--- title: "Articles by Chloe Wu | Suger Blog" url: https://www.suger.io/resources/blog/author/chloe-wu/ canonical: https://www.suger.io/resources/blog/author/chloe-wu/ type: Blog description: "Chloe Wu covers why marketplaces work, enterprise buying behaviour on the Suger blog — cloud marketplace GTM, co-sell, and billing for ISVs." --- # Articles by Chloe Wu | Suger Blog > Canonical HTML version: https://www.suger.io/resources/blog/author/chloe-wu/ 1. [Home](/) 2. / 3. [Resources](/resources/) 4. / 5. [Blog](/resources/blog/) 6. / 7. Chloe Wu ![Chloe Wu](/authors/chloe-wu.jpg) 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 Marketplace Pricing Models: How to Choose](/images/blog/cloud-marketplace-pricing-models/hero.png) 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. ![Chloe Wu](/authors/chloe-wu.jpg "Chloe Wu")Aug 9, 2026 ](/resources/blog/cloud-marketplace-pricing-models/) [ ![Marketplace vs Direct Sales: When Each Wins](/images/blog/marketplace-vs-direct-sales/hero.png) 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. ![Chloe Wu](/authors/chloe-wu.jpg "Chloe Wu")Aug 9, 2026 ](/resources/blog/marketplace-vs-direct-sales/) [ ![Who Should Own Cloud Marketplace Revenue at an ISV?](/images/blog/who-owns-cloud-marketplace-revenue/hero.png) 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. ![Chloe Wu](/authors/chloe-wu.jpg "Chloe Wu")Aug 9, 2026 ](/resources/blog/who-owns-cloud-marketplace-revenue/) [ ![Cloud GTM Glossary: 40 Marketplace Terms Defined](/images/blog/cloud-gtm-glossary/hero.png) 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. ![Chloe Wu](/authors/chloe-wu.jpg "Chloe Wu")Aug 6, 2026 ](/resources/blog/cloud-gtm-glossary/) [ ![Free Trials on Cloud Marketplaces: An ISV Guide](/images/blog/free-trials-on-cloud-marketplaces/hero.png) 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. ![Chloe Wu](/authors/chloe-wu.jpg "Chloe Wu")Aug 6, 2026 ](/resources/blog/free-trials-on-cloud-marketplaces/) [ ![How to Choose the Right Cloud Marketplace Platform](/images/blog/how-to-choose-a-cloud-marketplace-platform/hero.png) 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. ![Chloe Wu](/authors/chloe-wu.jpg "Chloe Wu")Aug 5, 2026 ](/resources/blog/how-to-choose-a-cloud-marketplace-platform/) [ ![Sales 101: How to Close Deals Faster on AWS, Azure & GCP](/blog/migrated/192aeb7702fd2368.png?v=2026-05-12) 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. ![Chloe Wu](/authors/chloe-wu.jpg "Chloe Wu")Feb 11, 2026 ](/resources/blog/sales-101-how-to-close-deals-faster-on-aws-azure-gcp/) [ ![When Do You Need a Signature on Legal Documents in Cloud Marketplace Deals?](/blog/migrated/d4b66bb160f1be1d.png?v=2026-05-12) 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. ![Chloe Wu](/authors/chloe-wu.jpg "Chloe Wu")Aug 8, 2025 ](/resources/blog/when-do-you-need-a-signature-on-legal-documents-in-cloud-marketplace-deals/) [ ![The Sales Leader’s Guide to Cloud Marketplace Selling](/blog/migrated/3d9b7b2370418c2e.png?v=2026-05-12) 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. ![Chloe Wu](/authors/chloe-wu.jpg "Chloe Wu")May 21, 2025 ](/resources/blog/the-sales-leaders-guide-to-cloud-marketplace-selling/) [ ![Build vs. Buy: Why Building a Cloud GTM Stack Slows You Down](/blog/migrated/df785efbc6d6c413.png?v=2026-05-12) 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. ![Chloe Wu](/authors/chloe-wu.jpg "Chloe Wu")Apr 18, 2025 ](/resources/blog/build-vs-buy/) [ ![The Future of Cloud Marketplaces: Predictions for 2025](/blog/migrated/a16d76a928dcf875.png?v=2026-05-12) 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. ![Chloe Wu](/authors/chloe-wu.jpg "Chloe Wu")Jan 14, 2025 ](/resources/blog/the-future-of-cloud-marketplaces-predictions-for-2025/) [ ![Key Characteristics of Successful Cloud Marketplace Sellers](/blog/migrated/fa0c721ae1e1b290.png?v=2026-05-12) Cloud GTM ### Key Characteristics of Successful Cloud Marketplace Sellers Successful cloud marketplace sellers share these characteristics: streamlined listing, automated operations, and strategic partnerships. ![Chloe Wu](/authors/chloe-wu.jpg "Chloe Wu")Nov 20, 2024 ](/resources/blog/key-characteristics-of-successful-cloud-marketplace-sellers/) [ ![How to Win in Cloud Marketplaces: 3 Things to Create a PLG SaaS Pricing Strategy on GCP](/blog/migrated/9c5d18e3306f94da.png?v=2026-05-12) 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. ![Chloe Wu](/authors/chloe-wu.jpg "Chloe Wu")Sep 10, 2024 ](/resources/blog/how-to-win-in-cloud-marketplaces-3-things-to-create-a-plg-saas-pricing-strategy-on-gcp/) [ ![Best practices for activating trials and public offers through marketplace](/blog/migrated/5cd924e54c7e58e4.png?v=2026-05-12) 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. ![Chloe Wu](/authors/chloe-wu.jpg "Chloe Wu")Jul 24, 2024 ](/resources/blog/how-to-achieve-plg-growth-on-aws-marketplace/) [ ![New PLG Strategy Guide | Driving Hypergrowth through Cloud Marketplaces](/blog/migrated/5b515d0e65ba401b.png?v=2026-05-12) 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. ![Chloe Wu](/authors/chloe-wu.jpg "Chloe Wu")Jul 24, 2024 ](/resources/blog/new-plg-strategy-guide-driving-hypergrowth-through-cloud-marketplaces/) [ ![Accelerating B2B Cloud Marketplace Strategies with Suger](/blog/migrated/78b23f46fd2deef3.png?v=2026-05-12) Cloud GTM ### Accelerating B2B Cloud Marketplace Strategies with Suger Accelerate B2B cloud marketplace strategy with Suger's co-sell, integrated solutions, and streamlined procurement workflows. ![Chloe Wu](/authors/chloe-wu.jpg "Chloe Wu")Jul 15, 2024 ](/resources/blog/accelerating-b2b-cloud-marketplace-strategies-with-suger/) [ ![Product Led Growth on Cloud Marketplace](/blog/migrated/b2b463ef3dfab761.avif?v=2026-05-12) Cloud GTM ### Product Led Growth on Cloud Marketplace Building a PLG strategy on AWS, Azure, and GCP Marketplace ![Chloe Wu](/authors/chloe-wu.jpg "Chloe Wu")Mar 29, 2024 ](/resources/blog/plg-on-cloud-marketplace/) [ ![Why Cloud Marketplace Matters](/blog/migrated/0fb443e2fed97cf8.jpg?v=2026-05-12) Cloud GTM ### Why Cloud Marketplace Matters Shift to the Cloud includes shift to cloud marketplaces ![Chloe Wu](/authors/chloe-wu.jpg "Chloe Wu")Mar 22, 2024 ](/resources/blog/why-cloud-marketplace/) [All Suger blog articles](/resources/blog/) ### Stay Updated Get the latest Cloud GTM insights, product updates, and marketplace strategies delivered to your inbox.