Partner Insight Newsletter

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…

8 hrs ago • Roman Kirsanov

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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

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$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

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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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November 2025

Microsoft partners earn $6.26 per $1 on Marketplace: Capturing the multiplier

What Ignite data reveals about marketplace-first enterprise buyers, >75% faster deal cycles, and 3.5X channel growth on Microsoft Marketplace. Plus an…

Nov 26, 2025 • Roman Kirsanov

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7 Seller Coaching Tactics to Convert $531B Cloud Commits into Marketplace Revenue

How alliances train reps to use cloud commits and co-sell to win bigger deals. Also: BCG’s latest software-cost data, Microsoft Ignite marketplace…

Nov 18, 2025 • Roman Kirsanov

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7 Co-Sell Tactics That Separate $1B Marketplace Winners

Jay McBain keynote + co-sell panel takeaways from our last AWS MP event. Plus seller coaching webinar on Nov 12: turn $531B cloud commits into revenue.

Nov 11, 2025 • Roman Kirsanov

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Cloud Commits Blow Past $500B to $531B, Adding Record $63B in Q3

AWS/Azure/Google Cloud commits decoded. Plus get seller scripts to turn them into Marketplace wins on Nov 12.

Nov 4, 2025 • Roman Kirsanov

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October 2025

Your Marketplace Revenue Isn’t Scaling? Here’s the Org-Wide Fix.

The exact internal asks and moves for Sales, Marketing, Finance, Product—to make Marketplace scale. + Oct 30 AWS MP event— $1B MP leaders share the…

Oct 28, 2025

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ISVs Source 45% of Marketplace Deals—Why Co-Sellers Grow 2X Faster?

New IDC data reveals who sources Marketplace deals. Why >50% of enterprises prefer best-of-breed SaaS. Oct 30: AWS Marketplace deep-dive with Jay…

Oct 20, 2025 • Roman Kirsanov

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