How Revenue and Operational Support Can Help You Drive $70 Million Deals with Brittany Ames

Unlock Cloud Go-to-Market

“To get your product teams to engage with CSPs, there are resources like Azure Innovate, which can provide substantial funding. Even though it's not directly tied to the marketplace, using programs like AWS Call Days can be very beneficial. At both Aviatrix and VMware, these initiatives helped our sellers engage more effectively with AWS sellers.” - Brittany Ames, Director of Microsoft Global Alliances at Veritas

In this episode of Unlock Cloud Go-To-Market, hosts Erin Figer and Patrick Riley are joined by Veritas’s Brittany Ames to explore the world of cloud marketplaces and co-selling with providers like Microsoft and AWS.

Brittany shares her journey from Aviatrix to VMware and now Veritas, showing key components of her blueprint for success. From building operational models to securing leadership buy-in, Brittany discusses the processes of transitioning products to cloud marketplaces along with the importance of aligning cloud strategies with overall business goals, the role of operational readiness, and the significance of engaging with cloud service provider programs.

In this episode, you’ll learn:

1. The components of Brittany’s blueprint for success, including the importance of operational and transactional model development across various teams
2. The significance of co-selling with cloud providers, emphasizing the multifaceted benefits and the importance of seller engagement and leadership buy-in
3. Insights on Brittany’s experience transitioning to the cloud marketplace at different companies, highlighting the need for operational readiness and the impact of strategic cloud partnerships

Resources:

Connect with Brittany on LinkedIn: https://www.linkedin.com/in/brittneyames/

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:

(04:19) When Brittany joined VMware to tackle scalability and diversity

(08:12) Aviatrix enabled quick end-to-end cloud Marketplace experience

(10:44) Assessing and integrating product processes within VMware

(13:12) Operational readiness crucial for customer experience efficiency

(20:45) Helping sellers adapt to customer-led Marketplace sales

(24:41) Differences in CRMs, but similarities in businesses

(28:12) Key to success in Co-sell program

(32:10) Co-sell is multifaceted

(40:18) Get everyone's buy-in for successful implementation

(45:50) Brittany shares key insights for tech startups

(47:20) Moving a product to a Cloud Marketplace