Marketplace isn't just a technical integration. It’s a strategic decision, especially for engineering leaders. In this episode of Unlock Cloud Go-To-Market, host Patrick Riley is joined by Mike Romans and Nick Rieniets of Kasada for a real-world look at cloud GTM through the eyes of a CTO. Nick shares why Kasada initially resisted marketplace, what changed, and how partnering with Tackle made the difference between a drawn-out build and a fast, scalable launch. If you’re a leader weighing whethe...
Jun 11, 2025•45 min•Ep. 9
"Internal buy-in is the hardest part – and the most important - when building a cloud marketplace strategy that lasts." In this episode of Unlock Cloud Go-To-Market, host Patrick Riley sits down with Corey Woodburn , Head of Cloud Marketplace Alliances at Grammarly, for a behind the scenes look at what it really takes to launch and scale a marketplace motion inside a fast-moving org. Dropped into a project no one officially owned, Corey shares how she turned an initiative into a cross-functional...
May 28, 2025•42 min•Ep. 8
"FinOps is essentially how you can get visibility on your cloud costs and figure out how to spend more efficiently to grow your business." In this episode of Unlock Cloud Go-To-Market, host Patrick Riley is joined by Joe Henderson , Head of Partnerships at Vantage, for a real look at what it takes to build a modern partner ecosystem from the ground up. Joe breaks down how FinOps has evolved from simple cloud cost visibility to a strategic function that directly impacts how companies sell, operat...
Apr 23, 2025•43 min•Ep. 7
“To stand out in a crowded marketplace, you need an open mind and a growth mindset ---it's not a zero-sum game.” – Yeva Roberts , VP of Marketing & Alliances, AllCloud In this episode of Unlock Cloud Go-To-Market, host Patrick Riley is joined by Yeva Roberts of AllCloud and Tackle Co-Founder, Brian Denker, to explore what SaaS success really looks like in today’s cloud ecosystem. Yeva breaks down how partnerships, platforms, and AI aren’t separate strategies - they’re converging into one uni...
Apr 09, 2025•36 min•Ep. 6
"Your technology decision is actually your ecosystem decision." – Asher Mathew , CEO of Partnership Leaders In this episode of Unlock Cloud Go-To-Market, host Patrick Riley sits down with Asher Mathew, CEO of Partnership Leaders, and John Jahnke , CEO of Tackle , to explore how partnerships are reshaping go-to-market strategies. Asher unpacks why companies need to think beyond standalone tech choices and instead view them as ecosystem commitments that impact sales, marketing, and product strateg...
Mar 26, 2025•44 min•Ep. 5
"Marketplaces are the future of SaaS sales, but success requires aligning with partners and embracing innovation." – Brennan Lynch , Global Director of Cloud Marketplaces at CyberArk In today’s episode of Unlock Cloud Go-To-Market, host Patrick Riley is joined by Brennan Lynch, Global Director of Cloud Marketplaces at CyberArk, and Brian Denker , Co-Founder of Tackle , to discuss the evolution of cloud marketplaces and partner-driven success. Brennan shares insights on fostering strong partnersh...
Feb 19, 2025•44 min•Ep. 4
“Understand where your strengths are. Build through that customer base, and take your time to learn one marketplace before you tackle two or three.” - Matt Arsenault , VP of Corporate Development & Strategic Alliances for Jamf . Cloud marketplaces are strategic levers for finance leaders looking to optimize revenue streams, reduce risk, and improve operational efficiency. In this episode, host Patrick Riley sits down with Matt Arsenault and John Eisele from Jamf to discuss their journey of l...
Feb 05, 2025•43 min•Ep. 3
"We’re in a revolution of immediacy—buyers want speed, trust, and simplicity, whether they’re experimenting with generative AI or closing enterprise deals. It’s about meeting those needs efficiently and effectively." - Matt Yanchyshyn , VP of AWS Marketplace & Partner Services . In this episode, Tackle CEO John Jahnke sits down with Matt Yanchyshyn , VP of AWS Marketplace & Partner Services, to discuss the 2024 State of Cloud GTM report and how cloud marketplaces are transforming the way...
Nov 21, 2024•40 min•Ep. 2
"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...
Nov 14, 2024•41 min•Ep. 1
"Don't build for perfect. Just build for simple. As you go, you can make adjustments to fit what reality is." - Connie Dodmead , Senior Director of Tech Alliances at BigID In today’s episode of Unlock Cloud Go-To-Market, hosts Patrick Riley and Erin Figer sit down with Connie Dodmead, Senior Director of Tech Alliances at BigID. She shares her tenure at Forcepoint, where she pioneered the company's entrance into the marketplace and her current strategic initiatives at BigID. She also covers chann...
Oct 31, 2024•56 min
"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 clo...
Oct 31, 2024•51 min
“Selling is the party. But like any great party, a lot of preparation is essential to make it successful.” - Brennan Lynch , Director of Global Marketplaces at CyberArk In today's episode of Unlock Cloud Go-To-Market, hosts Erin Figer and Patrick Riley are joined by Brennan Lynch, the Director of Global Marketplaces at CyberArk. Lynch discusses the intricacies of Cloud go-to-market strategies while emphasizing the extensive preparation necessary for successful sales, the critical role of interna...
Oct 31, 2024•48 min
“You need to be solving the problem at hand. It's fairly easy to get caught flat-footed when small problems start shifting to ones that require more time, people, financial investment.” - Jacob Bishop , Senior Director of Operations for Commvault In today's episode of Unlock Cloud Go-To-Market, hosts Erin Figer and Patrick Riley are joined by Jacob Bishop, the Senior Director of Operations for Commvault, to discuss the evolving landscape of Cloud go-to-market strategies, emphasizing the importan...
Oct 31, 2024•43 min
"I believe partnerships, like friendships, grow over time. While we have many connections, true best friends are rare and take effort to develop, just like in business relationships." - Michael Musselman , Vice President for Partnerships at Astronomer In this episode of Unlock Cloud Go-To-Market, hosts Erin Figer and Patrick Riley are joined by Michael Musselman, Vice President for Partnerships at Astronomer, to explore the critical role of understanding goals and aligning strategies in successf...
Oct 31, 2024•46 min
“Many companies measure success by how they compete with others, but with AWS programs, it's more about competing with yourself. If you're bringing in cash, using it wisely, and fully leveraging AWS, it drives your own business growth.” - TJ Schmidt , Director of Cloud Partnerships for Rapid7 In today's episode, of Unlock Cloud Go-To-Market, hosts Erin Figer and Patrick Riley are joined by TJ Schmidt, the Director of Cloud Partnerships at Rapid7, to discuss the world of cloud partnerships, marke...
Oct 31, 2024•54 min
“To get your product teams to engage with CSPs, there are resources like Azure Innovate, which can provide substantial funding. Even though it's not directly tied to the marketplace, using programs like AWS Call Days can be very beneficial. At both Aviatrix and VMware, these initiatives helped our sellers engage more effectively with AWS sellers.” - Brittany Ames , Director of Microsoft Global Alliances at Veritas In this episode of Unlock Cloud Go-To-Market, hosts Erin Figer and Patrick Riley a...
Oct 31, 2024•51 min
"Using the Tackle platform, we're now attracting high-quality leads, which helps us streamline our entire sales process. This tool provides us with better insights and a more efficient way to reach decision-makers and close deals. Without it, we'd still be working without clear direction."- David Gomes , Chief Executive Officer at Eclypses In this episode of Unlock Cloud Go-To-Market, hosts Erin Figer and Patrick Riley are joined by Eclypses’ Chief Executive Officer, David Gomes, to share the co...
Oct 31, 2024•47 min
"You need to understand what you bring to the table to ensure a mutually beneficial value exchange for the partnership. Once you identify this, focus on thorough internal enablement with the Cloud Provider to achieve significant success in the field."- Shane Wilson , Head of Global Cloud GTM, Business Development & Alliances at Veritas Technologies LLC In this episode of Unlock Cloud Go-To-Market, hosts Erin Figer and Patrick Riley are joined by Veritas Technologies LLC’s Head of Global Clou...
Oct 31, 2024•45 min
"Tackle empowered my team and me to effectively self-serve. They provided education and enablement, which allowed me to become an expert in Marketplace and co-sell strategies. They were a reliable support partner throughout this journey." - Rebecca Spataro , Director of Global Cloud Alliances at Snyk . In this episode of Unlock Cloud Go-To-Market, hosts Erin Figer and Patrick Riley are joined by Snyk’s Director of Global Cloud Alliances, Rebecca Spataro to discuss the intricacies of Marketplace ...
Oct 31, 2024•38 min
"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 Clou...
Oct 31, 2024•38 min
How do I implement my go-to-market strategy with my Cloud Partners? How do I get buy-in from my executives, sales team, and others in my organization? How can I get the right attention from the Cloud Providers? Questions like these, and many more, arise when you’re trying to build relationships with the Cloud Providers and accelerate your revenue journey through the cloud. Welcome to ‘Unlock Cloud Go-to-Market,’ the series where hosts Erin Figer and Patrick Riley share the essential stages of th...
Oct 31, 2024•2 min
