CyberArk’s Secret to a Tenfold Revenue Boost in Just 30 Months

Unlock Cloud Go-to-Market

“Selling is the party. But like any great party, a lot of preparation is essential to make it successful.” - Brennan Lynch, Director of Global Marketplaces at CyberArk

In today's episode of Unlock Cloud Go-To-Market, hosts Erin Figer and Patrick Riley are joined by Brennan Lynch, the Director of Global Marketplaces at CyberArk. Lynch discusses the intricacies of Cloud go-to-market strategies while emphasizing the extensive preparation necessary for successful sales, the critical role of internal alignment, and the value of engaging Cloud service providers early and effectively.

Brennan discusses the challenges of operating in different Markets, the importance of aligning with Cloud monetization strategies, and the nuances of integrating with Cloud marketplaces. From streamlining backend operations to leveraging channel partners like MSPs, GSIs, and Co-selling initiatives, he provides insights designed to help you navigate the complexities of the modern Cloud ecosystem.

In this episode, you’ll learn:

1. How meticulous preparation, akin to throwing a successful party, is crucial for effective Cloud sales strategies
2. The importance of aligning sales processes with Cloud service providers to ensure seamless deal registrations and backend operations
3. How CyberArk leveraged Cloud Marketplace integrations to drive massive revenue growth and established significant partnerships

Resources:

Connect with Brennan on LinkedIn: https://www.linkedin.com/in/brennan-lynch-08372b42/

Connect with Patrick on LinkedIn: https://www.linkedin.com/in/patrickmriley/

Connect with Erin on LinkedIn: https://www.linkedin.com/in/erinfiger/

Learn more about Tackle: https://tackle.io

Timestamps:

(05:51) Leveraging Cloud economies of scale boosts business

(13:42) Initiatives beyond committed spend can grow deals

(17:24) Focus on integration value and monetization in ISVs

(18:49) Maximize sales by leveraging Cloud service provider partnerships

(23:09) Implement dedicated Cloud marketing resources for strategic growth

(31:48) CyberArk aims to be visionary, requiring leadership buy-in

(35:46) Create cohesive solutions by integrating MSPs and brands

(36:47) Pivoting to Marketplaces recaptures cloud infrastructure funds

(44:47) Implementing dedicated resources takes 30 months minimum