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From Zero to Marketplace: Grammarly's Cloud GTM Journey
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"Internal buy-in is the hardest part – and the most important - when building a cloud marketplace strategy that lasts."
In this episode of Unlock Cloud Go-To-Market, host Patrick Riley sits down with Corey Woodburn, Head of Cloud Marketplace Alliances at Grammarly, for a behind the scenes look at what it really takes to launch and scale a marketplace motion inside a fast-moving org. Dropped into a project no one officially owned, Corey shares how she turned an initiative into a cross-functional success story.
This conversation unpacks the human side of building cloud go-to-market, navigating early-stage ambiguity, crafting internal narratives that win support, and scaling seller enablement with limited resources. With insights from Corey, as well as Tackle’s Dan Callahan, you’ll get a practical, battle-tested perspective on marketplace success.
In this episode, you’ll learn:
- How to secure internal buy-in before you even talk tooling.
- Why documentation—not dashboards—is the secret weapon to alignment.
- What it takes to scale marketplace listings without scaling chaos.
Resources:
Connect with Corey on LinkedIn: https://www.linkedin.com/in/coreytw/
Connect with Dan on LinkedIn: https://www.linkedin.com/in/daniel-callahan-27692411b/
Connect with Patrick on LinkedIn: https://www.linkedin.com/in/patrickmriley/
Learn more about Tackle: https://tackle.io
Timestamps:
(00:00) Introduction
(00:59) Grammarly's marketplace journey
(02:47) The initial challenges and getting started
(04:58) Building internal buy-in and overcoming hurdles
(07:06) Creating a comprehensive plan
(10:34) The role of marketing and cross-functional collaboration
(14:57) Lessons learned and future strategies
(22:20) Connecting with other ISVs
(22:54) Executing the Plan
(23:27) Cory's approach to Tackle
(25:15) Sales enablement strategies
(27:38) Educating the sales team
(33:45) Building the business case for Tackle
(38:40) Lightning Round
20 episodes
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