"Scaling cloud marketplaces is about more than just listing products—it's about driving growth, building partnerships, and adapting to change." - Dai Vu, Managing Director for Google Cloud Marketplace.

In this episode, Tackle CEO John Jahnke dives into the 2024 State of Cloud GTM report with Dai Vu, Managing Director and GTM Leader behind Google Cloud. In addition to discussing this year’s top Cloud GTM findings and 2025 predictions, they cover Google’s record-breaking marketplace growth, from achieving triple-digit gains to launching initiatives that redefine B2B buying.

Listen as they unpack the evolving buyer behavior driving these changes and share insights on supporting ISVs and channel partners in navigating a complex cloud landscape. 

In this episode, you’ll learn:

1. How Google Cloud Marketplace achieved triple-digit growth by prioritizing scalable solutions for both enterprise and SMB segments, making cloud procurement simpler and more accessible.
2. Why co-sell alignment and readiness are essential for ISVs looking to unlock larger deal sizes and accelerate the sales cycle within Google Cloud’s ecosystem.
3. How channel partners are driving new growth opportunities for Google Cloud Marketplace to support complex sales and deployment needs.

Resources:
Connect with John on LinkedIn: https://www.linkedin.com/in/johnjahnke/
Connect with Dai on LinkedIn: https://www.linkedin.com/in/daivu/
Learn more about Tackle: https://tackle.io 

Timestamps:
(00:00) Google’s marketplace strategy

(04:05) Enhancing marketplace efficiency through channel partnerships

(05:33) Shifts in buyer behavior driving marketplace adoption

(07:40) Growth strategy for SMBs on Google Marketplace

(09:35) Increasing deal sizes with enterprise and multi-million dollar contracts

(11:48) How to support product-led growth for software companies 

(14:57) Key performance metrics for tracking marketplace growth

(24:08) Strategies for ISV success with Google’s co-sell programs

(28:05) Aligning executive leadership to boost marketplace adoption

(30:51) Engaging CFOs and corporate strategists in cloud budgeting decisions

(32:33) Expanding channel partner support and new reseller strategies

(36:21) Incorporating AI-driven insights to enhance cloud sales