Commvault’s Three-Pillar Transformative Strategy for Cloud GTM Success

Unlock Cloud Go-to-Market

“You need to be solving the problem at hand. It's fairly easy to get caught flat-footed when small problems start shifting to ones that require more time, people, financial investment.” - Jacob Bishop, Senior Director of Operations for Commvault

In today's episode of Unlock Cloud Go-To-Market, hosts Erin Figer and Patrick Riley are joined by Jacob Bishop, the Senior Director of Operations for Commvault, to discuss the evolving landscape of Cloud go-to-market strategies, emphasizing the importance of administrative excellence, robust partnerships, and operational efficiency.

Jacob shares insights on the challenges and opportunities of integrating marketplace data into CRM systems, the critical role of channel partners, and the necessity of maintaining flexibility to adapt to ongoing changes in the cloud ecosystem. He also unpacks advice for newcomers—treating cloud strategies like investor pitches, setting short-term goals while keeping a long-term vision, and the power of standardizing internal processes.

In this episode, you’ll learn:

1. The importance of aligning go-to-market strategies with the right people and information at the right time for effective marketplace operations
2. The challenges and solutions related to the integration of marketplace data into internal systems to scale operations efficiently
3. The role of channel partners and the need for standardized conversations and incentives to drive cloud go-to-market success

Resources:

Connect with Jacob on LinkedIn: https://www.linkedin.com/in/jacob-bishop-b81b846a/

Connect with Patrick on LinkedIn: https://www.linkedin.com/in/patrickmriley/

Connect with Erin on LinkedIn: https://www.linkedin.com/in/erinfiger/

Learn more about Tackle: https://tackle.io

Timestamps:

(03:32) Challenges in early marketplace transactions and documentation logistics

(09:50) Evolving partner programs needed for cloud marketplace success

(16:03) Marketplace driving operational alignment for scalable transactions

(19:00) Proactive engagement with channel partners for Azure

(23:48) Driving adoption efficiently requires automation, not manpower

(25:56) Streamlining rich data integration into CRM systems

(31:13) Key moments drive Commvault's adoption phase progress

(40:00) Quarterly objectives drive long-term operations evolution strategy

(41:28) Pitching skills crucial for internal business advocacy