Covers Cloud GTM strategy and the buyer

Chloe Wu

Chloe Wu writes on Cloud GTM strategy and the buyer’s side of it — why marketplace selling works, how enterprise procurement really behaves, what pricing and trials should look like, and how to choose the tooling around it.

why marketplaces work
enterprise buying behaviour
pricing and trials
build vs buy
definitions

18 articles

Cloud GTM

Cloud Marketplace Pricing Models: How to Choose

AWS, Microsoft, and Google Cloud each support a different set of pricing models — and all three make the choice permanent. Here is the cross-cloud comparison nobody publishes.

Aug 9, 2026

Cloud GTM

Marketplace vs Direct Sales: When Each Wins

Most writing on this question is produced by companies paid when you choose the marketplace. Here is the honest version, including the deals where direct is plainly the better channel.

Aug 9, 2026

Cloud GTM

Who Should Own Cloud Marketplace Revenue at an ISV?

Marketplace revenue usually lands wherever the first deal happened to land. Four ownership models exist, each optimises for something different, and the wrong one is expensive.

Aug 9, 2026

Cloud GTM

Cloud GTM Glossary: 40 Marketplace Terms Defined

Forty terms every Cloud GTM job depends on, grouped by the stage of the deal where you'll first hit them — from listing type to drawdown to disbursement.

Aug 6, 2026

Cloud GTM

Free Trials on Cloud Marketplaces: An ISV Guide

A marketplace free trial isn't your website trial with a different button. The entitlement, the expiry, and the conversion all run on the cloud's rails — here's how to design one.

Aug 6, 2026

Cloud GTM

How to Choose the Right Cloud Marketplace Platform

A buyer's guide to evaluating cloud marketplace platforms: the criteria that separate real automation from a prettier console.

Aug 5, 2026

Cloud GTM

Sales 101: How to Close Deals Faster on AWS, Azure & GCP

A Sales Leader's guide to marketplace success. Already listed on AWS, Azure, or GCP? Build a cloud marketplace sales motion to close bigger deals, faster.

Feb 11, 2026

Cloud GTM

When Do You Need a Signature on Legal Documents in Cloud Marketplace Deals?

Discover when a signature is needed in cloud marketplace deals, including the role of digital signatures and deal size considerations.

Aug 8, 2025

Cloud GTM

The Sales Leader’s Guide to Cloud Marketplace Selling

Learn how sales teams scale AWS, Azure, and GCP deals by automating co-sell, private offers, and CRM-native execution for faster, repeatable wins.

May 21, 2025

Cloud GTM

Build vs. Buy: Why Building a Cloud GTM Stack Slows You Down

Building cloud GTM integrations slows growth. Learn why buying Suger is faster, scalable, and smarter for listing, co-sell, offers, and revenue ops.

Apr 18, 2025

Cloud GTM

The Future of Cloud Marketplaces: Predictions for 2025

Key trends shaping the future of cloud marketplaces in 2025: AI-driven solutions, multi-cloud strategies, and usage-based pricing.

Jan 14, 2025

Cloud GTM

Key Characteristics of Successful Cloud Marketplace Sellers

Successful cloud marketplace sellers share these characteristics: streamlined listing, automated operations, and strategic partnerships.

Nov 20, 2024

Cloud GTM

How to Win in Cloud Marketplaces: 3 Things to Create a PLG SaaS Pricing Strategy on GCP

Maximize SaaS potential on GCP Marketplace with strategic pricing, transparency, and flexible billing to attract diverse customers.

Sep 10, 2024

AWS

Best practices for activating trials and public offers through marketplace

Drive product-led growth on AWS Marketplace: best practices, common mistakes, and strategies to accelerate user sign-ups with Suger.

Jul 24, 2024

AWS

New PLG Strategy Guide | Driving Hypergrowth through Cloud Marketplaces

Explore how Product-Led Growth and Cloud Marketplaces are revolutionizing software commerce, driving efficiency, flexibility, and growth for companies.

Jul 24, 2024