Tackle 27 min

Revenue Playbook: How Wiz Tackles Cloud GTM


Hear how Wiz started and scaled its Cloud GTM strategy and how they’ve grown revenue from their first listing to building operational excellence.



0:00

(upbeat music)

0:02

- A little bit about today's topic

0:04

where I pass over the mic to Stryker and Scott,

0:08

our goal is to really shed a spotlight

0:09

on the story of how Wiz scaled their Cloud GTM

0:13

while giving you some actionable tips

0:14

and best practices along the way.

0:16

So over the next 20, 28 minutes,

0:18

we're gonna cover a quick crash course

0:20

on what is Cloud GTM.

0:22

Share how Wiz built a foundation

0:23

for successful Cloud GTM growth,

0:25

scaling from one million in ARR

0:27

to hundreds of millions in record breaking time,

0:31

covering the challenges that they faced

0:32

and the women scaling and then how they overcame them.

0:36

And then last of all,

0:36

walk through the role that Cloud GTM has played

0:39

during the recent economic shifts

0:40

that we're all going through.

0:41

So, and probably a few more things along the way.

0:44

So without further ado,

0:45

I'll turn it over to Stryker to handle introductions

0:47

and leave the discussion.

0:49

Thanks, y'all.

0:49

- Thanks, Michael, appreciate that.

0:52

And I think that I agree with that five to one translation

0:56

between working at a normal software company

0:58

versus a startup Scott.

0:59

I think that you might agree with that as well.

1:02

- Yeah, as well.

1:03

- Let me get in here in the beginning.

1:04

I'm joking.

1:05

- Great to see everybody.

1:08

I'm Dave Stryker.

1:09

I lead the Cloud Go to Market sales team here at Tackle.

1:12

I've been with the company for just about four years now.

1:14

Most of that has been as an account executive

1:17

on our sales team.

1:18

And recently we have this new charter here

1:21

where my group is really focused

1:23

on facilitating the Co-Sail relationship between Tackle

1:26

and the hyperscalers.

1:27

So really excited to host the conversation today.

1:31

And Scott would love for you to introduce yourself

1:33

to the group and maybe a little bit

1:34

about your background as well.

1:36

- Sure.

1:37

So my name's Scott Sumner.

1:38

I lead the Global Strategic Alliance's here at WIS.

1:42

I have responsibility for all the hyperscaler partnerships

1:46

and all of the tech alliance partnerships.

1:48

They all fall underneath me.

1:50

So my background, I did a stint at CrowdStrike

1:53

and Palo Alto where I also did a similar function.

1:58

- Awesome.

2:00

So we got a real Cloud Go to Market OG here with us today.

2:03

So speaking of the term Cloud Go to Market,

2:07

what does that really mean?

2:08

And kind of what is Tackle's perspective

2:10

on what that means to the market as well?

2:12

Cloud Go to Market is really about the strategies

2:16

that a software company employs

2:18

is to leverage the cloud provider ecosystems

2:21

and ultimately drive revenue.

2:23

And the drive revenue portion is something

2:25

that we work tirelessly here at Tackle

2:27

to make sure is really the output metric

2:30

of the measurement of all that our customers

2:33

and prospects and software companies abroad

2:35

are doing on a day-to-day basis with the cloud providers.

2:37

And what we know and have come to understand

2:40

is that this is almost always going to be a mix

2:43

of people, processes and technology.

2:45

And we also know that it is always gonna be cross-functional.

2:49

Of course, it starts oftentimes in alliances.

2:52

There's a very, very quick connection there to sales,

2:55

marketing, operations and even finance.

2:57

So really Cloud Go to Market encompasses

3:00

all of those different functions

3:01

within the four walls of a software company

3:04

and how effectively they're able to align

3:06

on actually executing on this massive opportunity.

3:09

And that is really what our goal is at Tackle.

3:11

And that is to put our customers and our prospects

3:15

in the best possible position to execute on the opportunity.

3:18

And this is fueled by the consumption of cloud services,

3:22

continuing to go up into the right at a crazy pace.

3:25

And these ecosystems and these channels

3:29

are seemingly becoming more powerful

3:31

on a daily, by a daily basis.

3:33

And really in the nearly four years

3:37

that I've been working at Tackle,

3:38

the way that ISV's interact with the cloud providers

3:40

has evolved in a tremendous way.

3:42

And we're gonna dive into that a little bit more here.

3:45

Personally, I consider it to be a privilege

3:47

across my time at Tackle

3:49

to work with so many different software companies

3:51

with different approaches and products and target buyers.

3:56

And they've all played a role,

3:57

not only in shaping our product and service

3:59

and kind of helping us see around corners

4:01

of what comes next for our customers,

4:03

but also really holistically being bar raisers

4:07

for the market and really defining

4:09

what Cloud Go to Market is

4:10

and establishing all of the opportunity

4:13

in the software world to execute on these.

4:15

So without a doubt,

4:17

one of the companies that is joining us today, WIS,

4:20

is one of those bar raisers.

4:21

And we're gonna dive into a few different aspects

4:24

of their journey as a software seller

4:26

and selling through the clouds.

4:27

And really kind of looking at that at different phases.

4:29

So Scott, I know this goes without saying,

4:33

but thank you as always for the partnership.

4:34

It's been a great ride between our two companies

4:37

and I feel privileged to have had,

4:40

along with a cast of All-Stars at Tackle,

4:43

the ability to work with you guys over time.

4:46

- Yeah, thanks.

4:46

I really appreciate that.

4:48

Our partnership started way before I was at WIS as well.

4:52

So thank you for everything that you've been doing.

4:55

Yeah.

4:56

- Awesome.

4:58

I think as a way to get started,

4:59

I think it's useful to maybe go back to the beginning,

5:02

maybe chapter one at dollars,

5:04

zero of marketplace revenue for WIS.

5:06

We hear a lot about, you know, WIS was the fastest

5:10

software company to get to $100 million in ARR,

5:13

congratulations on that.

5:15

There were some recent press out that kind of shows that,

5:18

you know, nine months later, you were at $200 million.

5:20

So there's obviously been a lot of growth,

5:23

just to set the table in the foundation.

5:24

What did WIS look like when you walked in?

5:28

And this was really something that you guys

5:30

were just getting started with.

5:31

- Yeah, thanks for the question there.

5:35

So I joined in July of 2021.

5:37

We had no marketplace listings.

5:40

We had a contract with Tackle

5:41

and I specifically remember my boss,

5:45

and after we go through the onboarding saying,

5:47

if you could just get one marketplace listing up and running

5:50

in the first year, that would be amazing.

5:53

And I was kind of like one,

5:54

like we can crank these things out.

5:56

Having Tackle also made it super easy.

5:59

We were able to literally get all three marketplaces

6:03

built across the hyperscalers within hours.

6:07

So that was kind of us getting off to the races.

6:10

I remember setting up Google.

6:13

You called me the next day, said,

6:15

"Hey, we haven't signed a contract with you guys yet for Google."

6:17

So we immediately took care of that.

6:20

And literally within a few weeks,

6:23

we were educating our sales staff,

6:25

which I think was roughly 40 at the time.

6:28

And I wanna say that our first deal was a $1.3 million burn down

6:33

that happened roughly a month and a half later.

6:38

And from there, we were off to the races.

6:41

As of today, roughly 50 to 60% of all of our revenue

6:45

goes through the marketplaces.

6:46

So I think that the power is kind of evident.

6:51

I didn't share this with you,

6:54

but as we were building the marketplace listings,

6:56

I asked the marketing team to help out.

6:59

And I remember telling one of the marketing individuals

7:02

like how important this marketplace was.

7:04

I said, I bet next year,

7:05

we will be, I'll be calling you and telling you

7:08

that we transacted 25 billion.

7:10

We did that within three months, I think.

7:13

And just, it was an amazing thing

7:15

to be able to show the company the value of the marketplaces.

7:18

So that was it in a nutshell from the beginning

7:22

just to take off.

7:23

So with your--

7:24

- Awesome, yeah.

7:25

It's interesting to kind of see how fast things have grown

7:28

and kind of where it started

7:30

and where it's evolving too.

7:34

As you were starting to dive in,

7:36

you mentioned like how fast 25 million came for you guys.

7:38

Obviously there was an enterprise focus there

7:40

and, you know, Wizz does transact deals

7:43

in the tens of thousands.

7:44

They also, you know, transact deals

7:46

and seven, eight figures as well.

7:49

But as you were really building out

7:50

your go-to-market strategy through the clouds,

7:52

what were some key areas of focus that you wanted

7:56

to start with as kind of the foundation

8:00

for the way that you wanted to build?

8:02

- Well, we had to be able to make sure that it lying properly

8:06

with how we were compensating our sales individuals, right?

8:09

Because there was a lot of talent on our sales team,

8:12

but not a lot of marketplace knowledge.

8:16

So we wanted to make sure that they were comfortable

8:17

with how we were able to get them paid

8:21

whenever a deal would close.

8:22

And as most of us know on this call and the listeners,

8:25

it's kind of difficult sometimes

8:27

to, you know, show a booking that occurs.

8:30

So having technology in place to like tackle,

8:34

to be able to, you know, quickly give us the ability

8:37

to show a receipt and things like that really helped out.

8:41

So aligning it with the business.

8:43

And then as we grew the business,

8:46

we changed the way that we were going to market

8:48

and we have a three-pronged approach currently,

8:51

which is really going to business

8:53

or going to market with resellers,

8:54

going to market with hyperscalers

8:56

and going to market jointly with hyperscalers.

8:59

And traditional resellers.

9:02

- Yeah, it's an interesting path.

9:05

And when a lot of other tackle customers

9:07

are focusing on like that partner plus cloud provider approach,

9:12

what were some learnings that you had there

9:14

as like you're talking about a traditional channel

9:17

and then maybe the evolution towards

9:19

a relatively new age channel as well

9:21

and kind of bringing those two worlds together,

9:22

which I think that you guys have done pretty effectively.

9:26

Was there resistance in the beginning?

9:28

Like was there a lot of selling that you had to do

9:30

to get that off the ground?

9:32

- Well, you know, it's a long-term process, right?

9:35

It's like the landscape changes all the time.

9:39

You have to keep up with what the hyperscalers are doing.

9:42

And sometimes there's misinformation, you know,

9:44

originally the number one hyperscaler

9:46

that had this action was AWS and there was a fee

9:50

and a lot of traditional resellers were turned off

9:53

because of that.

9:53

So we have to go back and re-educate them

9:55

that the fee is no longer there.

9:56

So it's just a constant enablement that we do

10:01

with our partners and on both sides to help them understand

10:05

where both resellers and hyperscalers can meet in the middle

10:09

to do what's right for the customer

10:11

and be the best that they can be.

10:13

I firmly believe doing this with resellers

10:16

is something that is a bit of a game changer for us.

10:20

That allows us to open up doors

10:21

that we didn't even know were there

10:23

across both go to markets.

10:26

So.

10:28

- Yeah, a really good example also

10:29

of like the constant communication with the cloud provider

10:31

and like working with them to kind of clear the path

10:34

towards mutual success and they were fully bought in there.

10:37

So that's a really good example.

10:39

As we look towards the million dollars towards

10:43

and through a hundred million dollars in revenue,

10:46

you guys really started to change your mindset

10:50

and measuring marketplace,

10:52

not just in an overall dollar value goal,

10:55

which I know that you guys have,

10:56

but really communicating and talking about it

10:58

as a percentage of your overall revenue.

11:01

We believe this is totally the right way to approach it

11:04

and totally the right way to look at it.

11:06

But what are some key metrics

11:08

that you were finding in your early revenue

11:11

through marketplace that kind of draw not just yourself,

11:14

but also sales leadership and operations leadership towards,

11:17

wow, this is a really efficient way to sell our software.

11:19

And we wanna start to think of this

11:21

as we wanna do X percentage of revenue through marketplace

11:26

and not just an overall revenue number.

11:28

- So early on, whenever we had a small number

11:34

of really talented sellers and we were educating them

11:38

on the marketplace, I told one of our top sellers

11:41

about the burn down that customers get

11:43

if they have a commit contract.

11:45

And I remember the seller saying to me

11:47

that that's too good to be true.

11:49

Why wouldn't everybody be doing this if that were the case?

11:52

They just, again, it just shares, you know,

11:54

not the lack of knowledge, but the fact that people

11:57

are focused on different things

11:58

and you have to continue to enable them.

12:00

So sometimes we lose sight of this today.

12:03

We're now 850 people.

12:05

I don't even know how many sellers we have today,

12:07

but in order to maintain the level of knowledge,

12:11

we have to continue to go back

12:13

and tell them similar things over and over.

12:16

So I think that that's one facet of it.

12:18

And then you mentioned about getting zero to a 100 million ARR,

12:24

a third of that revenue came through the marketplace.

12:26

And we weren't even talking about the 100 million.

12:28

I feel like until a few months before we actually got there

12:32

because we had line of sight.

12:33

And I know that it was something that was also

12:36

because of the marketplace.

12:38

We would have gotten there eventually,

12:40

but the marketplace just allowed us to make that happen

12:43

much faster.

12:44

And then of course you mentioned some press out

12:48

the top as of yesterday that talks about

12:50

doing 200 million nine months later.

12:52

The marketplace was totally an enabler for that to happen as well.

12:56

So you start to get people that believe

12:59

that this is really something that can happen.

13:02

And then what dovetails into that is

13:05

whatever the hyperscalers start to lean in

13:07

and provide you leads and things like that.

13:11

The motion really starts to happen much, much quicker.

13:15

And then finally, kind of the good nail in the coffin

13:19

is whenever you have a CISO for a nine digit deal

13:21

you and your leadership, if you weren't in the marketplace,

13:25

you may be the best product, but I was not going to be able

13:27

to purchase you.

13:28

So those three factors kind of culminating at the same time.

13:32

I think we're instrumental in helping our leadership

13:36

see that this is really a great avenue to go to market

13:39

that we need to embrace and move forward with.

13:42

- Yeah, that's really good insight.

13:45

And like there's a few things that I think

13:47

are coming through there.

13:48

Like number one, like measuring and understanding

13:52

the value of doing the deal through marketplace

13:55

and the fact that it tends to close faster

13:58

for a larger dollar amount and for longer entitlement,

14:01

using that momentum to kind of fuel the interest with sales.

14:05

And then you mentioned around interacting

14:07

with the cloud provider from a co-sell perspective.

14:10

This is obviously such a huge area of focus

14:12

for the cloud providers.

14:13

It's been a huge area of focus for TACL

14:15

and the growth and development of our platform

14:17

services portfolio.

14:18

Tell me a little bit more about how those things

14:22

coming together to really help sales

14:24

execute in a better way.

14:25

Yes, we know that marketplace transactions

14:27

are more efficient from a revenue perspective.

14:29

Yes, we know that there is a path for us to interact

14:32

and co-sell with the cloud provider.

14:34

And that leads to your sellers leaning in

14:36

and actually buying into this process.

14:39

- So all the stats that we all know about

14:41

how it shortens cycles, they have budget,

14:46

all of the deals are bigger.

14:48

We have all of that in spades.

14:52

We can show the data to our leadership

14:54

and whenever the hyperscalers talk about it, it is true.

14:59

There's no if answer about that.

15:02

The part that I feel like doesn't get talked about enough

15:05

is the co-sell motion.

15:07

And if I had to do this all over again,

15:09

I would focus a lot more on the co-sell foundation.

15:13

We are doing quite well now with co-sell,

15:16

but talking with other companies

15:18

that have been doing this for a bit longer,

15:20

you can totally see a revenue jump in marketplace

15:25

with the amount of focus that a company puts on the co-sell

15:29

that they do with the hyperscalers.

15:32

We are born in the cloud.

15:33

This is born in the cloud.

15:34

All of our customers are in the cloud.

15:36

It makes sense that the more that we do

15:39

with the hyperscalers from a co-sell standpoint

15:41

is gonna drive the motion that we're looking for.

15:44

And I think everybody on this call,

15:46

all of the individuals out there know that the marketplace

15:51

is like the culmination of where all of the hyperscalers

15:54

would like the motion to go.

15:55

So leaning in on co-sell and making sure

15:58

that that's something that we do to the best of our ability

16:02

is gonna just increase the amount of marketplace

16:06

that we are the transactions that we have

16:08

through the marketplace.

16:09

- Awesome.

16:11

Yeah, and you mentioned this question came up

16:13

as well in the chat of around,

16:15

like are you a born in the cloud company?

16:17

Yes, like you are a cloud native company.

16:18

Your customers are cloud customers.

16:21

Something else that I think is interesting to note

16:23

is we kind of talk a little bit more and move towards

16:25

like your interactions with the cloud provider themselves.

16:28

You're in the cloud security space,

16:30

Wiz is fully leaning in from a product perspective also

16:33

to the AI movement and the migration of workloads

16:37

as part of those initiatives and activities

16:39

across the corporate world

16:40

and helping those migrations happen securely

16:43

as well.

16:44

So talk a little bit about like the alignment

16:46

that you have from product perspective

16:48

with the cloud provider and with the cloud providers,

16:50

I should say, and kind of the way that your conversations

16:53

with them have evolved from the beginning of the journey

16:56

to where they are now.

16:57

- Yeah.

16:58

This is probably instrumental as well

17:01

because being a technical company,

17:04

we're pretty product led.

17:06

I'm not sure this is the right motion for everyone

17:09

that's listening here,

17:10

but it's super important for us to be in lockstep

17:13

with what the hyperscalers are going to be releasing

17:16

from a product perspective.

17:18

And usually whenever you talk to them,

17:19

they're very open with you about like,

17:20

we're gonna build this.

17:21

So you don't build this as well.

17:23

You build something that can augment what we're going to build

17:26

to bring additional value to the customer.

17:29

'Cause let's face a lot of times they have to build things

17:31

to be able to compete in their space

17:33

and check boxes that are required for various reasons.

17:36

So I think it's super important for you to continually lean in

17:41

and try to figure out like,

17:43

what programs can I take advantage of

17:45

within the hyperscaler?

17:46

And a good case and point of this is the competencies.

17:51

The competencies actually provide a level playing field

17:55

for startups, right?

17:57

So if I'm a hyperscaler seller

18:00

and I get told by my customer

18:02

that I'm gonna purchase Wiz for instance,

18:06

they're probably gonna go back

18:07

and look at their competencies and say,

18:09

okay, so I've never heard of Wiz perhaps.

18:12

I'm gonna look across my competencies

18:14

and then they see, oh, Wiz is in the competency as well

18:16

as some of the larger competitors.

18:18

I'm gonna go ahead and bless this with the customer

18:20

because I don't have the capability to keep up with everything

18:24

but I trust that this competency of my hyperscaler

18:28

is the one that says that this product is good enough.

18:30

So I'm gonna go ahead and bless this for my customer.

18:33

I don't know if that's exactly where you were going

18:35

with the product piece, but I think it's,

18:37

from our perspective, it's super important

18:38

to be a lockstep with what's coming,

18:41

participating in what's coming.

18:43

A lot of times they need a partner to lean in

18:47

and help get something over the line.

18:49

We'll do things with the hyperscalers

18:51

even if it may amount to a very small thing,

18:55

a very small like go-to-market process in the beginning.

18:58

If you get to a point where you can do that with them,

19:01

I think that it comes back in spades

19:03

because normally you're on the radar as a partner

19:06

that they wanna work with and that changes the game as well.

19:10

- Yeah, that's super interesting.

19:13

I think it actually speaks to the experience

19:15

that you went through and what we hear all the time

19:18

from the alliances functions at software companies.

19:20

It's really pretty multifaceted.

19:23

Like yes, you have to have an ION cloud

19:25

and you have to have an ION go-to-market

19:26

and how you're gonna drive revenue

19:28

and leave flow through the clouds,

19:29

but also it's around product alignment

19:31

and what is the better together story between

19:34

that particular ISV and the cloud provider

19:36

and really what is the message

19:37

that you're gonna be coming to market with once you are

19:39

in those co-cell situations.

19:41

So really, really good insights there.

19:43

As your revenue started to grow,

19:47

as the volume of transactions started to increase,

19:50

obviously this puts stress on the system.

19:52

Wiz has been super willing,

19:57

I think at least from my perspective

19:59

to invest in the business

20:00

and like you have a team around you now

20:02

that helps facilitate co-cell in the field

20:04

and making sure this is all working,

20:06

talk a little bit about the operational toll

20:08

of a growing channel

20:10

and kind of the different or the combination

20:13

of the people process and technology

20:15

and really the need to scale efficiently.

20:18

Of course, you were able to add a head count,

20:21

like you weren't able to add 50 people.

20:24

So kind of talk about the way

20:25

that you manage that operational strain

20:27

as you started to grow.

20:28

- So initially it was all hands on deck, right?

20:33

There were several people on my team

20:34

that were building private offers as much as

20:38

we didn't have an operations person initially.

20:40

So part of the role was for everyone

20:44

to maintain the private offers

20:48

that were coming through the system

20:49

for their geographic location.

20:52

Now we have an operations,

20:53

a single operations person

20:55

that handles all of our private offers

20:57

and we do hundreds of millions of dollars.

20:59

The automation aspect was key.

21:03

Like had we not had the automation in place from day one,

21:07

it would have caused a ripple effect

21:09

of probably not being able to scale as fast.

21:12

And I say that because there's multiple components, right?

21:15

I talked a little bit about having the ability

21:17

to share with a salesperson.

21:19

You're gonna get paid like you've always been getting paid

21:21

because that's a huge thing, right?

21:22

If I'm a salesperson,

21:23

I get compensated on a biweekly,

21:25

which is what we did in the beginning.

21:28

They're gonna wanna make sure

21:28

that they still get their biweekly,

21:30

especially if these are nine figure deals.

21:32

So giving them the, you know, the feeling,

21:35

the knowledge that all of that's gonna be in place

21:38

for them is super important.

21:40

And then you have to work with the finance team

21:42

in order to have the finance team be comfortable

21:44

accepting these massive amounts of bookings

21:48

and in a format that they've maybe never seen before.

21:51

You remember this in the beginning,

21:52

our finance team was not aware of private offers

21:56

and how they function.

21:56

So getting to the point where they were comfortable

21:59

with how all of that worked,

22:00

you guys were instrumental in making sure

22:02

that that was something that they were comfortable with as well.

22:05

So you have to have those components in place.

22:07

The automation really makes that super important

22:09

because then there's less ways for things to fall

22:12

through the cracks and makes the finance people

22:14

much more comfortable.

22:15

And it allows you to scale much, much, much faster

22:18

and having the single person

22:21

that does all of our private offers today.

22:22

I don't wanna tell you that it's the end all be all state

22:25

'cause as we grow, we wanna push that down into the sales work

22:28

so that they can actually be the individual

22:30

to create the private offers themselves.

22:31

But as we move forward, we're always looking for more ways

22:36

to scale this automated even better.

22:40

And I think that a platform like yours

22:44

is actually what allowed us to do that.

22:46

So thank you.

22:47

Not to be a substance.

22:50

- Appreciate that level of feedback.

22:52

But I think it just speaks to how multifunctional this

22:57

actually is and you mentioned finance.

22:59

We love and finance is happy, especially at the end of a quarter.

23:01

So that's obviously something that's super important.

23:04

We have a few minutes left.

23:05

I'd like to kind of switch to a little bit of current events.

23:09

And like I think that everybody right now

23:12

that sells software for a living

23:14

is probably on some days looking up and thinking

23:17

that there could be easier things

23:19

that they could be doing with their life.

23:20

But we're still all committed to doing this thing

23:22

called selling software.

23:24

Even when that does mean we have to do it

23:26

in an economic downturn.

23:28

And talk a little bit about how Wizz's business

23:33

has been affected maybe over the last 12 to 24 months.

23:36

And the role and the level of focus

23:39

that your motion that you've established

23:42

with Cloud Go to Market has really affected

23:43

and kind of helped you guys get through that.

23:46

- Perfect.

23:48

So I would tell you we're fortunate.

23:49

We've been able to,

23:51

whether this economic downturn better than some

23:54

and the marketplace has played a big part in this as well.

23:59

Like we've seen a lot more credit card transactions

24:02

that maybe weren't taking place before.

24:04

Just being able to meet the customer

24:07

where they need to be able to purchase,

24:09

like they want your software.

24:11

They want the capabilities that you have.

24:13

Having all of these options at their disposal is fantastic.

24:17

The ability to go through a reseller is fantastic.

24:19

The ability to give them monthly, quarterly,

24:23

you know, we can get all kinds of crazy

24:25

on the billing aspects.

24:26

That flexibility, if we didn't have that,

24:29

I think some customers would potentially not be able to purchase

24:33

was in this type of economy.

24:35

So it's super important to be able to leverage

24:37

the market places in that manner.

24:39

- Yeah, of course you're referring to the ability

24:43

for a credit card to be linked to a marketplace buyer account,

24:46

which I think is speaking to the clouds really reacting

24:49

and making it as easy as possible

24:51

to buy software through marketplace.

24:53

So I think that that's a really, really good piece

24:56

of feedback there as well.

24:58

Just a couple minutes left, I want to put yourself,

25:02

and I promise like to the Whiz leadership team,

25:05

I'm not stealing Scott away,

25:06

but let's pretend you're a consultant for a second

25:08

and one of your good friends or peers

25:10

is starting to do this at a much smaller software company

25:13

and kind of starting from ground zero.

25:16

What are some things that you would recommend

25:19

that are must-haves or key takeaways

25:22

as you're advising one of your peers

25:23

on a way to get started with this?

25:25

- So I'm not, there's no pretending here

25:27

'cause some of my peers actually call me

25:28

and I do help them get their marketplace to send up.

25:30

So I would tell you one of my peers, good friend of mine

25:35

got the marketplace going and one of the hyperscalers,

25:39

they called me and said,

25:40

"Hey, nobody's coming to the marketplace to buy."

25:42

And I'm like, "No, no, that's not how this works."

25:44

We don't use our marketplace as an advertisement

25:47

to go to our marketplace and purchase there.

25:50

It's a transaction vehicle for us.

25:51

We do only private offers with bespoke offerings, right?

25:54

So that's our current model.

25:56

We may evolve that into something that's more or less bespoke,

25:59

but as it is today,

26:01

the marketplace is just a transaction vehicle for us.

26:03

And I think that that's how people should approach it

26:05

because putting all your eggs in the basket

26:08

that if you put something there, they will come.

26:11

That's not gonna be the case.

26:12

I don't know of anybody that has come to our marketplace

26:16

listing and said, "I'm gonna buy a whiz,

26:18

let me call them up and see how that goes."

26:20

That's just not something we even look for either.

26:22

So it's not a motion that we prescribe.

26:25

So I hope that that helps those out there

26:27

that are listening.

26:28

One negative information.

26:32

- Yeah, and at the last point to make there

26:33

is around co-selling early you and I

26:35

have spoken about that before,

26:36

like kind of building that into your foundation

26:39

from the good. - Super important.

26:40

- Yeah, super important.

26:42

- I appreciate that feedback.

26:44

Like speaks to their earlier point,

26:45

there's lots of different motions for marketplace.

26:47

Whiz is enterprise focused, private offer driven.

26:50

We have customers as well that are more focused

26:52

in the product led side and the marketplace

26:54

is presenting opportunities for all different.

26:56

Thank you, Scott.

26:58

Michael, I'll turn it back over to you.

27:00

- For sure.

27:01

Lots of words of wisdom right there.

27:03

Thanks for joining us y'all.

27:04

Y'all may be wondering now that the session's over.

27:06

What's next?

27:07

So I'm gonna drop a couple links in the chat.

27:10

If you'd like to learn more about tackles,

27:12

helping 550 plus ISV scale their cloud GTM strategy,

27:16

and then another link if you'd like to learn

27:17

about the great things that Whiz is doing.

27:19

So check it out in the chat there

27:21

if you'd like to learn more about tackle or Whiz.

27:23

But once again, huge thank you to Scott Stryker

27:26

for leaving the session.

27:27

And of course, thanks to all of you for listening in.

27:29

And we're grateful you chose to spend part of your day with us.

27:32

We'd love to bring us to you to join us in two weeks

27:34

as we have Dratas VP of business development.

27:37

Join us to share how you can scale your cloud GTM strategy

27:40

even in an economic downturn.

27:41

So yeah, thanks again, Stryker, Scott.

27:44

Hope everyone has a wonderful day

27:45

and we'll see y'all next time.

27:47

Thank you.

27:48

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27:51

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27:53

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27:56

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