Tackle 40 min

CRO Panel: Unlocking Revenue Growth with Cloud GTM


How do publicly traded companies leverage cloud partnerships? Join Tackle and our panel of disruptive CROs to learn how they leverage Cloud GTM to drive growth and sustained success. Gain valuable insights into aligning your sales team with this motion and effectively leveraging data to drive a strategic approach for improved win rates and faster sales cycles.



0:00

All right.

0:07

Well, welcome, everybody.

0:15

I'm excited to read a leader next session running a panel.

0:20

Unlocking revenue growth with cloud go to market.

0:24

And I'm excited with the panelists that agreed to join us today.

0:28

Hopefully some of you out there have been able to listen to my CEO, John Yanki,

0:33

talk about mapping path to revenue.

0:36

But he was trying to reflect on his perspective on the evolution of cloud and

0:41

cloud go to market.

0:42

He's been CEO of the company pretty much since the inception.

0:45

So he's seen a lot over the last seven to eight years.

0:49

And so I'm excited to participate in this panel because now we want to bring it

0:55

to life with some pretty significant companies that run really complex companies

1:00

and go to market strategies to understand their journeys and where they are in

1:06

regards to their cloud go to market journey.

1:08

So I'll walk around and just try to get some introductions from you all.

1:13

Again, we really appreciate you joining us today.

1:16

You could just give us a feeling of your company, your role in your company.

1:21

A little bit about what your company does in the markets at service so that we

1:26

could take it to the next level,

1:27

which is to talk a little bit more about your go to market strategy.

1:30

Because what I want to do is unpack here a little bit about, you know,

1:33

use leveraging cloud, but in the overall go to market strategy of an

1:37

organization.

1:38

If we could, and then we could talk a little bit more about the learning some

1:41

particulars. So I'll go first.

1:42

My name is Jake Simpson.

1:44

I am about a year in to being the CEO at tackle.

1:48

A tackle basically try to help ISPs.

1:52

You know, we have one market segments and that's software companies that are

1:57

trying to build a broad,

1:59

a broad hyperscaler cloud strategy.

2:02

And they see the advantages of partnering with the clouds on go to market.

2:08

And so we are a software company that helps software companies sell through the

2:12

cloud marketplaces.

2:14

AWS Azure GCP for now.

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And we do that well.

2:20

You know, we're practitioners and we work with over 450 customers these days.

2:25

We're a much smaller company than y'all.

2:27

We've got about just under 200 employees.

2:29

So, you know, we're still trying to figure it out, but we're really excited

2:34

about the category and we're really excited to have your today to participate

2:37

in the panel.

2:39

So, Stephen, I'll start with you if you can just give us an intro from ZMIMFO

2:43

and yourself.

2:45

That'd be great.

2:46

Yeah, you got it. Thanks for having us, Jake.

2:48

So Steve Antuna, SVP of sales at ZMIMFO.

2:51

Nice to see everyone.

2:53

And for those of you not familiar with ZMIMFO, we are the markets leading

2:57

provider of sales and marketing intelligence solutions.

3:01

And essentially what that means is our platform empowers companies to

3:05

accelerate growth by providing them,

3:08

comprehensive and accurate data on the most relevant contacts, companies and

3:13

industries that they're pursuing.

3:16

So, that's a little bit about what we do at ZMIMFO.

3:23

Okay, great.

3:24

Eric, why don't I move over to you?

3:26

I'm just going to just, just...

3:28

Great, Jake. Thanks for having us.

3:30

So Eric, Cossler, I'm driving to go to market,

3:33

global go-to-market strategy with our hyperscale partners.

3:37

BMC is a 40-year plus IT infrastructure ISV, so we've been around a long time.

3:44

Really driving observability, workload automation and service management

3:48

solutions.

3:49

I've been with BMC for about three years and been in this sort of go-to-market

3:54

hyperscale role for a little over a year now.

3:58

Feels like three years, that's for sure.

4:00

And we were talking before, Eric, around where we sit in the organization.

4:07

Could you just...

4:08

No problem at all.

4:10

Yeah, so BMC has traditionally been very much direct-focused organization.

4:16

And over the last couple of years, we're really driving partners, driving

4:20

indirect sales.

4:22

And I sit in the organization, it's called Global Partner Sales,

4:26

and it's all the indirect sales, basically sales engine within BMC.

4:33

So everything from resellers, GSIs, strategic partners like AWS, GCP, and

4:40

Oracle,

4:43

AMDOCs, PWC and so forth.

4:46

So right now it's making up more and more, probably about 50% of our overall

4:51

revenues where we are in the indirect side.

4:54

Oh, wow, okay, great.

4:57

And then over to you, Christine.

5:00

Hey, so thanks for having me.

5:02

Christine Chamberlain, I'm the group vice president for Global Financial

5:05

Services here at Splunk.

5:07

I'm in my 10th year here, and we've gone through quite an evolution.

5:13

Splunk is essentially a data analytics platform for machine data.

5:18

And when I started, we were in the business of selling perpetual licenses.

5:24

We moved over to subscription, and now we are primarily a cloud business.

5:29

And so our platform is available in a software as a service model on Amazon and

5:36

GCP.

5:37

And we have definitively grown in terms of our marketplace transactions through

5:44

that evolution.

5:45

And I believe we're north of 40% of our transactions in America's going through

5:53

marketplace.

5:55

I'm going to try to come back.

5:58

Okay, so I'll bring a slide back up just the frame cloud go to market.

6:02

And you touched on some of these, but I want to get like a little bit more

6:05

specific around your market and go to market strategies because when I want to

6:11

get to cloud, I want to understand, you know, kind of the idiosyncrasies.

6:14

Because there's PLG strategies, channel strategies, direct strategies, co-sell

6:18

strategies.

6:20

So if we could just get a little bit of a flavor for how do your go to market

6:24

systems are architected.

6:27

I think that would be really helpful for the audience.

6:29

I'll change it up a little bit, and I'll go back with you, Christine, if you

6:31

could start there.

6:33

Yeah, sure.

6:34

So I mean, for us, we're a huge partner of AWS.

6:39

And when we started offering customers, Splunk as a service on AWS, a key

6:46

component of that was to drive revenue through marketplace, which provides EDP

6:52

burned down from a customer perspective and as a revenue leader to get out of

6:57

the business of collecting

6:58

purchase orders, and to just have that marketplace transaction occur, it just

7:03

guarantees us, especially when we're down to the wire, the ability to transact

7:08

on our timeline.

7:10

So I think for us, it's a no brainer at this point. It's a win for the customer

7:15

. It's a win for AWS as well. And so I think that we've really been strong in

7:22

that evolution.

7:23

And we will be available later this year on Microsoft Azure marketplace as well

7:29

And back to like kind of what Eric was talking about, like how much of your go

7:34

to market is ecosystem driven, like channel and GSIs. I would imagine there's a

7:40

fair amount of multi party, you know, kind of co selling on top of the

7:43

partnership with hyper scalars.

7:45

There are, I mean, especially if you consider we have different flavors of the

7:49

platform, for example, FedRAMP, which is a fee schedule only offered through

7:55

carasoft. So when you think about the progression of resale and distribution

8:01

and marketplace, there can be a lot of sequence to that transaction,

8:05

a lot of steps along the way.

8:08

And like, is it probably public like is there is a big part of the revenue that

8:13

's blown through channel partners, or is it mostly direct.

8:17

It's mostly direct. I would say that we have been working through that in our

8:22

evolution. And I think now that we are wholly owned by Cisco, who has an

8:27

enormous channel that that will continue to improve for us.

8:33

Yeah, I think that's probably a good prediction. Yep. Okay. And then over to

8:38

you Stephen, can you talk a little bit more about the how the good market

8:41

system is set up. You're a pretty big shop.

8:43

Yeah. Yeah. I mean, we have a couple thousand people in go to market and we've

8:47

historically really been focused on a direct selling model. So every individual

8:52

lead that gets routed goes to an SDR where we start to understand, you know,

8:58

what the potential buyer may be looking at.

9:00

And then it gets routed to the appropriate rep, depending upon the market

9:03

segmentation. So we operate anywhere from the low end of SMB all the way up to

9:09

large enterprise.

9:11

And then, you know, we're essentially talking to a number of constituencies,

9:15

whether it's marketing professionals, sales executives, revenue operations and

9:20

business development to really give them, you know, sort of a deep dive of the

9:25

overall revenue platform.

9:27

That zoom info brings to market. So it has historically been very much a direct

9:31

selling motion, but I would say over the last three or four years, just, you

9:35

know, similar to every other company out there.

9:38

We've looked at other go to market strategies like PLG and really our

9:42

partnerships ecosystem, which are our girl, I think, somewhat relatively new in

9:47

their infancy, but are starting to accelerate, which is exciting.

9:52

Great. That's helpful. And then, Eric, you already touched on it. Well, honey

9:56

hit it again. Maybe we had a more broad level.

9:58

It's a big, big partner move, right?

10:01

Yeah. I mean, again, we have a long history as an organization and we have, you

10:06

know, and that was very, very direct selling. And just like Stephen said, over

10:11

the last two or three years, our indirect has grown greatly.

10:16

So the direct is in a lot of different ways. It's not just traditionally a rese

10:20

ller or a GSI. It could be a relationship like AWS or, or GCP that overlays onto

10:25

all the sales motions, right? So market plays plays into our direct, you know,

10:31

with our direct team with our indirect team and so forth.

10:36

And also, they also influence deals, right? So they help us influence deals and

10:40

we have a long history with the GSIs and how the GSIs might own the deals, but

10:45

they also influence a lot of the deals for us and drive them and we view them.

10:50

We view them very well and make sure there's no channel conflict with it within

10:55

our organization in terms of helping them influence those deals.

11:01

Great. So I'm just going to go back to the deck here real quick. I do want to

11:05

frame the conversation for us and for the audience.

11:14

All right.

11:17

So, you know, what we're seeing and, you know, what I'm trying to do is to

11:22

basically get tangible value to our ISP customers and prospects. And so we kind

11:27

of frame this up as, you know, overall go to market efficiency.

11:32

My CEO, I know that you probably weren't able to join it, but John, my CEO was

11:35

talking about this transformation, some of the metrics that we're seeing in the

11:39

marketplace.

11:41

You know, one of them was that, you know, the overall ISP spend should go from

11:46

20 billion to 100 billion by 2026.

11:50

So, you know, we're trying to get more, more executive sponsorship and

12:10

horizontal and our value prop probably very much like you all do. And so we're

12:14

trying to become more tangible in the metrics that we can share and sell

12:18

against.

12:19

These are the type of metrics that we're seeing in our customer base as well as

12:22

substantially by third party in regards to starting to see this marketplace

12:26

evolved from something that was maybe opportunistic and John had shared there's

12:31

definitely ice fees that are in this

12:33

transactional tactical opportunistic phase in their journey and then there's

12:36

some that are basically really thinking about strategically deploying the cloud

12:40

global market system and operations to drive particular scale in the business,

12:47

because they have experienced those benefits through the early days.

12:51

At the bottom of the funnel here you see really what we're trying to capture in

12:55

our customer success plans is that not only can we show volume going through

12:59

the cloud marketplace, marketplaces, but we can actually measure that revenue

13:04

and basically be able to articulate that the actual revenue is healthier as

13:10

bees are higher, you know, it all comes back to it.

13:13

I'm sure you're in the same boat as I am, we're being asked to drive growth or

13:17

asking to do that with an eye towards efficiency. And so that's very much, you

13:21

know, kind of the value driver we're carrying to our partners talking about

13:25

systematic intentional deployment of the cloud

13:28

strategy that's relative to your strategy because you know Stephen your

13:31

relationship with AWS might be dramatically different than yours Christine

13:35

right and so I think it needs to be thoughtful in regards to designing this

13:40

into your overall go market system and strategy.

13:43

And, you know, this is 10, this tends to be how we engage with our customers

13:47

depending on where they're at right so it's just like the info like we're

13:51

customers of your data we're customer of your tools.

13:55

You know we very much believe that data is a core foundation that started to do

14:00

this well.

14:01

We are building ICPs we feel like our propensity data because we represent

14:06

about 25% of the marketplace business could be very important to understand

14:12

your ICP your territories on your go to market strategy for cloud territory

14:18

design and accounting.

14:19

We're seeing more customers john just spoke to this in regards to using a VM

14:23

campaigns now that I actually know where our prospects and our customers

14:27

actually have high propensity to want to buy so that we can run more proactive

14:31

campaigns let them know that our products are on a certain cloud marketplace.

14:36

We get basically start to register those opportunities with our partners so

14:40

that we can start to think about and activate co selling motions with the

14:44

particularly AWS probably but we're coming on GCP and Azure.

14:49

And then we actually closed the deal because we're on the marketplace we're

14:52

taking advantage of spend commits we're hopefully you know state using some

14:55

standard contracts we're using digital commerce to basically get the book of

14:59

artifacts so that our finance partners are happy and the rev ref.

15:03

You know we feel like they're in a good place because this probably I'd like

15:06

you to talk to the Stephen is we're probably in a better place of lower

15:10

friction renewals and potentially even better position for upsell and expansion

15:15

place which are all near and dear to our heart as we're

15:18

measured on GDR and NDR right.

15:20

So maybe we could talk a little more specifically about where each of you are

15:22

on your journey what you've seen maybe over the last because I think roughly

15:27

everyone's in about the two to three years of the journey, maybe at different

15:35

levels of scale and so if we could just talk about some of the experiences

15:39

that we're seeing like the go to market strategy but as revenue leaders like

15:42

because this is a I see this is a cultural thing you know that we have to win

15:45

the hearts and minds of sellers, which isn't just about doing process designs

15:50

and automation but it's actually psychological to build up confidence

15:54

that this is going to be even albeit new and you're probably at different

15:57

phases in regards to the overall adoption, but a better potentially better

16:01

route to market that you should familiarize yourself with so I'll start with

16:06

you this time Stephen can you just give us a little bit of

16:08

a little bit of a break from the

16:10

Yeah, yeah and thank you for being a great customer of ours, Jake, but I like

16:15

some of the frameworks that you showed because it's, you know, I don't think we

16:19

often think about our cloud go to market because of its, you know, being in its

16:24

infancy relative to some of our normal go to market traits where you're

16:28

measuring deal velocity and win rates and ACV and all those

16:32

that you know, typical attributes but for us, you know, the biggest thing was

16:36

being listed on marketplaces and being able to transact like really getting out

16:40

of the gates there and right now, you know, as I sort of look at the volume of

16:48

the transactions I actually took a spin through the tackle platform

16:51

I was actually surprised to see that we're well into the eight figures in terms

16:54

of total deal volume that's gone through there, but what was more interesting

16:58

is when you look at the nature of some of those transactions, it really is

17:03

focused on companies that are sort of our large enterprise

17:07

and we're more sophisticated and a lot of those are reactive motions, right,

17:12

and that's really for us where the opportunity lies is starting to make it more

17:16

systemic across our total go to market, which requires a lot of enablement

17:21

it requires a lot of cycles just to start getting people to think about that

17:25

earlier in the deal cycle because a lot of times the natural counterpart for us

17:30

on the customer side doesn't have a lot of visibility into, you know, what's

17:36

happening within the cloud and committed spend and things of that nature

17:39

So we have to really work to find that connective tissue, you know, which is

17:43

really where some of these partner, the partnership, co-selling really comes

17:47

into play, but I would say we're not doing that yet at scale but it's a big

17:51

initiative, a great opportunity

17:53

and I think the ability to go from reactive, you know, we're sort of down in, I

17:58

guess I would say, down by the five yard line with either a new deal or a

18:03

renewal is kind of where we live today but there's this great opportunity to

18:07

bring that in much earlier in the deal cycle

18:10

and expand that to teams beyond, you know, a handful of our large strategic

18:14

enterprise sellers

18:16

Yeah, I love that. And I mean, being a data shop, I mean, you obviously

18:20

understand, I don't think we actually are doing much with propensity data yet,

18:25

I think that's an opportunity for us to get more calculus at the, you know, at

18:29

the TM and ICP level, but can you talk a little bit about, you know, what,

18:33

because this is your core competency, right?

18:35

And so you get it, right? I mean, in regards to the data and what not, can you

18:39

just talk about how you basically leverage data for go to market strategy?

18:43

Yeah, absolutely. Like, I think a lot of people historically have thought of

18:47

Zoom info as more of an on-demand sales or marketing intelligence tool. So you

18:52

log in and you either want to do research on an individual or on a company or

18:56

on a geography or whatever it might be

18:59

where companies are getting a lot smarter now and really what they want is

19:03

access to the global data sets, right? And they've figured out ways that they

19:08

can start to bring that information directly into their cloud infrastructure.

19:13

And we can slice it up however they would like, whether it's through, you know,

19:18

an API or some other bulk data acquisition strategy.

19:22

But what they're essentially doing is leveraging that data to drive more ICP

19:27

and total addressable market analyses at scale and leveraging the cloud to do

19:33

that.

19:34

So I would say it's something that we call data as a service, something that's

19:38

been accelerating pretty quickly, one of our fastest growing businesses.

19:42

But it's complementary to what they're doing, right? Because you have all of

19:47

these ICs, sales professionals and SDRs and BDRs leveraging this content, you

19:52

know, in sort of their daily outreach.

19:54

And it's a great parallel to be able to bring that data in from an

19:57

infrastructure standpoint and to power some of those things like addressable

20:02

market behaviors, territory analysis and things of that nature.

20:06

So pretty exciting time to be in the data game.

20:10

Yeah, I would say for sure. That's great, Eric, I want to move over to you and

20:14

you can talk a little bit more about the adoption journey and start in a scale.

20:18

Sure, sure, you know, we've had, you know, hyperscale relationships for over 11

20:24

years.

20:25

You know, initially with AWS, it wasn't just, it wasn't until about the last

20:29

year and a half or two years that we've leaned into the go to market strategy,

20:34

right?

20:35

They've purely been our SaaS provider. Now, you know, we're multi-clads. We

20:41

have relationships with GCP, AWS and Oracle, and we're leaning into go to

20:46

market.

20:47

I think it's really important, a couple of things here. One is it has to come

20:50

from the top down, right? And getting down to a sales organization that's not

20:56

used to these motions that are concerned about their deals, that concerned, as

21:01

Stephen said,

21:02

about getting us in early to those deals. They tend to, when deals are at risk

21:07

is when they get us involved, and that's what we're trying to change that right

21:10

now.

21:11

So they bring us in earlier and earlier. So it's a much better fit overall. And

21:18

that's really what we've been doing over the last year, is this enablement.

21:22

It came from the top down. Leadership is totally supporting it on every single

21:27

level. EOT team supports the go to market marketplace. And really what we've

21:32

been doing is building that enablement foundation over the last year.

21:36

And getting everybody talk in the same message in terms of what the go to

21:39

market strategy is with the hyper-scalars. And now that we've done that, we

21:44

have one is we have some proof points in terms of wins and deals that have come

21:49

in, deals that sales cycles have been shrunk,

21:51

okay, pipeline that's increased, new source deals from our hyper-scalars. And

21:57

we're starting to get to some of those points that we can then bring out to the

22:01

field to get them more involved and bring in some earlier.

22:05

And some of the things Jake, you and I talked to, some of the tackle data is

22:09

critical to our sales process and bringing people in earlier because we've

22:14

taken all the tackle propensity data and brought it into sales force.

22:20

So any salesperson can look at their accounts and look at their opportunities

22:25

and see if there's a high AWS marketplace, if it's high GCP marketplace.

22:31

And that's been great to really kind of know where we should focus and where we

22:36

should drive some of those deals.

22:39

So just you had said something that's near and dear in my heart, which is that

22:42

you were able to get key stakeholder buy in because this does go a lot better

22:46

and faster if you have that executive sponsorship support.

22:50

What was the tipping point for BMC? Was it more your portfolio alignment with

22:55

better together? Was it more evidence that we were starting to see some wins in

23:01

the field?

23:02

I think it's good selling internally as well.

23:10

And I think my leadership did a really good job selling myself overall and

23:14

really kind of understanding the modern environment.

23:18

And because BMC has been around so long, is really saying, hey, this is the

23:23

modern way of doing business and showing some of the proof points that are

23:28

coming out from all the analyst firms.

23:31

How big the marketplace is getting and how big these transactions. I think

23:35

there's some numbers that cloud workloads and SAS workloads like a third are

23:40

going to go through marketplace by 2025.

23:44

Things like that have really gotten people and again, the team was already

23:47

embracing indirect and know that that's how we're going to grow faster.

23:52

And they just this fit very well into that strategy of this is another indirect

23:57

model that complements both direct and indirect.

24:01

You were touching on CoSEL, which I thought was pretty interesting and pretty

24:09

influential for you to be able to really co-sell, which isn't just registered.

24:13

But it's actually collaborative teamwork and winning together in the field. Can

24:17

you touch on that a little bit?

24:18

Yeah, I think when I first started in this role, we did not have a clear

24:21

message and we didn't have a clear strategy when talking to the hyperscalar

24:26

sellers, right, on a deal transaction level.

24:30

As we all know here, AWS GCP sellers, they have thousands and thousands of ISPs

24:35

that are calling them up.

24:38

So how do you get their attention? And I think the key here was talk their

24:42

language. Don't talk about our technology. Talk about consumption at the

24:46

customer.

24:47

How are you going to get them paid? How are you going to drive consumption?

24:51

Consumption is king and king.

24:54

Go in there with a very consistent message and go in there with a specific ask.

24:59

One is present what our relationship is at the accounts.

25:02

And then two is what's our one ask? We don't bring greenfield accounts into

25:08

those situations where we're just looking to get into an account.

25:12

We do that at the different level, at the vertical level, after there's some

25:16

basically love and some really good wins between the two organizations.

25:20

We're really going there and understand how to talk their language. I've got on

25:24

the first couple calls I got on over a year ago.

25:28

They were terrible. There was just like, how can you help me get into the

25:33

account or there was no real ask. There was no real showing the BMC value of

25:39

how you're going to help that seller.

25:42

Yeah, really having an outside in mentality in regards what's in it for the

25:45

customer, what's in it for the partner. Not just within it for you.

25:49

Yeah, and you got to remember your technical pitch, that's for the customer,

25:52

not for the hyperscaler seller. They don't care.

25:55

Okay, your goal is to get them to open the door or help you get into other

26:00

people within that organization to give your technical pitch.

26:05

Your pitch to them is how you're going to drive consumption.

26:10

Yeah, and so back to disconnecting the dots, just to make sure everyone's

26:13

following.

26:14

You're connecting propensity data to an actual account and then following that

26:19

down funnel for basically collaborative co-set with the partner and then

26:23

ultimately through marketplace.

26:26

Absolutely. Yeah, absolutely.

26:28

Got it.

26:29

And we found the co-selling, they provide a lot of value, everything from just

26:35

information to going in and, you know, and going in hand in hand and pushing

26:39

our solutions.

26:41

So it's across the board and don't discount that information. A lot of times

26:46

they're very strong in the C-suite.

26:49

There's a huge amount of spend that is happening. CFO knows who their hypers

26:53

cale partner is and knows to check your rights out every month.

26:57

So, you know, they can get you in there and get to have some of those

27:00

conversations.

27:02

They also understand what some of those projects are that are being driven

27:05

through the organization that can help your deals or better position your

27:09

pipeline.

27:10

Yep. All right, really good.

27:12

We'll go to you, Christine. What can you tell us about your journey?

27:17

Yeah, it's really interesting because I could amplify several things that both

27:20

Eric and Stephen said.

27:22

So we started in 2015 with the shift to a SAS offering in AWS and we were very

27:27

immature.

27:29

Fast forward to where we are right now. And I would say we're moderate on the

27:34

journey.

27:35

I think we connected the dots because we started with AWS and we had a five

27:39

year head start over GCP.

27:42

We had an intersection at the highest level of executive management within AWS

27:49

and Splunk, which enabled us to, if we were experiencing issues in the field or

27:56

we needed to offer something better financially together.

28:00

We were able to execute on that. And so Splunk is a very I/O intensive workload

28:06

. And to your point, Eric, you know, getting AWS sellers on board with the fact

28:12

that we would burn down EDPs faster.

28:15

They were receiving sales credit for bringing those workloads over. I mean, in

28:19

marketplace, just becomes a natural end to that transaction.

28:24

And I think enabling the sellers in the beginning, a lot of sellers have, you

28:29

know, a lot of concerns about losing control.

28:33

So we had to do a fair amount of enablement around what it's like to accept the

28:37

private offer to make sure that we did for new new Splunk customers on cloud.

28:43

We would do a drive run with the AWS marketplace team to ensure that the

28:47

customer that was going to accept the private offer knew what to do when it

28:51

showed up in their email box.

28:54

I mean, it was some simple things like that, just getting people to understand

28:59

to relinquish that control.

29:01

And for me, I think avoiding that that PO process, which, you know, running

29:06

financial services, some of these very big complex organizations that can take

29:11

a lot of extra time, not having to chase down the fact that we didn't upload

29:16

the invoice correctly into a rebus so somebody didn't

29:19

want to pay it. And having my finance team like say, hey, we haven't had

29:23

payment on something so I mean there's a multitude of things that I think the

29:27

problem has solved but from a go to market perspective.

29:31

We are very refined in terms of just knowing our sellers now know how to

29:36

execute with marketplace and to short circuit, you know, what can be a lengthy

29:42

process or delay deals coming in the door, you know, typically at the end of

29:48

quarter.

29:49

And we have higher greater predictability. And I'll say we do use zoom info and

29:54

obviously we're a tackle customer as well.

29:58

So, I think in congratulations, I think you've been promoted, you know,

30:02

somewhat recently to a global role for global financial.

30:06

Have you noticed variation across the broader team from a regional standpoint

30:11

or different ways that you're covering that global financial market.

30:17

And certainly, I think, you know, for us and probably not a surprise for the

30:23

technology company born here in San Francisco.

30:27

We have the most mature market in the Americas, right, and certainly over a Mia

30:33

and a pack so I think we do a lot more education around the globe.

30:38

You know, our maturity level here in Americas is definitely more mature so I

30:43

think we do more education around the globe.

30:47

You know, for the sellers that participate in supporting our global accounts.

30:51

I think that that's also important.

30:54

Yeah, I think that makes a lot of sense. I think we're probably seeing the same

30:57

thing.

30:58

So last question for me and I'll start, we've got some more chat than your

31:04

questions in the thing here but what probably because I'm in the chat section.

31:09

There we go. Okay. But if we, if you get look forward, like what, you know, I

31:13

know that you're not necessarily in like rev ops and whatnot but like if you as

31:17

best from where you sit going forward, like what do you, what do you predict

31:22

both from from a market trend perspective as well as, you know,

31:26

from your organization around cloud is you feel it, you know, it's going to,

31:29

you know, kind of start to eclipse overall growth and be a bigger part of your

31:33

overall revenue contribution.

31:35

Are you certain to think about more things around partners or PLG strategies?

31:40

So if you could just talk about maybe the next 12, 24 months that way you would

31:44

, you know, predict in the market and within organizations, maybe some of the

31:48

people who thought that'd be interesting.

31:49

So we'll just bring back around the other way, Christine. We'll start with you.

31:52

Yeah, I mean, so we're already greater than 80% of all our revenue and cloud

31:56

versus really what's left is subscription for us and we are going to be

32:01

launching a full SaaS environment on Microsoft Azure.

32:05

We're available today through that marketplace but I expect, especially with F

32:09

SI.

32:10

There's a strong presence of Microsoft in that world. So I think that that will

32:15

open up net new opportunities for us, net new personas and buyers and

32:19

organizations that are interested in having a multi cloud strategy.

32:24

I mean, for FSI, most of the big organizations we work with have a multi cloud

32:29

and hybrid strategy. So I think the complexity of our customers business and

32:35

the diversity that they have chosen.

32:38

We will just have the ability to transact on multiple marketplaces. And I just

32:42

think it's going to be the standard.

32:45

Yeah, helpful. How about you, Eric?

32:48

Yeah, I agree with, I agree with Kristen. You know, obviously, SaaS is growing,

32:54

you know, where it's going to be a majority of the majority of old sales is

32:59

going to be around SaaS and around cloud.

33:03

And I think more and more because these spends with our hyperscal partners for

33:08

from our customers are so high, the marketplace is going to be standard.

33:14

I think the landscape might change. I think JNI is a big deal and the workloads

33:20

and the cost of that.

33:22

The overall spend there under JNI in the cloud might eclipse a lot of the other

33:27

workloads that are happening right now and that might change the landscape.

33:32

But ultimately, it's, I think, more and more marketplaces could be the real way

33:35

to do business.

33:37

That was a good tip. That's our next section is our partner from Google is

33:42

going to talk about gender.

33:44

I and, you know, what the what the predict there. So you've got time hang

33:48

around for that one. How about you, Stephen? What do you think cloud go to

33:52

market looks like for the next 12, 24 months, it's in the flow.

33:55

Continued growth and investment. I mean, we're entirely cloud-based at this

33:59

point. And actually, we have two or three days here in our wall them

34:03

headquarters, where we've invited a handful of hyperscalers to be here to spend

34:09

time to think through their lens to learn their language to orient.

34:13

Our account planning and our co-selling around the motions that they've

34:17

perfected with a number of other parties.

34:19

So it's going to be a huge investment for us. There's a big learning journey

34:23

there. But, you know, just looking at year one performance through the lens of

34:28

what we can see in our tackle platform.

34:31

I'm really encouraged and it's something that personally myself and our CEO and

34:35

our CRO everyone from a go to market perspective is looking to double down on.

34:40

But also providing a lot more inspection around the quality of what we're

34:44

actually building. So it's a really exciting time. And I think there's there's

34:50

quite a bit ahead of.

34:52

Great. Well, let us know we can help. I mean, you know, it's great to have each

34:57

of the hyperscalers in as well. But I mean, we're being asked to get into a lot

35:01

of silksick offs or, you know, mid year reviews and giving our

35:05

multi cloud perspective as well as, you know, we feel like we're pretty solid

35:09

practitioner at doing this well at scale. So that goes for anybody on the panel

35:14

, any other customers out there.

35:16

You know, we've been having a plug in. We are, you know, looking at more

35:20

proactive ways to identify companies that fit a certain profile that have the

35:25

right attributes.

35:27

We need to get smarter. We infuse our entire account management team with lots

35:31

of information and insights about what's happening in their book. And we're

35:36

always looking for signals, right? That's something that we embed into our

35:40

product, which allows you to sell above the free to have a different message

35:45

and, you know, be more proactive with the things that matter to your customers

35:48

or orient around the way that their business is changing.

35:52

So it's something that we will probably certainly look to tackle to infuse more

35:56

intelligence around our go to market in terms of where we can spend time pro

36:01

actively.

36:02

Love it. Okay.

36:04

So I do have a couple of questions here that maybe I'll just dole out singly.

36:09

What is a meaningful deal size for an AWS seller to do co cell.

36:14

So I can offer some comments. I think what we found, I hate to say it depends,

36:25

but in a way it does.

36:27

When you think of where the customer is in the renewal timeline as it relates

36:32

to, in our case, converting a customer growing workloads and cloud.

36:37

It can be in it depends answer. Like I've seen, you know, $100 million, five

36:42

year EDPs.

36:44

And, you know, depending upon the size of the workload, if you're a seven or

36:49

eight figure contributor to the burn down of that EDP, obviously they're going

36:54

to get, we're going to get their attention.

36:56

So we're running behind, you know, a lot of times companies sign up for more

37:00

than they can digest, especially FSI because of all the regulatory process it

37:06

takes to get into cloud.

37:08

If they're behind, and this is an opportunity to accelerate that.

37:13

And then we've had that opportunity to have an impact. So I would just say ask

37:20

questions around, you know, the timing of it, the size of it. Are they running

37:23

ahead or behind schedule because we've also seen situations where we're within

37:28

six months of a client renewing and it is not material because they're in the

37:33

process. Yep. Yeah, good answer. All right, I'll give you the last one. Curious

37:38

because I got a rabbit two minutes curious to understand from which each, which

37:42

cloud platform you sell through and for those who sell through multiple cloud

37:47

farms are you seeing

37:48

greater success on one cloud versus another. And if so, why? It's a little bit

37:51

of a loaded question to be careful. I answer this.

37:56

Do you want me to start us off, Jake? Sure. Sure. Yeah, so for us, it's AWS and

38:01

GCP. We got a head start with AWS. So we're a little bit further ahead there.

38:07

But those are the two primary marketplaces that we're selling through today and

38:11

obviously a number of other burgeoning relationship.

38:13

Yep.

38:14

But

38:16

I believe some time for the other folks. Eric, yeah, I would concur with that.

38:21

We started on AWS first. So the offering is more robust. GCP came about five

38:27

years later, and then we're going to accelerate into a SaaS offering on Azure

38:32

in the near term so

38:34

and it's really about the timing of investment and you get a little bit of a

38:40

head start.

38:41

And it's interesting. Same here. It started AWS and now GCP. Those are our main

38:49

terms of marketplace. We're exploring Oracle right now because they are SaaS

38:54

provider for us and platform for us.

38:59

And and and Azure sometime in the future. But right now, AWS and GCP and we've

39:03

seen we've seen GCP is is hungry in the market because they're, you know, the

39:08

playing catch up a little bit today, WS market and they seem hungry and really

39:13

leaning in and are have some really, really big accounts.

39:18

Great.

39:19

All right, well, we're almost in time here. I just wanted to thank you again

39:22

for for joining us today. I thought that was pretty interesting to hear where

39:26

everybody's at and in real world when we're all trying to drive numbers and hit

39:30

revenue goals. And so, hopefully that brought, you know, kind of cloud go to

39:35

market for the audience out there.

39:36

I do just wanted to, you know, have a call to action for those that have joined

39:39

us today. Like our engagement model is to go through, you know, kind of a

39:43

maturity assessment. And so if you're interested in learning more about how and

39:48

where tackle can help, you know, that's kind of our

39:51

gauge and model reach out to us and we'd be happy to, you know, help educate

39:56

you and the executive team on how to get going here. So thanks everybody for

39:59

joining today and have a good rest of your Tuesday. Thanks everyone.

40:03

Thank you.

40:05

Thank you.

40:07

Thank you.

40:09

Thank you.

40:11

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