Cloud Marketplace Sales Coaching

Maximize your Cloud Provider partnerships by weaponizing the sales team with the expertise to maximize revenue.

Enabled sellers will drive a significant increase in private offers, ensuring the success of your Cloud Marketplace listings.

• Increase deals sizes
• Accelerate deals
• Co-sell effectively at the field level in deals
• Marginalize competition
• Increase control of the sales process
• Increase customer satisfaction
• Get a badge as a “Certified Multi-Cloud Marketplace Seller” (Sellers must complete course and have an active subscription to maintain certification)

We focus only on what is important for salespeople to know and use in deals.

Each session is specific to a certain part of the sales process.

We make it simple and easy.

Easy to consume and easy to reference for the next deal.

We keep it brief.

Recorded sessions of 5 minutes or less.

1. Sellers can show evidence of Multi-Cloud Marketplace sales expertise, increasing their value to their current company and to future employers.
2. Sales and Alliances management can ensure that sales teams get up to speed and stay in the loop by requiring certification.

1. Sellers don’t think they care

They are busy prospecting and trying to close deals, they are used to the existing sales process, they already have too many trainings to deal with, and they don’t even know why they should care

If they do care, most salespeople don’t know how they fit in with the cloud marketplaces, let alone how to approach the cloud providers or leverage the benefits of the cloud marketplaces

The “False Go To Market”* phenomenon we are currently experiencing in relation to the cloud marketplaces further exacerbates the confusion and lack of interest

*The concept of a False Go To Market is described in detail in this blog post and alluded to in this blog post where I describe how the False GTM fits in the bigger picture.

G3 teaches salespeople why they should care, leveraging direct experience and moving the focus to the whole sales process, not just the transaction.

2. The benefits of cloud marketplace selling are lost in the confusion

Current messaging is that “cloud marketplace selling” is just being able to transact

The common understand in the software world today is that “cloud marketplace selling” means a combination of the following:

Joining partnership programs with the cloud providers
CRM integration-based cloud provider co-selling
Having an active marketplace listing and knowing how to manage transactions

For this reason, all cloud provider training and most ISV training is focused on the transaction and not on the sales process. This training is therefore mostly operational in nature.

G3 Coaching believes that the term “Cloud Marketplace Selling” should be applied to the act of leveraging the benefits of the marketplaces throughout the sales process.

G3 coaches sellers to build the benefits of the cloud marketplaces into the sales process

3. Salespeople generally hate training

Cloud marketplace selling is too complex to learn without help, but salespeople generally hate training

If they must suffer training, There is an extraordinary lack of consumable information

G3 takes a coaching approach, making it simple, easy and quick for salespeople to get up to speed