302 – How Top ISVs Are Winning With Cloud Marketplaces

Unlocking billions in cloud marketplace revenue.

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This powerful panel discussion featuring leaders from Google, Tackle, and dbt Labs dives deep into the explosive growth of cloud marketplaces and the radical shift toward AI-driven go-to-market strategies. With hyperscaler backlogs nearing half a trillion dollars, the conversation unpacks how top-tier organizations are transforming their compensation models, aligning executive buy-in, and navigating the complexities of co-selling to capture committed customer budgets. From the rise of AI agents acting as metered SaaS to the essential operational investments required to scale marketplace revenue from 10% to over 50%, this session provides an actionable roadmap for software companies ready to dominate the 2026 partner ecosystem.

https://youtu.be/LSj49f5FEII

Key Takeaways

Hyperscaler backlog commitments represent a massive, nearly half-trillion-dollar addressable market that completely changes the budgeting conversation.

Successful marketplace selling requires complete executive alignment, right down to the CFO, and strategic adjustments like spiffing sales teams for marketplace transactions.

The AI category is experiencing staggering 18x year-over-year growth, forcing companies to pivot toward an “agent-first” go-to-market model.

Shifting from traditional channels to cloud go-to-market demands a multi-year, intentional investment in operations, people, and technology.