Introduction to Hyperscaler Cloud Marketplaces<\/h2>\n\n\n\n![\"A](\"https:\/\/blogs.sw.siemens.com\/wp-content\/uploads\/sites\/21\/2023\/03\/Hyperscaler-Blog-995x1024.jpg\")
The new buyer’s journey is often an online experience, ultimately leading customers to cloud solutions. Siemens partners with hyperscalers like Google Cloud, Microsoft Azure and, most prominently, Amazon Web Services to deliver its high-powered Siemens Xcelerator portfolio to customers without the burden of additional infrastructure. <\/figcaption><\/figure><\/div>\n\n\nManaged by cloud vendors (also referred to as \u201chyperscalers\u201d) such as Amazon Web Services (AWS), Microsoft (Azure) and Google, cloud marketplaces are online storefronts offering customers centralized access to research, compare, purchase and deploy XaaS solutions and services. AWS, Microsoft Azure and Google Cloud are the big-three cloud platforms boasting a wide range of features, capabilities and other solution integration opportunities to enhance value of vendor and partner offerings.<\/p>\n\n\n\n
According to Tackle, 83 percent of marketplace transactions this year will involve channel partners<\/strong><\/em><\/p>\n\n\n\nFive reasons why selling on cloud marketplaces is a no-brainer:<\/h2>\n\n\n\n\n- Accelerate new logo acquisition and revenue growth:<\/strong> With 24\/7 traffic and global exposure on well-known marketplaces, you\u2019ll significantly increase your solutions\u2019 visibility and potential to generate revenue. Successful sellers can accelerate revenue growth by capturing more market share while winning more net new logos.<\/li>\n\n\n\n
- Lower cost of sale:<\/strong> Aside from eliminating time spent processing orders, marketplaces manage licensing, delivery, order and payment processing, and billing functions that reduce your business costs and increase profit margins.<\/li>\n\n\n\n
- Close larger deals faster:<\/strong> According to Amazon, deals on its AWS marketplace close up to 40 percent faster and are 80 percent larger, on average.<\/li>\n\n\n\n
- Eliminate the \u201cwe have no budget\u201d roadblock:<\/strong> Not only can your customers centralize their IT procurement in one place, but they\u2019ve budgeted millions of dollars in annual\/multi-year commitments with hyperscaler cloud providers, allowing them to invest in your products and solutions with funds already allocated to cloud marketplace spend.<\/li>\n\n\n\n
- Hyperscalers are investing in your success:<\/strong> Big players in this space (i.e. AWS, Microsoft and Google) frequently offer vendors and their partners dedicated sales and marketing support to optimize opportunities for success. In addition, hyperscalers have lowered listing fees from upwards of 20 percent down to 3 percent, enabling vendors to fund multi-partner offers inside the transaction.<\/li>\n<\/ol>\n\n\n\n
Co-Sell with hyperscalers aligned with your business and solutions<\/h2>\n\n\n\n
For vendors and their partner ecosystems to integrate and co-sell with marketplaces successfully, there are several key considerations when identifying potential marketplace partners. Take your time, research and hone in on vendors offering the infrastructure, features, breadth of relevant customer types, support mechanisms, engagement and contract models that align with your solutions and go-to-market strategy.<\/p>\n\n\n\n
An opportunity for partner ecosystems to thrive<\/h2>\n\n\n\n
While the rise of this new route to market could be perceived as a threat and cause disruption with partners, marketplaces, in reality, represent an opportunity for partner ecosystems to thrive.<\/p>\n\n\n\n
Most buyers surveyed in the past year view partners as a value-add necessity in their buying journey. As the solutions consumed through marketplaces grow more complex, customers will rely on trusted partners to guide the discovery, procurement, management and integration of their purchases. Not to mention, customers will also seek direct seller interaction for contract negotiation and discounted pricing. It\u2019s estimated that a staggering 83 percent of marketplace transactions this year will involve channel partners<\/a>, and 33 percent of all marketplace procurement is projected to flow through partners to their customers by 2025<\/a>.<\/p>\n\n\n\nThe time is now!<\/h2>\n\n\n\n
The road to generating consistent, scalable marketplace revenue is a journey that needs to be part of your long-term business strategy. Success requires planning, top-down organizational alignment, and flexibility to accommodate new buying expectations and scenarios.<\/p>\n\n\n\n
Adopting digital selling strategies<\/a> is essential to connect, engage and nurture with customers virtually in places they’re likely to be, with personalized experiences and digital \u201cbreadcrumbs\u201d guiding customers to your solutions. As thousands of vendors flock to marketplaces daily, how will you stand out and position your solutions for success?<\/p>\n\n\n\nIf you are a Siemens partner, you can find more information on our hyperscaler partnerships and digital selling strategies on the Global Partner Portal<\/a> and Partner Academy: Sales<\/a> storefront. <\/p>\n\n\n\nAbout the author<\/h3>\n\n\n\n
Managed by cloud vendors (also referred to as \u201chyperscalers\u201d) such as Amazon Web Services (AWS), Microsoft (Azure) and Google, cloud marketplaces are online storefronts offering customers centralized access to research, compare, purchase and deploy XaaS solutions and services. AWS, Microsoft Azure and Google Cloud are the big-three cloud platforms boasting a wide range of features, capabilities and other solution integration opportunities to enhance value of vendor and partner offerings.<\/p>\n\n\n\n
According to Tackle, 83 percent of marketplace transactions this year will involve channel partners<\/strong><\/em><\/p>\n\n\n\n For vendors and their partner ecosystems to integrate and co-sell with marketplaces successfully, there are several key considerations when identifying potential marketplace partners. Take your time, research and hone in on vendors offering the infrastructure, features, breadth of relevant customer types, support mechanisms, engagement and contract models that align with your solutions and go-to-market strategy.<\/p>\n\n\n\n While the rise of this new route to market could be perceived as a threat and cause disruption with partners, marketplaces, in reality, represent an opportunity for partner ecosystems to thrive.<\/p>\n\n\n\n Most buyers surveyed in the past year view partners as a value-add necessity in their buying journey. As the solutions consumed through marketplaces grow more complex, customers will rely on trusted partners to guide the discovery, procurement, management and integration of their purchases. Not to mention, customers will also seek direct seller interaction for contract negotiation and discounted pricing. It\u2019s estimated that a staggering 83 percent of marketplace transactions this year will involve channel partners<\/a>, and 33 percent of all marketplace procurement is projected to flow through partners to their customers by 2025<\/a>.<\/p>\n\n\n\n The road to generating consistent, scalable marketplace revenue is a journey that needs to be part of your long-term business strategy. Success requires planning, top-down organizational alignment, and flexibility to accommodate new buying expectations and scenarios.<\/p>\n\n\n\n Adopting digital selling strategies<\/a> is essential to connect, engage and nurture with customers virtually in places they’re likely to be, with personalized experiences and digital \u201cbreadcrumbs\u201d guiding customers to your solutions. As thousands of vendors flock to marketplaces daily, how will you stand out and position your solutions for success?<\/p>\n\n\n\n If you are a Siemens partner, you can find more information on our hyperscaler partnerships and digital selling strategies on the Global Partner Portal<\/a> and Partner Academy: Sales<\/a> storefront. <\/p>\n\n\n\nFive reasons why selling on cloud marketplaces is a no-brainer:<\/h2>\n\n\n\n
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Co-Sell with hyperscalers aligned with your business and solutions<\/h2>\n\n\n\n
An opportunity for partner ecosystems to thrive<\/h2>\n\n\n\n
The time is now!<\/h2>\n\n\n\n
About the author<\/h3>\n\n\n\n