229 - 200% Pipeline Growth: Co-Selling Tips Revealed by Industry Leaders

Sanjay Mehta & Erin Figer of Tackle.io join Ultimate Partner

I so enjoyed bringing two friends and experts into the studio for an insightful conversation. In this episode, we explore the world of cloud go-to-market strategies and co-selling with two of the industry’s top leaders: Erin Figer (VP of Co-Sell) and Sanjay Mehta (Chief Cloud Officer) of Tackle.io.

With extensive experience in B2B technology marketing and the hyperscalers ecosystems, Erin specializes in amplifying your reputation to boost pipeline and optimize program alignment. Her proven method has resulted in 200% pipeline growth, higher close rates, ISV Partner of the Year, and achieving Co-sell Ready status in just 60 days. Erin’s mission is to help you achieve the best results through a structured framework.

A seasoned business leader and sales strategist, Sanjay brings a wealth of experience in cloud technology. At Tackle.io, he focuses on enabling software companies to sell through the cloud marketplaces of AWS, Microsoft, and Google Cloud, driving significant revenue growth and market expansion.

Whether you’re looking to strengthen your partnerships with Microsoft, AWS, and Google, or optimize your sales strategies, this discussion is packed with valuable insights. Get ready to learn how to maximize your co-selling efforts, boost your pipeline, and accelerate your wins with actionable strategies from industry experts. 

What You’ll Learn From This Episode

0:02 – Cloud go-to-market strategies and co-selling with Microsoft and partners.

4:37 – Coselling strategies for ISVs with cloud providers and partners. 

10:12 – Partnerships and ecosystems in the tech industry. 

13:57 – Marketplace growth, validation, and potential for universal buying mechanism. 

18:03 – Leveraging data to power sales strategies and improve customer engagement. 

22:39 – Leveraging Salesforce marketplace for ISVs, with insights on data-driven approach, ecosystem power, and partner acceleration. 

26:41 – Optimizing partner strategy for success. 

https://youtu.be/do5M_jePeJA?si=ZdRU14Kddp0XvP7D

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Transcript

Jay McBain 0:02  

Microsoft’s purpose is in service of your purpose. And again, 2024 is the year that partners come out as the leading edge of the spear on finding this buyer intent you

Vince Menzione 0:13  

show up to every meeting and demonstrate why you are relevant every

Sharon Schoenborn 0:18  

day, I have to force myself to make sure that I’m taking one step ahead in terms of my own learning

Vince Menzione 0:23  

that flywheel success is where you will build momentum. And that momentum will continue. And then you feed into the other systems to say, this is what we did. This is how we did it together. that flywheel success is where you will build momentum. And that momentum will continue. And then you feed into the other systems to say, this is what we did. This is how we did it together.

Vince Menzione 0:36  

Welcome back to The Ultimate Partner. I’m Vince Manziel, your host, and I’m on a mission to help leaders like you achieve your greatest results through successful partnering. We’ve been talking about these tectonic shifts we’ve been seeing in our world and in our lives, and the role and dominance of the hyperscalers. And this cloud, go to market moment. And now I have two leaders in the room from a valued partner tackle IO for discussion on this amazing transformation we’ve been seeing and how cloud go to market is evolving today. I want to welcome Erin Figer, the VP of cosell.

Erin Figer 1:10  

Hi Vince, thanks for having me.

Vince Menzione 1:11  

See you and Sanjay Mehta, Chief Operating Officer at tackle

Sanjay Mehta 1:15  

he just promoted me. Thank you very much. I love that. I’ll take the promotion.

Vince Menzione 1:20  

Office. Sorry. So great to have you. You know, we just finished a live event here yesterday. And it was so great to have you both here in Boca Raton. We covered several areas of cloud go to market marketplaces, conversations around co selling. Both of you are expert