← Routes to Market
Marketplace

Cloud Marketplace

Best fit

Buyers with committed cloud spend (AWS EDP, Azure MACC, GCP committed-use) looking to draw down against the commitment. Procurement-friendly, fast contracts.

GTM reality

Useful as a procurement vehicle on deals you already created; rarely useful as a demand-creation channel. The marketplace listing is the closing step, not the discovery step.

Deal economics

Cloud takes a single-digit percent margin cut (varies by program) but procurement velocity makes up for it. Private offers let you preserve margin on large deals.

Common mistake

Confusing marketplace transactions for marketplace demand. The buyer found you elsewhere — the marketplace is just where their paperwork closes.

Fits category types
  • Cloud Security
  • data security
  • AppSec
  • any category where the buyer already has cloud commit