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CyberArk’s Strategy for Building Partner Ecosystems
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"Marketplaces are the future of SaaS sales, but success requires aligning with partners and embracing innovation." – Brennan Lynch, Global Director of Cloud Marketplaces at CyberArk
In today’s episode of Unlock Cloud Go-To-Market, host Patrick Riley is joined by Brennan Lynch, Global Director of Cloud Marketplaces at CyberArk, and Brian Denker, Co-Founder of Tackle, to discuss the evolution of cloud marketplaces and partner-driven success. Brennan shares insights on fostering strong partnerships, navigating marketplace adoption, and leveraging operational efficiencies to scale cloud operations effectively.
The conversation explores partner collaboration, the impact of CPPO (Channel Partner Private Offer) deals on channel dynamics, and the importance of marketplace data in driving revenue growth.
In this episode, you’ll learn:
- The step-by-step journey of marketplace adoption and how to align internal teams with partner ecosystems.
- How CPPO deals reduce operational overhead while boosting deal size and profitability for ISVs.
- The emerging role of AI and cloud integrations in enhancing partner offerings and enabling scalable success.
Resources:
Connect with Brennan on LinkedIn: https://www.linkedin.com/in/brennanlynch
Connect with Patrick on LinkedIn: https://www.linkedin.com/in/patrickmriley/
Connect with Brian on LinkedIn: https://www.linkedin.com/in/briandenker/
Learn more about Tackle: https://tackle.io
Timestamps:
(00:00) Introduction
(02:18) CyberArk’s journey into marketplace adoption
(05:12) Breaking down the CPPO model and its financial benefits
(09:45) The role of marketplaces in simplifying channel operations
(13:02) Building partnerships that scale
(17:38) How AI tools are reshaping partner-driven success
(21:05) Integrating services into marketplace strategies for ISVs
(25:18) What’s next for CyberArk and the future of cloud marketplaces
(29:12) Leveraging partner networks for global expansion
(33:08) Using data lakes and integrations to create bespoke solutions
(36:14) The role of cloud service providers in enabling partner success
(40:22) Multi-party collaboration and the future of cloud transactions
(43:16) Recommendations for ISVs to scale their marketplace strategies
(46:45) The future direction for cloud marketplaces and partners
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