Partner Insight Newsletter

Why C-Suite Is 2X+ More Likely to Deploy Agentic AI With Partners

AvePoint grew SaaS 37% as channel hit 57% of ARR — and costs fell 3 points. Dai Vu keynotes our biggest GCP event on March 24. Plus: Workiva’s CEO…

Mar 3 • Roman Kirsanov

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February 2026

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

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

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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 • Roman Kirsanov

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January 2026

$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

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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

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December 2025

Snowflake's $2B AWS Marketplace Year: The New Economics Behind It

45% of revenue flowing through one marketplace is the real signal. Plus: Palo Alto’s +$500M run on GCP in ~8 months — and how multi-million AI “commit…

Dec 22, 2025 • Roman Kirsanov

5

Marketplace adoption in SaaS jumps 34% → 40%

Riot Games cut procurement 100 days → 30 and set a 90% Marketplace target. Inside: what we learned in London from Zscaler’s $1B AWS Marketplace…

Dec 16, 2025 • Roman Kirsanov

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9 AWS re:Invent Marketplace Signals to Rewrite Your 2026 Cloud GTM

Up to 4–5X larger deals on AWS Marketplace and Salesforce’s $2B→$3B jump – re:Invent signals, IT spend shifts, and real AI ROI. Plus our London AWS…

Dec 9, 2025 • Roman Kirsanov

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