The Big Themes:

• Massive changes to cloud marketplaces: Amazon and Google Cloud are transforming the ways that companies buy software through their cloud MPs, and DoiT is helping customers respond to those changes
• Growth requires agility: the standard locked-in discounts of the past aren't working for software companies anymore, so DoiT is taking on the lock-ins with cloud partners and delivering flexible, growth-oriented benefits to ISV customers
• Trusting customers to know what they need: DoiT’s ISV Program and products like FlexSave, GTM Funds, and Agency selections, reflect its belief in trusting customers to know best what they need

The Big Quote: "It's this fundamental shift from the old way of thinking, which was 'if I spend a million dollars, will you give me 5% off?' And this new way of thinking is, 'because I'm spending a million dollars with you, how can you help me grow?'"



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