How Snyk Tackles Scaling Internally with a Cloud Marketplace Hotline featuring Rebecca Spataro

Unlock Cloud Go-to-Market

"Tackle empowered my team and me to effectively self-serve. They provided education and enablement, which allowed me to become an expert in Marketplace and co-sell strategies. They were a reliable support partner throughout this journey." - Rebecca Spataro, Director of Global Cloud Alliances at Snyk.

In this episode of Unlock Cloud Go-To-Market, hosts Erin Figer and Patrick Riley are joined by Snyk’s Director of Global Cloud Alliances, Rebecca Spataro to discuss the intricacies of Marketplace and co-sell strategies in the Cloud GTM landscape.

Rebecca shares Snyk's focus on automation, integrating key business units, and partnering with Tackle to streamline processes and drive efficiency. Tune in as we explore Snyk's Cloud Go-To-Market strategies, their innovative use of technology, and the value of an ecosystem approach.

In this episode, you’ll learn:

1. Rebecca’s journey from inside sales to cloud partnerships and her experiences working with major Cloud Providers like AWS, Google, and Microsoft
2. The importance of a Marketplace strategy and the role of tools like Tackle in streamlining Marketplace listings, onboarding users, and managing multiple public Marketplaces efficiently
3. Rebecca’s approach to Cloud go-to-market strategies, focusing on automation, efficiency, and building strong relationships with traditional channel partners

Resources:

Connect with Rebecca on LinkedIn: https://www.linkedin.com/in/rebeccaspataro/

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:

(04:08) Co-selling evolved into the Marketplace and accelerated opportunities

(08:45) Focused on enabling sales

(13:08) Enhancing Marketplace user experience through alliances

(16:53) Evolution of a supportive business partnership

(18:21) Access to prospect domains

(22:51) Renewal opportunity, integration, automation in Salesforce workflow

(24:31) Capture data and analyze trends for sales growth

(28:33) Rebecca’s vision for the future

(32:22) Meeting customer needs through versatile Marketplace strategies

(35:52) Supporting, enabling, and innovating for mutual success

(37:36) Learn essential stages for growing revenue via cloud