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 the Cloud GTM maturity model to start, optimize, and grow your company’s revenue through the cloud. They’ve helped countless ISVs tackle the ins and outs of their Cloud GTM motion, and in each episode, they're sharing those success stories from the people who have put them into place. Because ultimately, this way of thinking is the future. And the future is now.
Kasada CTO Nick Rieniets discusses with Mike Romans how Kasada overcame initial marketplace hesitation and achieved a fast, scalable launch through strategic partnership with Tackle, interviewed by Patrick Riley.
28 May 2025
From Zero to Marketplace: Grammarly's Cloud GTM Journey
Host Patrick Riley interviews Corey Woodburn, Head of Cloud Marketplace Alliances at Grammarly, and Dan Callahan about building a cloud go-to-market strategy, securing internal buy-in, and scaling seller enablement to achieve marketplace success.
23 Apr 2025
Scaling Go-To-Market With FinOps Precision
"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 (https://www.linkedin.com/in/patrickmriley/) is joined by Joe Henderson (https://www.linkedin.com/in/joehendo/), 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, operate, and grow.
The conversation touches on the relationship between cloud marketplaces and FinOps, internal seller enablement, and the increasing pressure to tie partnership efforts directly to revenue.
In this episode, you’ll learn:
Why FinOps and cloud go-to-market are becoming deeply connected.
How to enable internal teams before expecting cloud sellers to co-sell.
What to measure when launching a partner program that actually works.
Resources:
Connect with Joe on LinkedIn: https://www.linkedin.com/in/joehendo/
(https://www.linkedin.com/in/joehendo/)Connect with Patrick on LinkedIn: https://www.linkedin.com/in/patrickmriley/ (https://www.linkedin.com/in/patrickmriley/)
Learn more about Tackle: https://tackle.io (https://tackle.io/)
Timestamps:
(00:00) Introduction
(03:31) Joining Cloudability and entering the FinOps space
(07:09) The rise of the FinOps Foundation and maturing cost control
(10:16) Building the Vantage partner ecosystem from zero
(13:49) Why customer cloud spend defines ideal partner strategy
(17:26) Coaching sellers to embrace co-selling with cloud providers
(20:39) Early enablement lessons from launching partner programs
(23:35) How CPPO partners accelerate marketplace momentum
(26:49) Setting expectations with cloud sellers and internal teams
(30:01) Proving impact: tracking sourced revenue and deal speed
(33:29) Why partner-sourced leads close faster and expand better
(36:55) Zero expectations: what to really expect from cloud GTM
(39:34) The three E’s: exact buy-in, expectations, and enablement
Who has been a guest on Unlock Cloud Go-to-Market
Names identified in recent episode analyses. Showing up to five guests.
Nick Rieniets
Corey Woodburn
Dan Callahan
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77,381
Score snapshot 15 Sept 2025
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5.0 / 5
1 ratings
Podcast Authority Score: 22 / 100
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13
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0
YouTube
76
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