"Don't build for perfect. Just build for simple. As you go, you can make adjustments to fit what reality is." - Connie Dodmead, Senior Director of Tech Alliances at BigID.
In today’s episode of Unlock Cloud Go-To-Market, hosts Patrick Riley and Erin Figer sit down with Connie Dodmead, Senior Director of Tech Alliances at BigID. She shares her tenure at Forcepoint, where she pioneered the company's entrance into the marketplace and her current strategic initiatives at BigID. She also covers channel and marketplace strategies, from aligning stakeholders and managing pricing to balancing current channels with new dynamics. Ultimately, you’ll learn that education within the team and with cloud sellers plays a critical role in GTM success.
In this episode, you’ll learn:
The importance of building end-to-end marketplace processes to align sales, operations, and marketing teams, creating a frictionless path for transactions and customer onboarding.
Why educating both internal teams and cloud provider sellers on marketplace workflows is critical to avoid missed opportunities and streamline the sales process.
The value of adopting a compensation-neutral approach to incentivize teams to prioritize customer outcomes, regardless of whether sales come through marketplaces or direct channels.