Tackle 29 min

Navigating the Cloud Era: ThoughtSpot’s Blueprint to Revenue Growth


Hear from channel operations leader at ThoughtSpot as we dive into the ups and downs of the Cloud GTM journey and the GTM motions that are the key to driving growth in the cloud era.



0:00

(upbeat music)

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- Awesome, thank you all.

0:05

And hello and a very warm welcome to everyone joining us today.

0:10

I am Patrick Riley.

0:11

I am our cloud go-to-market principal here at Tackle.

0:14

And today we're gonna dive into the exciting

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and transformative topic of navigating the cloud era.

0:22

Thoughts, bots blueprint on revenue growth here.

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So I wanna give you a little preface

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on where we think we are in the market today

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for those of you that don't have a big background

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and then we'll dive right in.

0:32

So today, you know, this is a very dynamic world

0:35

where capital efficiencies and growth mandates

0:37

are paramount.

0:38

Cloud marketplaces and SaaS industries as a whole

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are definitely realizing the paradigm shift.

0:44

We're starting to see more and more data suggesting

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that the global SaaS market's gonna exceed 600 billion.

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Next year that growth is gonna be more 18% from last year.

0:56

And this is just a testament to the evolving landscape

0:59

of cloud-based solutions,

1:00

their growing impact on businesses worldwide.

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And as we step into this new era

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where product led, ecosystem led

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and cloud led experiences kind of reigns supreme,

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it's critical for us to understand

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that these shifting tides of revenue generation

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and SaaS companies, where their impacts are,

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what good looks like and learn from customers

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and an ISVs like ThoughtSpot,

1:27

who are basically trailblazing

1:29

in leveraging their cloud go-to-market strategy

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for a remarkable growth journey.

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So whether you're here live

1:35

or you're listening later to this recording,

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we're thrilled to share this journey with you.

1:40

So let's go ahead and unlock some new horizons together

1:43

and we'll go ahead and get started.

1:45

So today I'm joined and we're very lucky to be joined

1:49

by a rare persona that we usually don't get to talk to.

1:53

We're talking to a partner operations leader today,

1:56

Barbara Trevino of ThoughtSpot.

1:59

She has spent over six years in partnerships,

2:02

was a super node speaker

2:04

and just does a ton of work within not only ThoughtSpot,

2:08

but on the side, she's a fun fact and author

2:12

and a publisher of children's books.

2:14

So I don't know where you find the time to do that, Barbara,

2:16

but hats off to you.

2:18

It's absolutely amazing.

2:19

And thank you for being here.

2:22

- No, thank you so much for having me.

2:25

- So I tried to set you up a little bit,

2:28

but can you tell us a little bit more about your role

2:30

and journey on how you got here?

2:32

- Sure, actually, I'm based in San Antonio, Texas.

2:36

I have been with partnerships

2:39

and supporting partnership organizations

2:42

for the last six years.

2:43

I've been in tech for eight.

2:45

I did start my journey in sales

2:48

and I'm X-Rax based, X-Sizemic,

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and now I'm at ThoughtSpot.

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So I lead partner operations.

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And so for that, that means I pretty much help

2:58

integrate partnerships into the broader organization

3:01

through tool systems, process, and data.

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And a lot of that, believe it or not,

3:07

some of that also involve supporting

3:10

a new go-to-market approach,

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which in my last company at Sizemic

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and even now at ThoughtSpot is very, very relevant,

3:17

which is cloud marketplaces since both

3:20

are ISVs that have listings in marketplace.

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So I help support the strategy behind that

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since there's a lot of ties to Google and AWS

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and all of the cloud alliances and cloud providers.

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And so naturally supporting a whole new route to market

3:36

is very critical and important for our business.

3:40

- Yeah, and you brought something up there

3:42

that's kind of key and that was the data piece.

3:44

So I know from a business perspective,

3:46

ThoughtSpot's made significant strides in BI

3:48

and analytics around data.

3:51

Can you share a little bit about what ThoughtSpot does

3:54

for those listening and the unique value

3:57

that ThoughtSpot brings?

3:58

- Yeah, sure.

3:59

ThoughtSpot has actually carved quite a unique niche

4:03

in the BI and analytics space

4:05

by focusing on market data analysis

4:08

and making it both accessible and powerful for everyone.

4:11

So really our core offering revolves around

4:15

bringing the power of search and AI driven analytics

4:19

to enterprise data, which effectively enables users

4:23

to get the insights quickly and intuitively.

4:26

So for us, selling via the marketplace

4:28

has been a strategic decision that benefits us

4:32

and our customers greatly.

4:34

So not only does it allow us to reach a broader audience

4:38

and streamline our sales processes

4:41

and align closely with our cloud ecosystems

4:44

where our customers are increasingly operating,

4:47

but it also helps us scale our operations efficiently,

4:52

which ultimately helps us ensure that we stay aligned

4:55

with the evolving market trends and customer needs.

4:58

So I guess you can say in essence,

5:01

ThoughtSpot's value proposition lies

5:03

with simplifying complex data analysis,

5:07

pretty much making it easy as a web search

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and our marketplace strategy amplifies our ability

5:13

to deliver this value to a wider, more diverse audience.

5:17

>> Thank you for that.

5:19

You highlighted some transformational efforts

5:22

that ThoughtSpot has made and that you all are making

5:26

to make this kind of a broader strategy,

5:29

making sure the whole company is implementing it

5:31

and it's really tied to your value prop.

5:34

In a world where the capital is constrained,

5:37

2022 is difficult in that regard,

5:40

where 2023 rolled in and we had a lot of companies struggle,

5:45

where businesses are now being mandated

5:47

to be efficient in their growth,

5:49

what did ThoughtSpot do differently to drive growth

5:52

with the pressures of today?

5:54

>> Yeah, that's a great question, Patrick.

5:57

And I think in response to today's economic pressures,

6:01

ThoughtSpot has strategically streamlined

6:04

our tech stack and operational processes.

6:06

So we really focused on eliminating redundancies

6:10

and maximizing our resources.

6:12

And a key to this to maximize existing resources

6:17

is to leverage large cloud commitments

6:20

for consolidating billing and ultimately

6:23

just enhancing our operational efficiency

6:27

as a broader organization.

6:29

And so this approach isn't really just about cost savings,

6:32

it's pretty much just shifting towards

6:35

refining our cloud marketplace strategy.

6:38

So essentially this enables us to drive

6:41

more sustainable growth in a capital constrained environment.

6:45

And I see a lot of companies now adopting this approach as well.

6:49

So when budgets are tight,

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it's not just important to sell through marketplace,

6:55

but also to buy from cloud marketplaces as well.

6:58

>> Yeah, we're hearing that trend a lot.

7:00

And then a lot of the conferences over the last few weeks,

7:03

these themes have kept coming out

7:05

where we're not only trying to,

7:07

as ISVs and sellers trying to tap into end user budgets,

7:12

but we're now having to look at how do we optimize our tech stack?

7:16

How do we optimize the capital expenditures we have today

7:20

when we only have so many people?

7:22

How do we shift that and make the most of it?

7:25

And you're right, I think we're starting to see

7:26

a lot more companies adopt that strategy,

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which is just adding to that growth.

7:31

And so we're compounding on this year over year growth

7:34

in the market and you just highlighted why right there,

7:37

but we all need to do more with less.

7:40

And going and shifting to a cloud tech stack,

7:43

having a cloud commitment,

7:45

these type of activities are leading to more and more discounts

7:47

and saving us in the long run.

7:49

So totally hear what you're saying there

7:52

and we're hearing that a lot from our customers.

7:55

So as these strategies have become more pivotal

7:57

for SaaS companies just broadly,

7:59

can you shed some light on thought spots,

8:02

go to market approach holistically,

8:04

kind of as it aligns with your company's broader initiatives?

8:08

>> Yeah, for sure.

8:09

And believe it or not,

8:11

thought spot in the last few years just recently shift

8:14

from being infrastructure focused

8:16

to deploying our SaaS on hardware,

8:21

which seems bizarre now in a world

8:24

where everything is cloud based,

8:26

but we definitely shifted from a more infrastructure focus

8:30

to a more SaaS-centric model,

8:32

which now epitomizes our cloud go to market strategy.

8:36

So this transition isn't just about changing our service model,

8:40

but a part of that also means enhancing our customer

8:44

enablement on understanding SaaS platforms.

8:48

And so a part of that,

8:50

a key aspect to this evolution was being able

8:53

to adopt a multi-cloud provider approach.

8:56

So for us, we believe it's the best in breed

9:00

and meeting customers where they are based on their needs

9:03

and their modern data stack.

9:05

And so in turn for us,

9:07

our approach significantly bolstered

9:09

by growing our partnerships with major players like Google

9:13

and AWS, especially Google in the last year.

9:16

So our journey involved maturing in the marketplace,

9:21

strategically collaborating with these cloud providers

9:25

boutique system integrators

9:27

and having a very diverse ecosystem with partners

9:30

like Infosys and TCS, Interworks, Blue Cloud and Visitori.

9:35

So for us, it's a comprehensive strategy

9:38

that aligns to our broader objectives.

9:40

So we focus on working with and through partners

9:44

and we are able to expand our reach in

9:47

and ultimately reinforce our position

9:50

as a leading BI SaaS provider in the cloud marketplace now.

9:55

>> Yeah, and you talked about multi-cloud,

9:58

that makes a ton of sense.

10:00

We see a lot of folks do that now.

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And as it, you know, as it relates to system integrators,

10:07

working with partners,

10:09

obviously something everybody wants to do.

10:12

But, you know, I've talked a lot about setting up

10:16

what we see and what we think and what we see

10:18

from the industry, but can you tell us from your perspective,

10:22

'cause nobody wants to hear me talk for an hour,

10:24

but can you tell us from your perspective,

10:26

when you look at cloud go to market evolving in SaaS

10:29

over recent years, what do you see as your trends,

10:34

both within your organization

10:35

and then in the market as a whole, you know,

10:37

as you've gone through various companies as well,

10:40

what's kind of top of mind for you when you look at that?

10:43

>> Yeah, great question.

10:45

I think in the most recent years, I've seen a pattern

10:49

or really just an evolution in the go-to-market strategies

10:54

within a lot of SaaS and ISVs.

10:56

So both at ThoughtSpot and across the market

11:00

and even at SaaSmic where I was previously,

11:03

I've seen a significant shift towards,

11:06

and you mentioned this earlier,

11:08

or partner led and specifically productize partner integration.

11:13

So, you know, while traditional go-to-market partnerships

11:16

still are a really strong source of revenue for us

11:20

as a business,

11:22

I've seen kind of a trend, a growing trend

11:25

that ultimately helps integrate tech partners

11:29

into a wider partner program framework.

11:31

So for these integrations,

11:34

it's not just about enhancing product stickiness,

11:36

but it's about creating a full-blown ecosystem

11:40

that fosters an app marketplace.

11:42

So this is a little bit different,

11:45

but ultimately what I've seen

11:48

is a more combined partnership model,

11:51

aligning them with dual marketplace motion.

11:54

So that's really the beauty and the change that I've seen

11:58

and the dynamic nature of the SaaS industry.

12:00

So now we're seeing app market places

12:02

working alongside cloud market places.

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- I think that's a good call out,

12:07

'cause we don't always think of those two together.

12:10

And when we're looking at how do they work together,

12:12

but the whole theme of this is kind of partnerships, right?

12:15

And so how do we leverage that,

12:17

not only within the people to people,

12:19

the multi-cloud marketplaces,

12:21

but with the actual type of marketplaces themselves?

12:24

So thank you, that's a great call out.

12:26

All right, so let's get to the fun part.

12:29

Like what stories can you share to us

12:32

around pivoting toward these motions?

12:34

Maybe some lessons you've learned along the way.

12:36

What are some tidbits that we can leverage

12:40

as takeaways for everybody listening?

12:43

- Yeah, I would say our journey towards embracing

12:46

a full-blown marketplace strategy

12:48

has been very insightful,

12:51

also a lot of learnings along the way.

12:54

But I would say one of the key takeaways

12:56

has been really just the focus of,

13:00

and the importance of focusing on one marketplace at a time.

13:05

And I say that because marketplace

13:07

and the marketplace landscape is pretty complex

13:09

and it's constantly evolving.

13:12

And so I've observed pretty significant changes

13:14

over the last four years,

13:17

especially because each cloud provider

13:20

offers a really distinct environment,

13:23

which ultimately for us means it requires a tailored approach.

13:27

And so for thoughts,

13:29

but it's crucial to understand

13:31

that successfully navigating the marketplace

13:35

goes far beyond just setting up a listing

13:39

in each respective cloud provider's marketplace.

13:43

It's really just about ensuring

13:45

that your organization is ready.

13:47

And fully prepared on multiple fronts.

13:49

So from a cloud environment architecture

13:52

to Salesforce implementation,

13:55

to sales motions, rules of engagement,

13:58

enablement strategies,

13:59

pretty much all of even revenue recognition practices.

14:03

So pretty much having a more holistic approach

14:06

and doing it with one marketplace at a time.

14:09

And so this has really taught us to really think

14:13

of every component of the organization

14:15

to align to this whole marketplace strategy.

14:18

So it does sound like it's a very big comprehensive effort,

14:23

but ultimately it will pay off in terms of reach

14:26

and scalability once you have the full company

14:29

and organization on board.

14:31

- Yeah, I echo that sentiment.

14:33

And before tackle,

14:35

I went through some of those same challenges.

14:37

And it really was a very comprehensive effort across

14:40

the BU's within our business

14:42

to make sure that we were all aligned on that strategy,

14:45

the operational transformation was not small,

14:48

but it did pay off in the end.

14:50

So thank you.

14:51

We are getting some good questions in the chat.

14:53

So we'll address them here at the end,

14:55

but I have a couple more questions for Barbara

14:57

that I wanna get through.

14:58

And I think they'll answer a couple questions.

14:59

So without further ado, Barbara,

15:02

what like we talked about kind of the journey

15:05

and a little bit of your story,

15:06

but from a challenge perspective,

15:08

what are some of the biggest challenges

15:09

on bringing multiple routes to market together?

15:13

This is not something easy for a lot of large organizations

15:17

and even smaller ones that are looking

15:18

at identifying different routes to market.

15:20

Can you give us some insight there?

15:22

- Yeah, I would say that one of the biggest challenges

15:26

is unifying various routes to market

15:29

and managing ultimately different deal structures.

15:34

So for example, our sales reps

15:36

are really adept in handling direct,

15:39

highly customized deals,

15:41

'cause I'm sure most organizations are used to

15:44

and accustomed to,

15:45

but these sometimes these deals don't always align

15:50

to like a marketplace model,

15:53

given each con provider's unique characteristics.

15:56

So, and also a part of that is there's also a misconception

16:01

that marketplace transactions can be handled the same way

16:06

and manage the same way as we do within health deals.

16:09

But I think also sales thinks of it

16:12

as merely a billing vehicle, but that's not really the case.

16:17

So for us to navigate these differences, go to market,

16:22

go to market enablement is very crucial.

16:25

And so for us, it's about educating and equipping our teams

16:29

with the right tools and knowledge

16:30

to handle marketplace conversations

16:33

and the dynamics a little bit differently.

16:35

So for us, this revolved around

16:38

and rethinking sales strategies,

16:40

adapting to different transaction models

16:44

from a billing perspective

16:45

and understanding the nuances of each route to market.

16:49

So for us, bridging these gaps was really critical

16:53

and ultimately led us to some success

16:56

and a lot more to come and really leverage the full potential

17:01

of having multiple and diverse market channels.

17:04

- I think you just pulled out another

17:07

one hour webinar that we could talk through at some point

17:10

as those challenges in bringing those markets together.

17:13

So we'll note that Michael for another time,

17:18

but super insightful there.

17:20

Thank you.

17:21

I totally hear what you're saying.

17:23

And I think that if the audience listening could take away

17:28

with some of the best unrealized opportunities

17:32

in this new era, where would you think

17:34

that they should capitalize on that?

17:37

Just generally, what do you say

17:38

are some of those greatest unrealized opportunities?

17:41

- Great question.

17:44

I actually have a pretty good idea

17:45

that I'm hoping to implement.

17:47

So I think in this new era of marketplace,

17:50

one of the greatest unrealized opportunities

17:53

pretty much just lies with having comprehensive

17:56

and having a dynamic use of data

17:59

to ultimately drive business strategy

18:02

and operational efficiency.

18:03

So thoughts, but ironically emerges

18:06

as a really great pivotal tool in this context.

18:09

So it's not just about having access to data,

18:12

but being able to integrate it

18:14

and analyze it from very different sources.

18:18

So you can see patterns and trends

18:20

and ultimately you can change your strategy along the way.

18:24

So in the realm of, I guess, partner management

18:28

and marketplace operations,

18:29

most businesses have to grapple with fragmented data

18:33

across platforms that you see from your CRM

18:36

or AWS's Disbursement Tracking Tool

18:39

or DCP's tracking tools

18:41

and even tackles disbursement tracking

18:45

for marketplace management.

18:47

So having a platform and maybe I'm lucky

18:51

that I work for thoughts,

18:52

but thoughts about really can help empower the business

18:56

to centralize all of this data

18:59

so that we can have a unified marketplace

19:03

business and we can do that through our live boards

19:07

pretty much just what we call our dashboards,

19:09

but we can have all of it centralized.

19:12

So it's not just about tracking our metrics.

19:15

We get to drink our own champagne and ultimately for us,

19:18

it's really limitless, not just for marketplace insights

19:22

for any businesses domains where there's multiple platforms

19:27

and you can ultimately just have that centralized

19:29

and you can evolve your strategy that way.

19:33

>> Yeah, you're not kidding when we talk about a lot of data.

19:36

We've got our buyer intent data,

19:39

you've got marketing and SDR functions are leveraging

19:42

all the, I won't call out all their names,

19:45

but the tools that are informing those decisions,

19:48

sales has those, some of them built into the CRMs,

19:51

we've got our tackle prospect tools

19:53

and those are just on the front end.

19:54

So all the other data, the offer data,

19:57

the marketplace, the back end,

19:59

disbursement tracking, that's a lot to manage.

20:01

So I'm glad you all have a good solution for that.

20:04

Now, how do you envision go-to-market motions

20:08

will continue evolving in the next few years?

20:11

Based on what you've seen in your expertise,

20:14

where do you see this evolving over the next three

20:17

or five years?

20:18

>> Yeah, I think it's no surprise.

20:21

I think, and I've seen a lot of go-to-market motions

20:25

in the SaaS industry lately adopting a partner first

20:28

or partner-led approach.

20:30

You mentioned this in the beginning,

20:31

CrossFIM had a full ecosystem webinar at 1.2,

20:37

but pretty much I think what we're starting to see

20:39

is that the traditional model of direct selling

20:42

is gradually becoming a practice of the past.

20:44

And I think that this shift really just reflects

20:49

growing emphasis on leveraging the strengths of partnerships

20:53

so that you can reach new markets and customers.

20:55

And I think in the coming years,

20:58

we'll probably anticipate seeing a little bit more

21:01

of a deeper integrations with partners,

21:04

just overall and go-to-market strategies

21:06

where it's not so much black and wide

21:09

or the red-headed stepchild,

21:11

as most people think partnerships are,

21:13

but pretty much just a more inclusive collaborative effort

21:17

to drive growth and innovation for the business.

21:19

So I think this is not a trend,

21:23

but I definitely think this is gonna be a significant change

21:26

in how ultimately SaaS companies approach the market.

21:30

- Awesome, thank you.

21:32

And I know that we do still have questions in the chat,

21:35

but I have two more questions for you.

21:37

So hopefully everybody that's sending us direct messages,

21:40

I will get back to you.

21:41

And Michael, if you put them in the regular webinar chat,

21:44

Michael will take them down.

21:47

But I wanted to talk on a personal note.

21:49

I want everybody to get to know Barbara a little better.

21:53

What's been the most rewarding part of leading channel ops

21:56

at ThoughtSpot for you?

21:58

- Yeah, I mean, for me,

22:00

it's been incredibly rewarding to work with leaders

22:04

who really trust my expertise

22:06

in the strategic direction that I bring to the table.

22:09

So for big strategies like marketplace,

22:13

it's really great that this trust not only empowers me

22:17

to execute my role,

22:19

but it also makes sure that I have a meaningful seat

22:23

at the decision-making table.

22:24

So pretty much this helps me grow also

22:28

from a business perspective

22:29

and knowing that I have a big impact to the business

22:33

when leaders are looking to me to be able to apply

22:36

my knowledge while still learning and expanding it.

22:39

So for me, it's just been great to have and be in an environment

22:43

where there's me to respect and trust.

22:46

And ultimately that's what makes my role at ThoughtSpot

22:49

really gratifying, knowing that I'm making a larger impact.

22:52

And of course, bringing more revenue to the table.

22:56

- That's right.

22:57

You're the new favorite role, right?

22:59

Channels and alliances.

23:00

Those are the two standout.

23:01

If I had to pick two roles for 2023,

23:04

those are the ones where we see the most value

23:07

moving into 2024.

23:09

But okay, last question,

23:10

and then we'll get to some of the Q and A.

23:14

So if anybody's tuned in or they're watching this recording

23:17

and they haven't experimented with this yet,

23:20

they're just getting started.

23:21

They're looking for direction.

23:23

With your experience, what would you recommend as far as,

23:26

like here's where we think you should start.

23:27

- Great question.

23:30

And I wish someone,

23:31

I had a response from someone when I first started this journey

23:35

way back when,

23:36

but my first recommendation is really just to connect

23:39

with companies that have proven value through marketplace

23:42

and have successfully launched multiple cloud marketplace

23:46

and really just understand to gain insight

23:49

of establishing a new route to market.

23:51

So like, for example,

23:53

my first first time doing this years ago,

23:56

we did it in house versus partnering with providers

24:00

like Tackalio.

24:01

So it's important to understand what goes into launching

24:06

a whole new go to market effort

24:09

and making sure that your internal teams and resources

24:13

are there to support this model too after launch.

24:17

It's great to have a presence,

24:19

but if you're not getting revenue back into the business,

24:22

then ultimately you have to make sure

24:25

that your entire strategy is aligned to it.

24:28

And so I would say the key is not to rush into it.

24:32

And I've learned from past experiences,

24:34

don't just have a marketplace presence

24:36

and rush into having it because there's a deal on the line.

24:40

I would say approach it more methodically,

24:43

get the right buy in,

24:44

be prepared to iterate, adapt,

24:47

and ultimately if you focus on that first

24:50

and do your due diligence,

24:51

you'll have a really strong foundation for success.

24:54

- Awesome, thank you Barbara.

24:57

Super insightful.

24:59

I'm gonna move us over to the questions

25:00

'cause we've got two minutes left.

25:02

So if it's okay with you,

25:03

I'll read out the first question from Raja.

25:06

He asked, "You mentioned eliminating redundancies.

25:09

"Did you implement any automation techniques for this

25:12

"or did you use bots?

25:13

"How did that work?"

25:15

- Great question.

25:17

We do use automation and in our practice

25:20

and something I've learned over time,

25:22

it's really critical to make sure

25:25

that your go-to-market teams,

25:27

especially your sales reps,

25:29

are enabled in marketplace,

25:31

but also being able to track that information

25:34

in your CRM for us, that Salesforce.

25:36

So we have dedicated fields that a rep can ask their customer

25:42

if they are going to transact in marketplace,

25:44

if so, which one,

25:46

and if so, who their cloud contact is,

25:50

that will be able to accept the private offer

25:52

and their account ID,

25:54

and all of those fields get funneled and automated

25:57

through our order forms

25:59

and ultimately streamlines the operation

26:01

of actually creating the private offer,

26:03

which in my past roles, we didn't have that.

26:05

A lot of that data wasn't centralized,

26:07

it was on Slack and email

26:09

and it's really good to have all of that information

26:12

in the system and automate it,

26:13

so that way it's really easy for a sales rep

26:17

to have it alongside their deal desk

26:19

or deal operations process.

26:21

- Great answer, I'm gonna bring Barbara

26:23

onto the next customer call I have.

26:26

(laughs)

26:27

Just answer this for me.

26:28

And we have another question from Tom.

26:32

"What part of the organization do you think

26:33

should own the marketplace channel?

26:35

Is it sales or is it somewhere else?"

26:38

I'm gonna say everyone should own it.

26:40

It should be owned and be owned from the top down,

26:43

from the C-suite that has buy-in

26:46

that really understands what a great impact marketplace

26:51

has for the entire business.

26:53

And some of my past experiences,

26:55

it's only been looked at from a partner lens

26:58

and that's obviously a given

27:01

with the alignment to cloud providers,

27:03

but everyone should own it,

27:04

sales should own it by understanding

27:06

that it's a different go-to-market approach

27:09

so that they can feel confident,

27:11

talk about it with their customers

27:12

alongside talking about and selling the product.

27:15

Also for a deal desk to be able to work

27:19

with sales reps to understand really

27:22

the more technical parts of configuring the deal.

27:26

And not a lot of companies have a partner operations

27:29

resource like me, but someone to help

27:32

really be in the center of all of the framework

27:35

and help lead to strategy so that way we can involve people

27:40

like our partner managers that are aligned to Google and AWS

27:43

and all the other cloud providers

27:45

to help proactively work with our sales reps

27:49

to align to the Google or AWS or even Microsoft field reps.

27:53

So it's a very big collaborative effort.

27:56

I wouldn't say that it aligns to just one org or one team.

28:00

So the more the merrier.

28:02

So if you're an alliances lead on this call,

28:05

the key to that statement was you need to get a Barbara

28:08

to partner with internally to help you

28:10

so that you can focus on strategy relationships

28:14

and she can focus on the strategy and process.

28:17

But thank you that we've run up on time.

28:21

Michael, I'm gonna turn it over to you, but Barbara,

28:23

I just wanna say thank you.

28:24

This was fun and I hope we get to do it again.

28:26

- Awesome, thanks y'all.

28:29

Words of wisdom right there all throughout

28:30

the this past half hour.

28:33

Y'all may be wondering what's next now

28:34

that the session is over.

28:35

Don't worry, we'll have this recording in your inbox

28:38

in the next 24 hours.

28:39

I also put two links in the chat.

28:41

One if you'd like to learn more about ThoughtSpot,

28:43

another one if you'd like to learn more about Tackle.

28:45

But yeah, once again, huge thank you to Barbara

28:47

and Patrick for leading the session today.

28:50

And of course, thanks to all of you for tuning in today.

28:53

We're grateful that you chose to spend

28:55

part of your day with us.

28:55

So stay tuned for more Tackle webinars in the new year.

28:58

This is our last one of the year, two weeks until 2024.

29:02

Hard to believe that, but I hope you all

29:03

have a wonderful holiday and we'll see you next time.

29:06

(upbeat music)

29:09

(upbeat music)

29:11

(upbeat music)

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