16

for about a year and a half.

7:18

And so we're working on that.

7:20

Microsoft is a key component and key partner for them.

7:22

So that's been the big focus

7:24

is building up that partnership

7:26

and using and leveraging the Microsoft part of that.

7:29

And that's what I've been helping with.

7:31

Yeah.

7:32

And earlier in one of our earlier episodes,

7:34

we actually had one of your coworkers,

7:36

Shane Wilson on sharing a little bit of his story

7:40

from rubric to Veritas and all the great work

7:43

that the two of you guys are doing over at Veritas.

7:45

So just so happy to have you guys on

7:48

and kind of sharing your stories.

7:50

And with that, you had said earlier,

7:52

your first exposure to cloud go to market

7:55

was with A/V/A tricks.

7:57

And at A/V/A tricks, they had more of a product-led

8:02

cloud marketplace initiative.

8:05

What did this really teach you about building

8:08

a truly end-to-end marketplace experience?

8:12

So at A/V/A tricks, I got to learn truly

8:14

what the marketplace was fully capable

8:17

of providing that end-to-end experience.

8:19

Like when we think of marketplace, what tackle talks to,

8:23

what the whole experience we want it to be,

8:25

that quick procurement process,

8:27

that ability to click to buy

8:30

and immediately use the product,

8:33

all of that is the thing that we really want to have happen

8:37

and is the goal of marketplace,

8:41

even from like on the software side of things as well,

8:43

that like Amazon.com type experience.

8:47

And so what I got to see is that built out with A/V/A tricks

8:52

because it was a product-led motion board in the cloud

8:55

where we could actually use the marketplace to provision

8:58

where you could have a customer in the middle of the night,

9:01

go on, click to buy and actually get immediate access

9:06

to a license and start using within 30 minutes of purchasing.

9:10

And it was that whole end-to-end experience

9:13

that we had to map out and build out

9:15

that we got to see like that full capability

9:18

and what it could really be used and leveraged for

9:22

in that truest sense, which is just really incredible to see.

9:27

And I don't think that many companies are really able to use it.

9:30

I mean, it's tricky, really tricky to build out in that way.

9:34

And so it was cool to be able to see the full capability

9:38

in that sense.

9:39

Yeah, I mean, definitely.

9:40

I feel like if you're a company just getting started today,

9:45

you've got to have a product-led marketplace first product

9:52

strategy where like, yes, you're born in the cloud,

9:55

but you're born in the marketplace,

9:57

meaning I can be searched, purchased, licensed, provisioned,

10:01

deployed, start using Renu, like that entire buyer experience

10:07

and even deployment experience is happening

10:10

from the cloud marketplace.

10:12

And now you saw that and you leave ABA tricks

10:17

to go help VMware knowing like that is not VMware.

10:20

They're this well-established, you know, really big company

10:24

with a portfolio of products.

10:26

And that's more of a transform.

10:29

And in this transform environment that you're in,

10:33

what were some of the first things, though,

10:35

that you knew you needed to go do to start to unlock going

10:40

to market in the marketplace for VMware?

10:44

So honestly, the first thing you had to do

10:47

was basically take a look with their existing quota cache

10:51

and provisioning a licensing model was for each product.

10:56

Like each product within VMware has its own end-to-end process.

11:00

And you basically have to look at that

11:03

and then see how can you fit the marketplace into that.

11:06

And as much as you would like to do the opposite

11:10

and make it all fit within marketplace

11:12

because that's the goal you've seen it work really well.

11:15

And Patrick knows this.

11:17

Like I would love to be like, I remember going into VMware

11:20

like all like Brideide and like Barry Naive

11:22

and just being like, well, I've seen it work so great guys.

11:25

Like you go on and you buy and it works so wonderfully.

11:28

And then you go into a company like VMware

11:30

and you're like, oh, there's no way I can just make

11:35

this huge Titanic just completely change everything

11:39

and all their systems.

11:40

Like you have, you know, 7,000 people running Salesforce.

11:44

So like there's no way we're gonna make

11:46

all these field changes overnight that are required

11:49

to get this to where they can just quickly fill out a quote,

11:54

or their sellers can quickly pull out a quote,

11:56

get a private offer created and then, you know,

11:58

there you go, we're done.

11:59

Like it's not gonna happen.

12:01

So instead of like break it up into chunks

12:04

and start to like, yeah, go away at different pieces

12:07

and products got to go work on their product thing

12:10

and getting the product to be different in the marketplace.

12:14

And that's a whole product strategy.

12:15

So while products off trying to help fix,

12:17

I wanna say fix, but like evolve the product

12:20

to be able to be licensed and provisioned and deployed

12:23

from the marketplace, there's all these things

12:26

on the business side.

12:27

And the first one is gotta go get transactable.

12:32

Can we even--

12:32

Exactly.

12:34

Yeah, like can we even transact?

12:35

Because a customer can come to us and say,

12:38

okay, I want a private offer.

12:40

Like they could just want whatever product

12:42

and they could just say like, okay,

12:43

I wanna get this product and I wanna buy it

12:45

on the AWS marketplace.

12:46

And you're like, cool.

12:49

Oh wait, do we have a listing?

12:50

Oh, VMware doesn't have a listing for Tanzu up on the marketplace.

12:55

Well, we gotta go do that first.

12:57

Okay, that takes a couple of weeks.

12:59

Then we've gotta go do this.

13:00

And so this whole promise that you're making a sales team

13:03

that like, oh, this is super easy.

13:04

We can get this fun up and like,

13:06

you can have a private offer sitting for your customer

13:08

in 30 minutes.

13:09

Yeah, no, there's a lot of steps that have to happen

13:11

ahead of that.

13:12

So that operational component is so critical.

13:16

Like getting that operational readiness

13:18

is like the biggest thing in order to make sure

13:21

that you can actually do this.

13:22

And then figuring out within the company

13:25

how to just make it work within the existing ecosystem.

13:28

How are we gonna make this work within our existing systems

13:31

so that it does seem to the customer?

13:34

This was the thing I realized within VMware,

13:35

like how can we make it seem to the customer?

13:37

Like it's that 30 minute, I get a private offer,

13:40

I click to buy and then I get a license within 24 hours

13:45

or whatever you want the SLA to be.

13:47

So that for them, it appears to still be that ease

13:49

of a transaction motion.

13:51

But on the back end, what they don't know is happening

13:53

is you still have the whole Titanic still trying to move

13:56

very slowly.

13:57

I'm looking behind the magic curtain

13:59

at the way we're gonna be doing all these.

14:01

And that's where we're gonna.

14:04

Yeah, exactly.

14:05

I remember hanging first came out with VMware

14:08

and Core was doing VMware's CoSOL manage services for that.

14:12

We were co-sailing across all these portfolios

14:15

and you get hired and I'm like, great, my friend,

14:17

Brittany's gonna get in there

14:18

and she's gonna start to unlock market place for us.

14:22

And you were like, hey, this is my role.

14:24

I'm like, great, are you calling tackle

14:26

to help you get transactable?

14:28

Yeah.

14:29

And it was so funny because we couldn't use tackle

14:31

at ADatrix 'cause we were omni-based

14:34

and tackle at the time didn't do omni's.

14:36

So it wasn't even part of the conversation.

14:38

So I hadn't really used tackle before.

14:40

And so then being able to actually use them at VMware,

14:43

they became a critical component of our business there.

14:46

And actually getting them up and transactable in that way.

14:50

I remember tackle putting us on the phone

14:52

because I was trying to stop our deal train

14:55

and get the adoption that you were starting to get

14:58

at VMware where you were getting more support and buy in

15:00

and I couldn't get anybody to move.

15:04

And so I was like, I'm gonna go somewhere else

15:05

and I was looking at ADatrix and we were talking about that.

15:08

And I just remember you lying out there and saying,

15:11

listen, the two differences in the company sizes

15:15

are also the differences in the operational readiness

15:17

that they're gonna have.

15:18

You need to know if you're gonna go talk to ADatrix,

15:22

this is fast moving, they kind of get it.

15:24

They're built in the cloud.

15:26

But if you wanna take this back to Dell,

15:30

the operational changes that need to happen

15:32

that you're struggling with,

15:33

it's not gonna happen overnight.

15:34

I can give you some best practice.

15:35

Yeah.

15:36

I mean, it was a huge learning curve for me.

15:38

I came in thinking, in all honesty at the time,

15:42

there weren't a lot of us who really understood

15:43

how marketplace worked.

15:45

And so that was why I felt like we were like

15:48

this little family of people, like Aaron, you being Patrick,

15:51

like there's like a few of us out there

15:53

who really understood, okay, this is how this works.

15:56

Yeah, and how do we do this?

15:57

And Shane was one of those two.

15:58

And so it was like, you talk to each other

16:01

and just try to help each other out,

16:02

but really we were all struggling

16:05

with our own little things with the actual company

16:08

we were at where it's like,

16:09

each of them have their different problems and issues

16:12

because of what they have going on.

16:14

And that was the big thing.

16:15

You have to just like figure out, okay,

16:16

what are the company specific issues

16:19

versus marketplace specific operational issues

16:22

that we can really fix and make it, yeah.

16:24

Like a customer specific motion that's gonna work.

16:27

I feel like when we talk to our sales teams,

16:29

we're a little, like the story has changed a little bit.

16:32

'Cause I remember coming in and trying to tell my sellers

16:34

just like, okay, this is not all like just how easy it is

16:37

and all of that.

16:38

And now I've changed it where I'm like, okay,

16:40

may not be the easiest for you,

16:41

but it's gonna be the easiest for your customer.

16:43

And that's what matters.

16:44

And your customer's gonna love you for it.

16:46

And that's what matters.

16:48

- Yeah, and I think what I'm hearing you say is,

16:52

first I wanna say I love that you're like,

16:54

let's first separate these two things.

16:56

What are company specific things versus what is

17:00

a cloud partner specific thing that's happening?

17:03

That's really helpful.

17:04

Put your things in the right buckets

17:06

so that you can address them correctly.

17:09

But it sounds like you're starting to collect a blueprint

17:14

of what you learned at A/B/A/Trix,

17:16

what you learned at VMware.

17:18

And now you're gonna take this blueprint

17:21

and you go over to Veritas

17:23

and you're looking to say, oh, I have this blueprint,

17:27

Veritas has these components,

17:29

they're missing these components.

17:31

Can you talk a little bit about,

17:33

I think this blueprint you're putting together

17:35

of what it takes?

17:37

- Yeah, I mean, I think that's a big part of it

17:40

is like figuring out, okay, what can be replicated versus,

17:44

like what are the things that a company needs to know

17:48

ahead of time that they need to look for

17:51

within their own just ecosystem and operational readiness.

17:56

And then what's the blueprint for marketplace?

17:59

And it is based off of where they're at,

18:01

like what type of company they are.

18:03

Like it is very much related to are you a product

18:07

born in the cloud type company or are you a legacy,

18:12

making the shift to cloud based product?

18:15

And so that also is going to play into it

18:17

and there are these different components.

18:20

And so it's kind of learning to separate out those things

18:23

and figuring out, okay, what are the priorities

18:25

as a result of that?

18:26

What are the things that we need to focus on

18:28

so that we can make sure

18:31

that you are really focusing on the right things

18:35

and having the right resources in place to get started

18:38

so that you can make this successful from the get go.

18:41

So like when I talk to other ISVs about this,

18:44

you have to be careful 'cause you can easily just throw

18:47

a lot of resources at this or not enough resources

18:50

or not the right resources.

18:52

And that's where it's instead like figuring out

18:54

the blueprint is not so much just like,

18:56

let's get marketplace transactable

18:59

so that our customers can click to buy

19:02

and have a PEGO option and there we go.

19:05

That might not be the right motion.

19:07

PEGO might not be the right motion for your company.

19:09

It might be that like a Veritas MVM

19:12

where we were 99% private offer.

19:14

And that is a better option

19:16

because we're selling enterprise companies

19:18

who aren't going to go buy on a public marketplace.

19:21

They need custom terms, they need custom pricing.

19:25

And so it doesn't make sense for us to waste the time

19:27

to go set up a public offer with public pricing.

19:31

Instead, we should set up that private offer motion.

19:34

So it's more like figuring out, okay, who are your customer?

19:36

Who are you selling to?

19:37

And then how does the marketplace play

19:39

into that transaction with those customers?

19:42

That's the blueprint, like figuring out that part.

19:45

And then also your sellers,

19:46

how does your current sales cycle work?

19:49

How does this fit into your current sales cycle?

19:51

You should work to leverage sooner in the sales cycle,

19:55

but that always takes time to get your sellers on board,

19:58

how are your sellers with learning new routes to market,

20:01

that sort of thing.

20:02

Where's the maturity in the sales team as well?

20:04

And how are they going to be with learning it?

20:07

- You've gone through this twice now, right?

20:09

And you've talked a little bit about how that looks different.

20:13

And those of us that have been through this also

20:15

definitely understand the difference

20:17

in the types of organizations as well.

20:19

But that also means you have to have a different strategy

20:22

when you're looking at aligning now your new team

20:25

to get on board with this motion

20:27

and integrate some of these strategies.

20:29

Can you tell everybody listening,

20:31

now that you're at Veritas,

20:32

how did this approach compare to your experience

20:36

with VMware in terms of actually integrating

20:39

these marketplace strategies?

20:40

Like what are some of the similarities

20:42

or maybe the key differences in that approach?

20:45

- So some of the similarities is working through the sellers.

20:50

Like how to figure out like where your sellers are at.

20:52

In both situations, we're dealing with sellers

20:55

who have been at the companies for a long time,

20:59

are used to a very, they have a sales motion

21:01

they've been using for a very long time.

21:03

They're very used to a lot of renewals.

21:05

And so in that regard, getting them to understand

21:07

like how the renewals can play in here.

21:09

Like why renewals are important with marketplace.

21:12

It becomes much more of a customer-led motion.

21:15

And so in that way, getting them to understand

21:18

the propensity to buy information,

21:20

how their customers are going to actually push this,

21:23

how they need to understand why this matters.

21:25

Like why their customers are going to want this,

21:28

what the decrementing of the Mac means,

21:30

what is burning down of EDP means?

21:32

Like what are all these terms

21:33

that they're gonna start hearing,

21:35

whether or not they like it.

21:37

Also to make sure they're talking to the right people.

21:39

So that's part of it.

21:40

And then on the operational side of it,

21:42

it's also going in and figuring out

21:45

where in the sales cycle

21:47

and the transaction cycle does marketplace fit.

21:50

Is it something that we're gonna have towards the end

21:54

that we're just gonna introduce

21:55

as just a transaction mechanism for that right now?

21:58

Or is it something we can start building in

22:00

as part of the introduction to the product?

22:04

And like as we build new products and stuff like that

22:06

that we can actually start building them

22:08

to go onto the marketplace,

22:11

we can start including them like listening for them

22:14

and stuff like that and start doing those types

22:17

of things.

22:18

And then also just like from a quote to cash,

22:21

like how do we make this fit in that quote to cash model?

22:24

Like how do we look at our existing quote to cash

22:29

and provisioning system?

22:30

How do we make marketplace fit within that?

22:32

Like what do we do?

22:33

Because it just that we plug it in at once a quote is created,

22:38

there's just a checkbox for marketplace

22:40

and then that could send to an alias

22:42

and then they create the private offer

22:44

that gets sent to the customer.

22:45

And how does that fit in?

22:47

How do we actually build in that operational model

22:50

so that it's again, looks easy for the customer

22:54

and that it becomes that streamline process

22:57

on the back end for them?

22:59

- There's definitely a difference.

23:01

Like you still have to enable the sellers the same

23:03

in regards to like, this is what it takes

23:05

to partner with the clouds is how they talk.

23:08

This is what an EDP means, this is what a MAC means.

23:11

Like that education is the same regardless of

23:14

if you're going into a company that's really marketplace first

23:19

or like born in the marketplace from a product strategy

23:22

versus a established organization

23:25

that now we have to figure out how marketplace integrates

23:30

into our already well established business processes.

23:35

Then I have to teach you at what points do we start

23:39

to interject the cloud partnership

23:41

to try and help you get more leverage inside that account

23:46

or tap into that cloud budget that that customer has

23:49

versus in that product led marketplace first company.

23:54

This is the way we do business, right?

23:56

So it is a little bit different in that sales enablement

24:00

and then how you operationalize that inside your CRM system

24:05

had to be a little different in both of those experiences.

24:10

>> Yes, and I was just thinking, as you were saying,

24:12

I didn't really get into the differences.

24:14

I mean, one of the big differences VMware use Salesforce,

24:17

we're using Oracle Sales Cloud at Veritas

24:20

which is a whole new experience.

24:22

>> And it doesn't talk in that way.

24:24

>> And it will partner in that way.

24:24

>> And it will partner in that way.

24:25

>> No, it does not stop us from partnering tackle.

24:28

Tackle may not want to partner with us anymore

24:31

because of it, but that's a different thing.

24:33

So I'm just kidding.

24:34

>> Yeah, we're like, how do you move into the Salesforce?

24:37

>> No, it's just, so yes, there are differences,

24:42

but this is where I feel like it's,

24:45

every company is going to have its differences.

24:47

They're all going to have different operating systems.

24:50

They're going to have different quoting systems.

24:54

I feel like we can pretty confidently say most CRMs

24:57

are fairly similar, most people are using Salesforce,

25:00

but there are going to be different system,

25:02

different provisioning systems,

25:04

different licensing systems, all of that.

25:06

So, okay, you have those differences.

25:09

I think what you're trying to get at more is like,

25:11

what are like the big differences

25:13

from more of a higher level business standpoint?

25:15

And I think that's where it comes down to the blueprint

25:19

of like, what are the differences in your current business

25:22

and the gaps that exist within that,

25:24

around that licensing card, the provisioning part?

25:27

Like, is there an issue with getting licenses out

25:30

in a timely manner?

25:31

Is there something that you can, like this,

25:34

in all honesty, and I'm sorry,

25:35

I'm a little bit all over the place on this,

25:37

but it's just like helping me recall things that happened

25:40

that it helped me actually, like going through this process,

25:43

helped me identify things with MBM

25:45

where we figured out a licensing problem

25:48

for one of their products,

25:50

because there was a delay of two weeks

25:51

to get licenses out to customers for any route to market.

25:55

It didn't have to do with marketplace only.

25:57

And it was going through this like almost gap analysis

25:59

where you're like, okay,

26:01

how do we make this work for marketplace

26:03

that actually made us realize like,

26:04

oh, there's actually a gap that exists across

26:06

all more routes to market that we need to fix.

26:09

How can we use the marketplace process

26:12

to fix this for all routes to market as well?

26:16

And so in that way, like,

26:17

there are gonna be these differences

26:19

that exist across businesses.

26:21

And I would say for the most part,

26:23

for me, like implementing this,

26:25

it's just been going through that process,

26:27

that gap analysis process for each business

26:30

and identifying what those are,

26:32

because every business is going to be different

26:34

and how they're set up and what they have.

26:36

And there's gonna always be like things

26:39

that you can bring over,

26:40

and there's gonna be things

26:41

that you're gonna have to figure out,

26:42

like, you know what it needs to look like.

26:44

And I think that's the big thing is

26:45

that's what ABA tricks taught me.

26:46

Like, this is what the ideal end result looks like.

26:50

But how do we get there with what we have?

26:53

And that's, I think, what I'm learning

26:56

with like a VMware and a Veritas is like, all right,

26:59

we may have to make it look very different

27:02

just to get to that similar end result.

27:07

- Yeah. - And to get to--

27:08

- Everybody's kind of your recombination.

27:09

- Yeah, exactly.

27:10

Yeah, so I don't know that I can really identify, sorry,

27:13

I don't know if I can really identify

27:14

like true differences in the blueprint per se,

27:17

'cause I do feel like just every company is different

27:19

and how they're set up and what it's gonna look like

27:22

in that way.

27:23

And that's more just like taking the time to actually,

27:27

and I would say the biggest thing

27:28

is take the time to actually figure out

27:30

how to truly operationalize this.

27:32

Don't rush it.

27:33

- Yeah. - Just take the time.

27:35

- Yeah, one by one. - Yeah, like take each thing,

27:37

break it down one by one.

27:39

- We've talked a good bit about getting ready

27:42

the transformational activities you've had

27:44

across these now three companies

27:47

establishing those foundations.

27:48

But when we look at kind of that next phase of maturity

27:51

where we start to build some adoption,

27:53

we're incorporating more enablement and more programs,

27:57

can you talk to us about some of the specific marketplace

28:01

programs that you found most effective,

28:04

perhaps in driving engagement,

28:06

both within your team and within the sales teams

28:09

from a like cloud provider lens?

28:12

- I would say the big thing is the Co-Cell program.

28:15

As much as a lot of people don't believe me when I say it,

28:18

and I will be the first to say,

28:20

I kind of thought it was a bunch of BS.

28:23

First I was like, sure, they all sound with us.

28:27

But if you do it the way that Erin has taught you

28:30

how to do it, there is a way to do it

28:32

that actually is successful.

28:34

That is key.

28:35

And then there are cool programs that the CSPs will give you

28:38

and they didn't want to give you money.

28:40

That is the one thing that people don't realize.

28:43

They have a lot of money to give away

28:45

and they will give you money if you do the Co-Cell stuff.

28:48

You got to do it, you got to play nice

28:50

and you got to do the Co-Cell

28:52

and you got to get your sellers to do Co-Cell

28:55

and then they will do things like,

28:59

we've been using AMP so the Azure Migrate

29:01

and Modernization to get--

29:03

- That's an amazing program.

29:05

- We've had the last one.

29:06

It is.

29:07

I'm really hoping they fix the process.

29:09

You want to talk about an operational process

29:11

that is broken, it's that one.

29:13

So I've heard that they're changing it.

29:14

- If you're letting me, I'm not.

29:16

- I know, fingers crossed, they're supposed to change it

29:19

'cause it is painful.

29:21

But it is when it worked,

29:23

like it's just right now to dependent

29:26

on the customer doing too much.

29:27

But if you get your customer to do it and everything,

29:30

it's awesome.

29:31

We had four deals that were helped close

29:34

by end of quarter because of that money.

29:36

And that is money that actually like then

29:39

we use towards services for the customer.

29:42

So like we basically are like,

29:44

we'll give you a white glove service onboarding

29:47

and like help move.

29:50

A lot of our customers are moving from on-prem

29:51

to the cloud.

29:52

So we'll help with that and everything.

29:54

And you get $50,000 for free from Microsoft for doing that.

29:58

So it's great.

30:00

It's awesome.

30:01

- And it's real.

30:02

- And it's real.

30:03

- It's real, it's tangible.

30:03

- It's real money.

30:04

- There is a real money.

30:05

- It's so great.

30:06

- It's so funny.

30:07

- Yeah.

30:08

So that's one of the things.

30:09

Internally getting your product teams

30:11

to engage with the CSPs,

30:13

I've used the Azure Innovate as well.

30:15

We actually have quite a bit of money

30:17

that we've gotten from that too.

30:18

So there's just a lot of money out there.

30:20

And so those things, I would say,

30:22

and I know that's not directly tied to marketplace,

30:24

but I just in general like engaging with the CSPs with AWS,

30:29

we use the AWS call days,

30:34

both at A/B/ATrix and at VMware.

30:37

Those were incredibly helpful and successful

30:39

and actually got our sellers to engage more with AWS sellers.

30:44

My most successful sales rep at A/B/ATrix.

30:47

And this is at a startup where like,

30:49

AWS could care less about us, right?

30:51

Like this is not a VMware, not a big company.

30:55

And they started paying attention to us

30:58

and she was our top seller

31:00

because she had the best relationship with AWS

31:03

and used those sellers.

31:05

And it started all with the call days

31:07

where they basically literally will spend several hours,

31:10

they will go through lists

31:11

and basically be your SDR for the day

31:13

and just do calls with you.

31:15

And it was amazing.

31:17

- That's so nice to have like,

31:19

a ride along a partner. - I know.

31:20

- Wow, that is partnering.

31:22

That is partnering 101.

31:24

- That is partnering.

31:25

Yeah.

31:26

- So some of these programs,

31:28

they're not specific to marketplace

31:30

because they're meant to help you

31:31

with how you're going to market with your cloud partnership.

31:36

And that happens to go through the marketplace

31:39

there's some additional incentives

31:41

that they have for that as well.

31:42

But they have a lot of great partner programs

31:46

to help you really bring your product to market

31:50

and put fuel on that fire for you.

31:53

So that's so great.

31:54

Thanks for sharing some of those other programs

31:57

to help you kind of build out activating your cloud

32:01

go to market strategy.

32:02

And CoSAL, it's so funny.

32:05

CoSAL is like, it's a verb, it's a noun, it's a program.

32:09

It's a what is it, right?

32:11

It's like, it's all these things.

32:13

And CoSAL is so multifaceted and multi-bemificial.

32:18

Yes, it does some very fundamental things.

32:21

But one of the things you hit on is when you do it,

32:26

it's also opening up the door to other programs

32:31

because it's building brand inside

32:36

of that cloud provider's tools.

32:39

So the cloud provider can see you

32:41

and can see like, oh, we have this partner.

32:45

And here's how we could help this partner

32:47

either with programs or people

32:51

or go to market resources or more CoSAL.

32:55

Like, it's just a great way to drive visibility

32:59

and start to light up inside of the cloud provider's radar,

33:04

radar on their programs, radar with their people.

33:06

There's so many great benefits on top of,

33:10

yes, you get connected and you have an opportunity

33:13

to build more relationships at the deal level

33:17

within an accounting area, within leadership inside

33:20

of the sales organization, within leadership inside

33:23

of the partner programs, there is a lot of great benefit

33:26

from that.

33:27

Yeah, yes.

33:28

And you talked a little bit about that sales enablement piece,

33:31

not just for CoSAL, but you touched a little bit

33:34

on the importance of that seller engagement.

33:36

Now, when you've looked at doing this three times now,

33:40

can you give us some practical examples

33:42

or some success stories from your experience

33:44

on how you address seller engagement

33:48

and these different types of companies?

33:50

What was some of the keys for you, for those listening

33:53

that might be looking at building their own?

33:55

Like, what are some of the key strategies

33:57

they should focus on to drive that seller engagement?

34:00

The big thing is getting your sales leadership engaged

34:04

and understanding the importance of CoSAL

34:08

and the market pay.

34:09

And about to go tap on all your people.

34:10

Oh, yeah, exactly.

34:12

And you have to get their buy-in.

34:13

If you don't have their buy-in, it's not gonna matter,

34:16

as you know.

34:17

And I've seen it where, if you don't have your buy-in,

34:20

you're just gonna get like one off deals

34:21

from your customers where they're gonna insist.

34:24

I tell CROs this all the time,

34:25

like you will have a marketplace field come across your desk.

34:29

You will have your customer tell you,

34:30

I have to buy through marketplace.

34:33

Sorry.

34:33

It's gonna happen, just get over it.

34:36

So you either can lean in

34:39

and actually make this a route to market you wanna use,

34:41

or you can just keep doing these one off deals

34:44

and not taking advantage of all these other additional

34:47

benefits of this route to market.

34:50

That's up to you, whatever.

34:52

But the thing is, is that if you decide to lean in,

34:55

this is where your sellers,

34:57

you're going to have to tell your sellers

34:59

that they have to lean in too,

35:00

'cause they have to do their part.

35:02

And that is them learning it.

35:04

And I come from a family of sellers, I can tell you,

35:07

I know that salespeople don't like learning

35:09

new routes to market.

35:10

I can tell you that right now.

35:12

They're very stubborn and they wanna do things direct.

35:14

They don't wanna lose any money.

35:15

They don't wanna have to pay anybody else to help them out.

35:18

They wanna do it all themselves.

35:19

I understand that.

35:21

And so it's fine, like I get it.

35:24

In the end though, there is so much benefit.

35:28

And the marketplace fees are so low now.

35:32

Like it's minimal.

35:33

It's so minimal.

35:35

We're not talking like it used to be

35:36

when I first started in 2017,

35:39

when it was 20% marketplace transaction fees.

35:42

They're now like three, 2%.

35:44

It's not a big deal.

35:46

And that's the thing.

35:47

And so it's like, guys, this is not even an issue anymore.

35:50

So seller enablement is key.

35:52

And getting them to understand how Co-Sell works,

35:55

why it matters, all these incentive programs.

35:58

Now that my sales seems no,

36:00

hey, I can get your customer $30,000

36:04

to help with services to help get their,

36:07

with their migration fees or $10,000

36:10

in pre-azure credits for their bill.

36:13

They're like, wait, what?

36:14

And I was like, yeah, you think that'll close the deal

36:16

for them this quarter?

36:17

And they're like, yeah, they'll totally close it.

36:19

I'm like, great, she just has to go through the marketplace.

36:21

And that's just a caveat we put on it.

36:23

I know it doesn't have to necessarily,

36:25

but that's what we say.

36:26

- Yeah, but that's a great like, you know,

36:28

when you kind of built like, hey, you need to drive

36:31

this behavior, so you're going to leverage this program,

36:34

which is goodness for the customer to get the seller

36:37

to help drive that change behavior you need

36:39

in the organization.

36:40

I think that's like great, like best practice.

36:42

If you can take one thing over here

36:45

and marry it to the change behavior,

36:47

you're trying to get over here.

36:49

And you know that that change behavior

36:51

is also gonna help you overall elevate like it's a win-win.

36:55

- Right.

36:56

- That's because our CRO has said he's all in on this.

37:00

And so he's totally behind it.

37:01

He's totally behind us saying like, yeah,

37:03

this is what we're doing and we give spiffs out for it.

37:06

Yeah, it's just in the end, it's like,

37:08

that's the key thing is the sellers,

37:11

you have to get your sales leadership on board.

37:13

And there's so many reasons now why sales leadership

37:16

wants to get on board that it just makes sense to do it.

37:20

- Yeah, you're gonna get a deal that comes across your desk.

37:23

The customers are asking for it.

37:25

And look, because of our partnership,

37:28

because of all the things we do

37:30

and our partnership with the cloud,

37:32

we have access to these programs

37:35

that can help give your customers funding

37:38

to implement our product, to do these things, right?

37:42

So now we are coming to the table

37:44

and we actually have something to give our customers.

37:47

In addition to a great product,

37:48

we have all this other support to give them.

37:51

And we wouldn't have that if we didn't have the strong partnership

37:55

and we wouldn't have the strong partnership

37:57

if you don't get your product in the marketplace

38:00

if you don't co-sile, if you don't align

38:02

to the partner's priorities.

38:04

- Right.

38:05

And to give you, I can talk one success story from VMware

38:08

because it's public.

38:09

The other two companies I've worked for are not public.

38:11

So one big success story where this,

38:14

I actually saw this happen was we did a $70 million deal

38:17

with Wells Fargo at VMware,

38:19

where the sales team was not really buying in on marketplace.

38:24

And then suddenly Wells Fargo was like,

38:26

yeah, so we're only buying through the marketplace.

38:29

And so suddenly they were like,

38:31

oh, okay, actually we wanna do marketplace.

38:34

So it was like, and then all of a sudden

38:35

everybody wanted to do marketplace.

38:37

If you're like, oh, Shocker, what do you know?

38:39

- Sometimes it just takes one

38:42

and it just happens to be a real whale of a customer

38:44

and to get everybody like napping into it.

38:47

- Yes.

38:48

And it was basically they were like,

38:50

we can't do our renewal unless it's through marketplace

38:53

because our procurement has told us all our money

38:56

for IT solutions is over in this Mac agreement.

38:59

So like it has to be done through the marketplace.

39:03

And that's just like, I think CRS are catching onto

39:06

but they're still need to be educated.

39:07

Like procurement is telling them they have no choice.

39:10

So you have to do it.

39:12

- Yeah, finance that all over the board.

39:14

And that was the only reason we got it.

39:16

Well, not the only.

39:17

- The first reason we got into marketplace too,

39:18

large bank in Australia.

39:20

And now more and more ISVs are coming to us saying,

39:23

well, we're in FinTech or we're in finance

39:25

and we're to the finance verticals and banking.

39:28

And I don't know if they're there.

39:30

It's like, yes, they are.

39:32

They are there. - Trust me, they're there.

39:33

Yeah, everyone's there.

39:35

- All right, we've got one more question to ask

39:37

before we wrap up our time with you today.

39:40

And that is you've got your blueprint

39:41

that you're working on.

39:43

What is one key component that you can share with everyone

39:48

that you consider like essential,

39:52

that you've now seen and you've done it again

39:56

at Veritas where you're like, yep,

39:58

this is definitely a tried and true principle

40:00

in my blueprint for success.

40:02

- I would say it's taking the time

40:05

to actually build out the operational model.

40:10

Take the time to build out that transactional model

40:12

all the way through.

40:13

- Do you have to help it?

40:14

Like, do you did that by yourself?

40:16

Like, who do you gotta get to help?

40:18

- No, you need to, you gotta get everybody to help you.

40:20

So you've gotta get, you need everybody bought in on that.

40:24

So yeah, you've gotta get billing involved.

40:27

You have to get quoting, deal desk.

40:31

You need to get provisioning, licensing.

40:33

Like everybody has to understand how it's going to work.

40:37

Financing to understand like the fees,

40:39

what's gonna come in, when it's gonna come in.

40:41

'Cause that's a big part of it too,

40:43

that yes, you get paid on all these transactions,

40:46

but they're not gonna come in for, you know,

40:47

not 30, not 45 days, depending on your terms.

40:50

Things like that, that they just need to understand

40:53

so that they internally you have buy in across the board

40:57

with the back office.

40:59

So they wanna continue doing it as well.

41:02

- And how have you tapped on tackle to help you in this?

41:05

This is one of our sweet spots

41:06

in like operationalizing all of this.

41:09

Like how have you tapped on tackle in your journey?

41:13

- Well, so many different ways.

41:14

I would say specifically, like I said,

41:16

A.V.A. tricks we didn't use tackle,

41:18

but what helped me was A.V.A. tricks

41:20

I had to do it all by myself.

41:22

But then when I moved to VMware and now Veritas,

41:26

we got to use tackle to help speed it up.

41:29

So basically when I was doing it at A.V.A. tricks,

41:31

I had to do it all myself and it was luckily a startup.

41:34

So there's fewer people to work with and stuff,

41:36

but it still took us a long time

41:38

and I had an engineering support.

41:40

I required a lot more expensive internal supports

41:44

and resources to do it.

41:45

Tackle alleviated that and allowed me to speed it up

41:50

and get done what I was trying to do a lot faster.

41:53

So it probably cut the time to a third.

41:56

As far as getting listings up, they would help me.

41:59

I mean, honestly, at VMware,

42:01

they helped me actually map out with that transaction

42:03

end-to-end process was they sat on calls with me

42:06

with all the different groups

42:07

and we would walk through that process flow

42:10

and they would help map it out.

42:11

Yeah, like an extra subject matter expert on the call with you.

42:13

Exactly, yes.

42:15

Even in my core days before joining forces with tackle,

42:19

we would say like, this is what it takes, right?

42:22

You definitely can do this on your own for sure.

42:26

But if we do it together,

42:28

we're going to go so much faster together.

42:30

And that was really one of our pitches

42:32

and still our pitch at tackle is like,

42:35

yes, you could do these things.

42:36

You could absolutely do them,

42:38

but we will go faster together.

42:40

And your experience is proving out that that philosophy.

42:44

Yes, very much.

42:45

I was so glad when I got to use tackle.

42:47

'Cause we talked to tackle a lot when I was at EV in perks,

42:50

but it was kept just coming up.

42:51

We were like, we can't use you 'cause of the dummy things.

42:54

So yeah.

42:55

Yeah.

42:56

Yeah.

42:57

Brittany, if we could go back in time

42:59

and knowing all that you know now,

43:01

then you could sit down with me or anybody today

43:03

who's listening to this,

43:04

that's looking for a way to get started on this journey,

43:08

trying to plan out that long-term strategy.

43:11

What would be some key takeaways for you

43:14

or some key reflections that you provide them

43:17

from all the hard work and manual effort

43:20

that you had to do at ABA tricks to the lift

43:23

and the organizational support at VMware,

43:26

to now the hybrid approach, the buy-ins with Veritas.

43:30

What would be some of those key takeaways

43:31

that you'd wanna pass along?

43:34

The side's befriending you two and just like calling you up.

43:38

It's also gonna have a Dial of Friend.

43:42

Dial of Friend.

43:43

Yeah, like phone a friend.

43:45

No, I mean, I think I would one, like I said,

43:49

ask for the resources upfront.

43:52

First of all, talk to your CRO.

43:53

Get the buy-in from leadership ahead of time.

43:56

Say if we're gonna do this, you need to understand

43:58

it will take some resources,

43:59

but there are tools out there that we can use,

44:01

like Pac-L, that if I can get the money and support

44:04

ahead of time to use them, then we can do this.

44:08

Otherwise, you're gonna have to provide me

44:10

with an engineering support internally.

44:13

I'm gonna need sales ops, analysts,

44:14

or somebody to help write private offers.

44:16

Like there's just, so get that in writing upfront.

44:21

Otherwise, you are going to be miserable.

44:23

And so, that's what I would say,

44:26

is make sure you have support from leadership

44:28

to make this a true route to market.

44:31

Does anybody can get a listing live,

44:32

but you're not really gonna be able to make this

44:35

anything worthwhile.

44:36

And-

44:37

- Until you can integrate it into the way

44:39

your company does business.

44:41

- Yes.

44:41

- Yeah, such great advice.

44:43

I think so many times we just wanna like,

44:45

oh, just get in there and start doing.

44:48

And it's like, wait a minute.

44:49

Let's make sure we have proper buy-in and support.

44:53

We understand how this fits into the way

44:56

that we're trying to go to market,

44:58

so that we can then incorporate cloud go to market

45:01

as one of our routes to market

45:03

inside of our overall strategy.

45:06

And when you can do that,

45:07

then it's so much easier to get that buy-in and support

45:10

because it's not this add-on motion

45:13

that you're trying to do over here

45:15

that's separate from what the rest of the business

45:18

is trying to do.

45:19

It's like, that becomes a distraction versus

45:22

how can you integrate and make it an accelerator?

45:25

- Yeah, and not only is it just a distraction,

45:27

but one is a time suck that will,

45:29

'cause like just writing one-off private offers and stuff,

45:32

it's a massive time suck.

45:34

And you will be stuck in a loop that is painful

45:38

and it'll never work properly.

45:40

And your customers will be mad at you

45:41

and your sellers will be mad at you all the time.

45:44

- Yeah, so.

45:46

- Don't sign me up for that.

45:47

- No, I'm not fun.

45:49

(laughing)

45:51

- This has been great, Brittany.

45:52

Thanks for taking all of us through

45:54

not only your story of how you've morphed and really,

45:58

I would say you're one of the founders

45:59

of one of the SMEs of this space

46:02

for being there so early,

46:04

but you've explained a lot of the best practices

46:06

through the differences of customer-led

46:08

versus product-led marketplace initiatives

46:10

and you've seen and talked to everybody today

46:13

on building versus transforming cloud strategies

46:17

because of these experiences you've had

46:19

and obviously calling out the key themes

46:21

that we keep hearing,

46:22

which is you need executive support

46:24

and you definitely want resources to help you to scale.

46:26

So I know there's a bunch of key takeaways Aaron

46:29

and I'll talk about after this,

46:30

but thank you for making the time to do this

46:33

and for providing us.

46:34

- Yeah, thank you guys for having me.

46:35

This is a lot of fun.

46:36

- Yeah.

46:37

- We'll be talking with you guys, so anytime.

46:39

- Yeah, no, thank you so much for sharing your story.

46:42

I love the journey and I cannot wait to continue

46:45

to be there with you at your experience at Veritas

46:48

and whatever the future holds as well.

46:51

- Yeah, thank you.

46:52

- Aaron, that was an awesome call with our friend Brittany

46:54

and all she's been doing lately.

46:56

I think with all the experience you have

46:59

in working with her over the years,

47:01

seeing everything she's done at VMware,

47:03

I was actually leaning on her at AVA Tricks for advice

47:06

early in my cloud go-to-market career.

47:08

There was a ton of momentum and a ton of strategy

47:11

that she's built up over time.

47:12

What was your big aha moment from her

47:14

with the lessons that she's learned

47:16

and picked up on from working with you and tackle as well?

47:19

What was your big aha moment from that?

47:20

- I mean, a couple of things that she said

47:22

that really stood out to me in her story was,

47:26

it's not just about building your product

47:31

to be a cloud product or born in the cloud.

47:34

It really is about taking a product

47:37

that can either run or be deployed in the cloud

47:41

to really being a cloud marketplace product.

47:45

And that extra step of, yes, I have a product that's on prem

47:50

and now I'm moving it to the cloud.

47:52

And I'm not just moving it to the cloud,

47:54

I'm moving it to the cloud and its ability

47:57

to be provisioned and deployable in the cloud marketplace

48:02

where the clouds are trying to deliver their software

48:06

to their customers.

48:08

>> Yeah, in the backend too, right?

48:09

Like not forgetting her RevOps people

48:12

and making sure there was internal changes to align to that.

48:15

Yeah, that was great.

48:16

That's a great.

48:16

>> And her advice on separating the difference

48:19

between what are our own company issues

48:23

and things we have to solve for inside of our own business

48:26

versus these are things we have to address and solve for

48:30

based on the clouds, partnerships, programs and rules

48:35

and their structure that you have to also live within.

48:39

>> The other theme that you and I keep seeing,

48:42

and we knew this was one of the key themes,

48:44

but when we asked her for what she would give as advice

48:47

to somebody else trying to do this,

48:49

and she brought up exact alignment

48:51

and specifically asking for help and resources

48:55

because you can have another resource.

48:56

>> And investing in those resources

48:57

so that she could go hire like tackle

48:59

and people that she knew could help her accelerate.

49:03

Like the things she already knew how to go do,

49:05

she was like, I need help to go do these

49:08

and to do them in a faster pace

49:10

and getting that like in writing, buying and support

49:14

to go be able to get that investment

49:17

to help her accelerate what she already knows

49:20

she needs to go do.

49:21

>> Yeah, and that was funny to get it in writing

49:24

'cause well, and core and tackle had given her so much lift

49:28

to from the managed service perspective,

49:30

which we often don't talk about,

49:32

but that's a whole bunch of people

49:33

that she would have had to go staff and resource

49:36

that was augmented by a couple of folks at tackle

49:39

who knew what they were doing.

49:40

>> Yeah, and like at VMware,

49:42

it was a coastal for strategy

49:44

until they were ready for marketplace

49:46

and then they integrated marketplace, right?

49:48

And then at AVH or it was like marketplace first

49:52

and then add coastal and at Veritas,

49:55

they're doing both at the same time.

49:57

It's like coastal and we're getting our products

50:00

to be not just in the cloud,

50:03

but have a better experience in the cloud marketplaces.

50:07

>> Yeah, cool to see that evolution

50:09

and we'll be even more exciting to follow

50:11

where she continues to grow Veritas

50:13

and their next endeavor.

50:14

>> Yeah, and being with her for that journey

50:17

and continuing to help them along that way.

50:19

>> Awesome.

50:20

Well, this was another episode

50:22

of Unlock Cloud Go to Market.

50:23

I'm your co-host Patrick Riley.

50:25

>> And I'm your co-host, Aaron Fager.

50:27

Thanks for joining us.

50:28

>> Take care.

50:29

>> So pull up a chair, grab a notebook and join us

50:32

as we share the essential stages

50:34

of the maturity model to start, optimize,

50:36

and grow your company's revenue using the cloud.

50:40

For more resources on executing your cloud

50:42

go to Market Strategy, you can visit our website

50:45

at tackle.io.

50:46

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