GTM Team Ownership
Understand which go-to-market teams typically own the cloud marketplace channel, the challenges each faces, and how Suger helps them work more efficiently.
Overview
Businesses increasingly use cloud marketplaces to reach buyers and grow revenue, but managing transactions across multiple marketplaces can be complex and time-consuming. Suger streamlines and centralizes the quote-to-cash process for cloud marketplace transactions, giving each go-to-market (GTM) team a single place to do its work.
Ownership of the cloud marketplace channel usually spans four teams — Partnerships/Alliances, Finance, Deal Desk, and Sales. This page covers what each team is responsible for, the pains they commonly run into, and how Suger helps.
Partnerships/Alliances Team
Responsibilities
- Cultivate and manage relationships with cloud marketplace partners.
- Negotiate partnership agreements and terms.
- Identify opportunities for collaboration and joint marketing.
- Ensure your offerings align with each marketplace platform’s requirements.
- Monitor performance metrics and optimize partnership strategies to maximize revenue.
Common pains
- Managing relationships with multiple marketplace partners efficiently.
- Tracking performance metrics and evaluating whether partnership initiatives are working.
How Suger helps
Suger provides a centralized platform for all partnership activity, including partner communications, deal tracking, and performance monitoring. Suger’s analytics and reporting give partnerships teams visibility into partner performance and the revenue impact of partnership activities.
Finance Team
Responsibilities
- Track and report financial metrics for marketplace transactions, including revenue and expenses.
- Ensure accurate revenue recognition and compliance with accounting standards.
- Monitor billing and payment processes for timely, accurate invoicing.
- Reconcile financial data across multiple marketplaces and internal systems.
- Provide financial analysis to support decisions about marketplace activities.
Common pains
- Limited visibility into transactions and revenue recognition across multiple marketplaces.
- Manual tracking of billing and payment status, which leads to inefficiencies and errors.
How Suger helps
Suger’s centralized platform gives finance teams real-time visibility into the quote-to-cash process, so they can track transactions, monitor invoicing, and ensure accurate revenue recognition. Automation reduces manual effort in billing and payment processes and minimizes errors.
Deal Desk Team
Responsibilities
- Negotiate and structure deals, including private offers and additional transactions on marketplaces.
- Collaborate with Sales to understand customer requirements and objectives.
- Ensure deals comply with legal and financial requirements.
- Manage contract negotiations and finalize agreements with Legal and Finance.
- Facilitate deal execution and implementation for successful outcomes.
Common pains
- Managing and tracking deal negotiations and approvals across many marketplace transactions.
- Limited visibility into deal status and progress, which causes delays and inefficiencies.
How Suger helps
Suger’s deal tracking and management capabilities give Deal Desk a single place to manage negotiations and approvals. Real-time updates and notifications keep the team informed about deal status and progress, supporting timely decisions and execution.
Sales Team
Responsibilities
- Identify and qualify leads interested in buying through cloud marketplaces.
- Educate customers about the benefits and features of your offerings.
- Help customers navigate the marketplace platforms and select the right solutions.
- Present customized solutions and pricing based on customer needs.
- Close transactions and facilitate procurement through marketplace channels.
- Provide post-sales support to drive retention and repeat business.
Common pains
- Navigating multiple marketplace platforms and managing sales transactions efficiently.
- Limited visibility into customer interactions and transaction history across channels.
How Suger helps
Suger’s unified platform streamlines the marketplace sales process, giving Sales a central hub for managing customer interactions, deals, and transactions. CRM integration lets teams access comprehensive customer data and transaction history so they can deliver personalized, targeted sales experiences.
Summary
Ownership of the cloud marketplace channel typically spans your Partnerships/Alliances, Finance, Deal Desk, and Sales teams. By addressing the specific pains each team faces, Suger helps you operate more efficiently across every cloud marketplace. If you need help getting started, contact our support team at support@suger.io.