Gartner Research

Tech Go-to-Market: Consider Cloud Platform Marketplaces as a Disruptive Alternative to Traditional Sales Models — Part 2

Published: 20 November 2017

ID: G00338629

Analyst(s): David Yockelson


Establishing one's own marketplace or participating as a provider in a third-party marketplace is a route to market that is becoming increasingly popular. Technology product marketing leaders should consider and plan participation in marketplaces through a three-step approach.

Table Of Contents
  • Key Challenges



  • Cloud Marketplace Update and Comparison
    • AWS: The Strong Get Stronger
    • Microsoft: Two Marketplaces and One Redefined Partner Network
    • Google: Continued Expansion With Marketplace Rationalization on the Horizon
    • IBM: Work in Progress
    • Salesforce: AppExchange — Dedicated to Salesforce, But …
    • Other Cloud Platform Marketplaces
    • Marketplace Impact on Sales and Selling
  • When Do Third-Party Marketplaces Make Sense for TSPs?
    • Additional Types of Marketplaces and Their Value Propositions
  • Summary

Case Studies

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