Do you feel this year is flying by? I certainly do. I can’t believe it’s already July, and for many of us, the summer heat is already in full effect. This week, while those of us in the United States celebrate Independence Day, many people across the globe are on holiday, spending precious time with friends and family. In that spirit, this week’s edition of the Cloud GTM Insider embraces brevity, designed to maximize your time. I intend to give you the bare minimum requirements for success. That's right, get listed, co-sell incentivized, and do these three things. Simple, right? Well, if you’ve been here before, had the right guide, or got lucky, then yes, but the rest of us will probably need some help with all the details. So, don't hesitate to seek help. If you don’t know where to look, give me a call. I do this all day long and know some of the best in the business.
In next week’s post, I’ll dive deeper into this topic. For now, you need to update your message to the following:
- Cloud AEs - How does your product become their helpful sidekick, enabling them to achieve their sales targets? (how we help you)
- Internal Sellers - How does the cloud act as the magical tool that propels your business forward? (how the cloud helps us)
- Customers - How does your combined force with the cloud transform their business outcomes? (how us + the cloud helps you)
- Remember, it's not about product features, but about collaborating to conquer challenges. Intrigue your audience with this narrative, and they'll be hooked.
"List and they will come" is not yet how the cloud works. Heroes need a strong, devoted team and resources to win battles. You will want to invest in the following:
- Team - A dedicated GTM team. If you truly want to capitalize on the benefits of the Cloud, you need to hire for it. A shared or overwhelmed resource will slow or stall growth, and you likely won't see the outcomes you expect.
- Relationships - Today's economy means more scrutiny, evaluations, and assessments. Stoke the forge, as people do business with those they trust and respect. Invest to build this!
- Marketing - This doesn't mean in the traditional sense, but rather investing in ABM and CBM campaigns. Use Cloud Based Marketing to target cloud account teams and your new channel. Focus on the messaging from #1 and co-marketing efforts.
- Sales - Incentivize your sellers to co-sell, use the marketplace and work with the clouds. Many legacy sales teams find this motion competitive, without benefit to their bottom line and one more thing to do in the CRM. Show them it's worth their time, or risk adoption.
- Product - Invest in collaborative approaches with the cloud to solve customers problems while filling the gaps between your product and the clouds.
AI doesn’t run everything…yet…so people still need guidance.
- Company - Everyone needs to be on the same page, so let your company know the journey you are headed on and why.
- GTM Team - They should already be enabled but if not, do so. Empower these folks (refer to blog post Mission 003) to make decisions that align with your goal.
- Sales - They need to know what you’re selling, who to, and why. Spend the time here to ensure they know the right questions to ask, how to co-sell, why to use the marketplace, and what benefit they get from all this new work.
- Cloud - You are just one voice in a sea of thousands. You need to be heard and seen, clearly and often. The cloud needs to know why you, what value are you bringing, what problem are you solving, and what benefit does that bring them or their customers?
- Resellers - If you have a traditional channel, they will need to be brought in. At the moment this is an entirely different topic with its own intricacies, challenges, and strategy. Be sure to consult someone on this but remember to enable them regardless of what your plans are if they are involved, and what that means for business.
- Customers - They need to know what you're doing too, and how this benefits them. What are the product, ecosystem, financial, and relationship implications and benefits?
In this world where everyone is striving for success in the Cloud, these three key steps can help set you apart. They form a foundation, but the real architecture of your success is built on adaptation, innovation, and strategic decisions. As you navigate this journey, you don't have to do it alone. My experience and understanding of this landscape can help clarify your direction, overcome obstacles, and accelerate your growth. So why wait? Reach out to me, let's turn the challenges into opportunities and make your cloud story one of success. Until next week, continue to carve your path in the cloud. Remember, you're just one conversation away from unlocking your full potential.
