Episode 2: 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.
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