"Scaling is crucial for us. We're not constantly adding new staff, so we focus on growing revenue without expanding the team too much. At Starburst, our cloud alliances team works closely with the Tackle Co-sell and Marketplace teams to support our field sellers and partners with various programs." - Boone Quesnel, Head of Global Cloud Alliances at Starburst

Welcome to the first episode of Unlock Cloud Go-To-Market, where hosts Erin Figer and Patrick Riley share the essential stages of the Cloud GTM Maturity Model. In this episode, special guest Boone Quesnel of Starburst joins to dive into the unique dynamics of cloud partnerships.

Boone discusses the strategies for aligning product roadmaps with Cloud Providers and the importance of continuous engagement and enablement with product teams to foster long-term success. He also shares his expertise in leveraging brand partnerships within the cloud, exploring new market routes with joint solutions, and efficiently scaling revenue without the need for massive headcount expansion.

In this episode, you’ll learn:

1. The importance of aligning product roadmaps with Cloud Providers' priorities to drive efficient joint solutions and become launch partners for mutual promotions
2. The significance of continuous enablement and engagement with various product teams to maintain momentum and adapt long-term strategies
3. How to leverage cloud partnerships and Marketplaces for creating solutions that can scale revenue without significantly increasing headcount

Resources:

Connect with Boone on LinkedIn: https://www.linkedin.com/in/boonequesnel/

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:

(03:25) The strategy to unlock new markets with programs

(07:27) Marketplace deals drove significant revenue growth through partnerships

(12:26) Understanding, alignment, and adaptation drive cloud partnership

(15:44) The importance of programmatic things for cloud and collaboration

(17:50) Enabling product teams through internal and external communication

(20:19) Maximizing programs, products, and market differentiation

(24:32) Quarterly MBO targets drive strategic business goals

(30:34) Scaling without overstaffing and collaboration in delivering programs

(34:58) Adapting to different Cloud Providers

(35:40) Key questions for ISVs to consider: product market, consumption vs. relevant metrics, cloud partnership mindset