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Scaling Go-To-Market With FinOps Precision
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"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 is joined by Joe Henderson, 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/
Connect with Patrick on LinkedIn: https://www.linkedin.com/in/patrickmriley/
Learn more about Tackle: 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
19 episodes
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