Imagine building a house.
You wouldn’t start with the roof. You’d start with the foundation, then walls, then finishing touches.
Cloud Marketplace GTM works the same way.
Too many vendors jump straight to “growth” without fixing the foundation. The result? Their listings look nice but leads never flow.
At Marketeering, we break it down into a simple 3-phase framework: Listing → Enablement → Growth.
Phase 1: Listing – Get on the Shelf
This is your foundation. Without it, nothing else matters.
- Create your marketplace listing (AWS, Azure, GCP).
- Write clear, keyword-rich titles and descriptions.
- Choose the right category so buyers can actually find you.
- Get your pricing model right (subscription, usage-based, private offers).
At this stage, you’re not trying to win. You’re just putting your foot in the door.
Phase 2: Enablement – Build Trust
A listing alone won’t generate leads. You need to become “sales-ready.”
That means:
- FTR Approval → Prove your product is secure and reliable.
- Competencies → Earn AWS/Azure/GCP trust badges in your domain.
- Content Packs → One-pagers, case studies, ROI calculators for sales reps.
- Co-Sell Setup → Align with cloud reps so they can bring you into deals.
Enablement is about telling cloud sales teams:
“Here’s why you should pitch us to your enterprise accounts.”
Phase 3: Growth – Activate Pipeline
Now that you’re listed and enabled, it’s time to scale.
- Marketplace SEO → Optimize for search inside the marketplace.
- Private Offers → Close big enterprise deals faster.
- Partner Programs → Leverage marketing funds (MDF) and co-branded campaigns.
- Multi-Cloud Expansion → Replicate success across AWS, Azure, and GCP.
This is where you go from present to profitable.
Why This Framework Works
Because it’s logical:
- Listing gets you in the game.
- Enablement makes you trustworthy.
- Growth makes you visible and scalable.
Skip a step, and your marketplace strategy collapses. Follow it, and you build a pipeline engine.
Final Word
Cloud Marketplaces are the new enterprise sales frontier.
But winning there isn’t about luck, it’s about following the right steps in the right order.
Start with Listing.
Level up with Enablement.
Scale with Growth.
That’s the Marketplace GTM journey.
At The Scribe, we guide companies through every phase of Marketplace GTM from getting listed to driving enterprise growth. If you want to follow the 3-phase path to pipeline, let’s talk.
