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ControlPlane Leverages CloudSmart to Drive AWS Marketplace Success

Trusted by the world's most secure organisations to build and assure mission-critical platforms, ControlPlane wanted build a comprehensive GTM using the AWS Marketplace.  ControlPlane Enterprise for Flux CD offers customers a supported implementation of open source Flux.

 

Challenge

ControlPlane, a prominent cloud management solutions provider, sought to optimize its GTM strategy and fully harness the potential of the AWS Marketplace. The company aimed to expand its co-sell engagement with AWS and provide a seamless customer journey through the marketplace.

Solution

ControlPlane partnered with CloudSmart, a company with deep expertise in AWS Marketplace and co-sell engagement, to achieve these goals.


Solution Overview:

ControlPlane created a new GTM strategy centered around the AWS Marketplace.  ControlPlane turned to CloudSmart to expand Co-sell engagement in Amazon Partner Customer Engagement (ACE) and to provide a curated sales journey through the AWS Marketplace.
 
CloudSmart Insights is an AWS Marketplace Sales Intelligence Dashboard that powers Cloud GTM and Co-Sell. Insights removes the guesswork and repetitive authoring from AWS Marketplace Seller reporting. Sellers can easily view sales, forecast, and offer visuals without any coding, BI authoring, or data science skills. CloudSmart provides sellers with discrete customer information leading to more customer sales engagement.  
 
CloudSmart Marketplace Based Acceleration is a customer success process that outlines the design, build, listing of a successful AWS Marketplace listing.  The process includes GTM, pricing, technical implementation, and business outcome alignment.
 
We help companies succeed on AWS and AWS Marketplace in three ways:
  • Co-Build: Design, build, and launch your product on AWS Marketplace using AWS Best Practices including WAFR.
  • Co-Market: Increase visibility and reach with AWS Marketplace using curated customer journeys.
  • Co-Sell: Collaborate with AWS to sell your product through AWS Partner Programs such as ACE, AWS Marketplace, and Targeted use cases.
Strategy
  • Expanding Co-Sell Engagement: CloudSmart leveraged its proficiency in the Amazon Partner Customer Engagement (ACE) program to identify and drive co-selling opportunities between ControlPlane and AWS. This strategic collaboration aimed to pinpoint high-potential customers and facilitate successful sales outcomes.
  • Curated Sales Journey: CloudSmart's in-depth understanding of the AWS Marketplace enabled ControlPlane to design a tailored sales journey for its customers. This personalized approach ensured a smooth and efficient experience, guiding customers through the evaluation, purchasing, and implementation phases.

Results

The ControlPlane-CloudSmart partnership yielded significant benefits:

  • Increased Visibility: ControlPlane gained greater visibility within the AWS Marketplace, attracting a larger pool of potential customers.
  • Qualified Leads: The collaboration generated a stream of high-quality leads, primed for conversion.
  • Accelerated Sales Growth: By optimizing its GTM strategy and customer experience, ControlPlane experienced a significant boost in sales growth.

Conclusion

By partnering with CloudSmart, ControlPlane successfully capitalized on the AWS Marketplace's vast potential. The collaboration not only enhanced ControlPlane's co-sell engagement with AWS but also provided a superior customer experience, ultimately driving increased visibility, qualified leads, and accelerated sales growth.