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14/14 wins ran through partners + Marketplace SPIF plan
How Workiva made partners the default. JFrog’s $243M cloud growth (marketplace as a lever). Plus a copy-paste incentive framework to get sellers…
Feb 24
•
Roman Kirsanov
2
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90% Channel. 50% Co-Sell. Inside Dynatrace's $1B Marketplace Playbook
Who really sources marketplace deals? Why 79% of CEOs are doubling down on alliances in 2026. Plus: ex-AWS leader who trained 100s of CROs joins our Feb…
Feb 16
•
Roman Kirsanov
3
$531B → $900B in One Quarter: The Cloud Commit Jump (and the Marketplace Play)
AI just pulled cloud budgets forward. Google Cloud partner AI revenue jumped ~300%, and AWS hit its fastest growth in 13 quarters. Plus live webinar and…
Feb 13
•
Roman Kirsanov
5
ServiceNow's Partner Math: 1 SI = 11% of Revenue (+$4.7B Cloud Commits)
Why cloud sellers ignore most pitches (and the 5-minute fix). Plus: Microsoft hit $625B backlog, Azure grew 39%—and why agents are the new apps.
Feb 2
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Roman Kirsanov
6
$2.52T AI Spend in 2026: 3 Growth Drivers + Marketplace Playbook
Inside: the 5-lever seller adoption playbook for marketplaces—and why McKinsey says tech services face 20–30% compression and up to $400B expansion by…
Jan 26
•
Roman Kirsanov
6
1
Make Marketplace MEDDPICC-Native (So Sellers Use It)
Stop firefighting Marketplace deals—install a repeatable Cloud GTM system. Plus: the buyer one-pager that turns “Buy on Marketplace” into an easy…
Jan 20
•
Roman Kirsanov
6
How Datadog Hit $2B on AWS Marketplace (9 Tactics You Can Copy)
Datadog turned marketplace enablement into repeatable $2B-scale execution. Plus: AWS Agent Mode’s “agent-led buying” previewing the future of…
Jan 12
•
Roman Kirsanov
3
$531B. 62%. $2B. Three numbers shaping Cloud GTM in 2026
Why S&P calls marketplaces AI’s “predominant” distribution channel. What 2025’s $2B Club reveals about winning Cloud GTM — and a live workshop on Jan 12…
Jan 5
•
Roman Kirsanov
4
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Partner Insight Newsletter
Learn Cloud GTM and partnership playbooks of the top SaaS companies. How they accelerate their growth in cloud marketplaces of AWS, Azure and Google Cloud.
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