Selling SaaS on AWS Marketplace and Other Cloud Marketplaces, with Labra's CEO
Michael Cooper hosts Sridhar Adusumilli of Labra and Ibex Labs, Bill Tarr of the AWS SaaS Factory and Markus Kaiser of AWS to make the case that SaaS startups should list on AWS Marketplace early. Bill Tarr notes that more than one partner transacts over a billion dollars a year there, and that enterprise private pricing agreements let marketplace purchases count toward a customer's AWS spend commitment. Sridhar describes how a marketplace partner gets a first listing live when a deal is waiting on it, and Markus Kaiser covers enterprise buyer personas and land and expand. The panel then turns to co-sell through the ACE tool, the Foundational Technical Review, and newer marketplace features such as free trials, vendor insights and channel partner private offers. Listeners selling SaaS to enterprises learn what to set up on AWS and why.
Special Guests
Sridhar Adusumilli
CEO of Labra.io, helping SaaS companies succeed on cloud marketplaces.
Timestamps
00:00Welcome and the case for marketplace go-to-market02:00The ISV partner role and building a SaaS control plane03:30How the AWS SaaS Factory works with competency partners05:30What does an AWS startup solutions architect do?08:30SaaS competency partner versus marketplace partner10:30Why should startups list on AWS Marketplace first?14:00Private pricing agreements and spend commit burn-down18:00How a marketplace partner gets a first listing live fast22:30Enterprise buyer personas and the land and expand path29:30From first listing to co-sell: the marketplace maturity curve32:00What is ACE and how does AWS co-sell work?36:00Which partners do AWS field teams trust and recommend?41:30Is AWS co-sell really two-way? Deal ratios and FTR43:30Using AWS events to find product gaps before a sale45:30Free trials, vendor insights and channel partner private offersAbout This Episode
- What is "Selling SaaS on AWS Marketplace and Other Cloud Marketplaces, with Labra's CEO" about?
- Michael Cooper hosts Sridhar Adusumilli of Labra and Ibex Labs, Bill Tarr of the AWS SaaS Factory and Markus Kaiser of AWS to make the case that SaaS startups should list on AWS Marketplace early. Bill Tarr notes that more than one partner transacts over a billion dollars a year there, and that enterprise private pricing agreements let marketplace purchases count toward a customer's AWS spend commitment. Sridhar describes how a marketplace partner gets a first listing live when a deal is waiting on it, and Markus Kaiser covers enterprise buyer personas and land and expand. The panel then turns to co-sell through the ACE tool, the Foundational Technical Review, and newer marketplace features such as free trials, vendor insights and channel partner private offers. Listeners selling SaaS to enterprises learn what to set up on AWS and why.
- What topics does this episode cover?
- This episode is filed under Growth & Pricing, Cloud Infrastructure on Agentic SaaS Talks.
- How long is this episode, and when was it published?
- "Selling SaaS on AWS Marketplace and Other Cloud Marketplaces, with Labra's CEO" runs 49 min and was published on July 8, 2024.
- Who is featured in this episode?
- This episode features Sridhar Adusumilli as a guest, in conversation with the Agentic SaaS Talks hosts.
- What are the key moments in this episode?
- Key moments include: The ISV partner role and building a SaaS control plane; How the AWS SaaS Factory works with competency partners; What does an AWS startup solutions architect do?; SaaS competency partner versus marketplace partner; Why should startups list on AWS Marketplace first?; Private pricing agreements and spend commit burn-down; How a marketplace partner gets a first listing live fast; Enterprise buyer personas and the land and expand path. The timestamps on this page jump to each one on YouTube.
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