Selling to Your Sellers First: Varonis’ Approach to Marketplace Adoption

Unlock Cloud Go-to-Market

"Time is the one thing you can't get more of. How you spend it can make or break your cloud strategy." - Mike Mason, Regional Sales Director at Varonis

In today’s episode of Unlock Cloud Go-To-Market, hosts Erin Figer and Patrick Riley are joined by Mike Mason, Regional Sales Director at Varonis, to discuss the evolving world of cloud marketplaces and SaaS adoption. Mason shares his perspective on time-saving technology, the challenges of shifting from on-prem to cloud, and how prioritizing cloud marketplace strategies can drive operational efficiency and sales success.

He also discusses how automation has transformed Varonis' approach to co-sell opportunities, how engaging with hyperscalers early on has been a game-changer, and why aligning sales teams and channel partners is crucial for scaling cloud operations.

In this episode, you’ll learn:

1. The time-saving automation and marketplace strategies that can significantly boost operational efficiency and streamline co-sell motions
2. The value of early engagement with hyper-scalers to expand relationships, leverage cloud budgets, and accelerate deal-making
3. How aligning internal teams and channel partners with cloud marketplace strategies is essential for scaling SaaS operations and driving long-term growth

Resources:

Connect with Mike on LinkedIn: https://www.linkedin.com/in/mcmason/

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:

(00:00) Scaling with technology rather than people

(02:19) Automating co-sell motions to save time and drive efficiency

(05:21) Engaging hyperscalers early to unlock cloud budget and build relationships

(09:16) Proactive vs. reactive approaches to scaling Cloud operations

(12:32) Transitioning from on-prem to SaaS and its impact on marketplace strategy

(16:09) Integrating sales teams and channel partners into the Cloud marketplace

(19:51) Leveraging cloud rebates and incentives to drive customer deals

(23:23) Scaling globally by focusing on hyperscaler-specific strategies

(27:10) Key takeaways for ISVs building their Cloud marketplace strategy