Post by Labra

There's a reason the best cloud GTM teams don't talk about their sales motion the same way they used to. They've stopped trying to build pipelines from scratch. Instead, they're working backwards from where the enterprise budget already exists and where enterprise trust is already established. AWS, Azure, and GCP have spent years building relationships with the world's largest enterprises. They have the trust, the contracts, and the committed spend. The ISVs winning right now are the ones that figured out how to sell inside that relationship, not alongside it. That's the shift from direct selling to ecosystem-led growth. And it changes everything about how you build your GTM. Your ICP isn't just the buyer anymore. It's the buyer plus the cloud provider relationship they already have. Your sales motion isn't just your AEs. It's your AEs plus the PDMs and field reps who are already in the account. The companies that have figured this out aren't doing anything dramatically different. They've just stopped treating the hyperscaler ecosystem as a distribution channel and started treating it as a sales team. #CloudGTM #AWS #CoSell #CloudMarketplace #ISV #Labra