Buyer Intent Signals for Cloud Marketplaces

Today, we’re introducing Buyer Intent Signals 2.0 in Suger. Now you can identify which accounts are most likely to buy through AWS, Azure, and GCP marketplaces, directly inside your workflows, so your team can prioritize the right accounts earlier and execute marketplace motions with confidence.

Focus on the right accounts, fast

If you sell through cloud marketplaces, you already know the pain. You have a big account list, limited rep time, and constant pressure to “do more with less.” The hardest part is not activity. It’s knowing which accounts are actually worth the effort this week.

Buyer Intent Signals 2.0 gives your team a simple, consistent answer at the account level: High, Medium, or Low likelihood to buy through marketplace. 

What business users get out of it

• Sales leaders get cleaner weekly prioritization and more consistent rep focus

• AEs and SDRs get a fast way to build call lists and sequences around accounts that are more likely to convert

• Partnerships teams get a shared signal to decide where to invest co-sell energy

• RevOps gets a reliable field for reporting, segmentation, and workflow automation

The win is focus. The team spends less time debating priorities and more time executing against accounts with real marketplace potential.

Turns signals into sales plays

A score only matters if it changes behavior.

Buyer Intent Signals are designed to support the decisions GTM teams make every day, especially when marketplace is part of the motion.

Common ways teams use it immediately

• Weekly outbound planning: start with High accounts, then move to Medium nurture

• Account reviews: prioritize which accounts get coverage, partner engagement, or marketplace plays

• Territory strategy: align rep capacity with accounts that are more likely to close on marketplace

And because this is Suger, you can operationalize it using Suger Workflows.

Example workflow pattern:

• High intent → route to top reps or create a marketplace-first play

• Medium intent → add to a structured nurture sequence

• Low intent → keep in a lighter-touch or non-marketplace motion until intent shifts

This is where Buyer Intent Signals becomes a real GTM lever. Teams build repeatable plays around a shared account signal, so marketplace execution stops being ad hoc.

Delivered where your team already works

Buyer Intent Signals is available directly inside your CRM, and it’s available at the account level in the current rollout. That matters because business users do not want another place to check. They want the signal to show up where they already plan, review, and execute.

What this enables:

• Reps can see buyer intent while working deals and accounts

• Managers can run reports and views to help with prioritization

• RevOps can automate account routing and sequencing based on intent

• Teams can align on a single definition of priority across sales and partnerships

Signals refresh on a predictable cadence, optimized for reliability so teams can plan around it with confidence.

By embedding Buyer Intent Signals directly into where you already work, workflows, Suger ensures these signals don’t become another unused insight. They become part of how teams plan, prioritize, and execute marketplace GTM — every day.