HashiCorp’s Transformational Tower that Skyrocketed Their Success

Unlock Cloud Go-to-Market

“The success of our Co-sell operations and Marketplace at Hashicorp is due to adopting a new mindset and cultural shift among Cloud partners.” - Marissa Berardocco, AWS NAMER Partner Manager at HashiCorp

In today's episode of Unlock Cloud Go-To-Market, hosts Erin Figer and Patrick Riley are joined by Marissa Berardocco, AWS NAMER Partner Manager at HashiCorp, to share the critical aspects of modern sales enablement and Cloud Marketplace strategies.

Marissa discusses HashiCorp’s transformative approach, including the operationalization of the Tackle platform, the release of the transformation tower, and their shift towards value selling over solution politics. Learn about the challenges and successes in transitioning to a Cloud-centric sales model, the importance of executive support, and the strategies behind optimizing the Cloud environment for future growth.

In this episode, you’ll learn:

1. The importance of continuous enablement and repetition in sales messaging for effective seller training
2. The shift from traditional channel sales to co-sell cloud marketplaces and the mindset changes required for a successful transition
3. Insights into building trust and relationships with cloud partners, emphasizing collective collaboration and the operational success this leads to at Hashicorp

Resources:

Connect with Marissa on LinkedIn: https://www.linkedin.com/in/marissa-berardocco-66a88746/

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:

(00:00) Transitioned from data center to cloud sales.

(05:02) Training and learning about Cosell and industry.

(08:31) Adapting sales approach for cloud technology transition.

(11:53) Enablement includes ongoing relationships with all partners.

(16:36) Coaching sellers through driving adoption and growth.

(18:15) HashiCorp successful with executive support, automation and training.

(23:18) Innovation tower tool critical for capitalizing on partnerships.

(24:08) Improving seller enablement, operational efficiency, and metrics.

(29:06) Challenges of the past year, cloud partnerships.

(33:23) Constant optimization, automation, and guaranteed funding growth.

(36:19) Repeating information helps new sellers succeed.

(37:38) Repeat advice, multiple times, in different ways.

(40:58) Co-selling holistically with cloud and channel partners

(45:19) Hashi and Salesforce integration drives transformation and adoption