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Chloe Wu

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

33 articles

Closing Cloud Marketplace Deals Before Year-End
Cloud GTM

Closing Cloud Marketplace Deals Before Year-End

Year-end is a marketplace seller's best window: committed-spend clocks and budget flush align. How to use them, and the fastest compliant path to close.

Chloe Wu
Setting Cloud Marketplace Targets You Can Defend
Cloud GTM

Setting Cloud Marketplace Targets You Can Defend

Asked for a marketplace number for next year? A benchmark won't survive the first review. How to build a target from inputs you can actually show your work on.

Chloe Wu
Selling Internationally on Cloud Marketplaces
Cloud GTM

Selling Internationally on Cloud Marketplaces

Selling across borders through a cloud marketplace changes five things at once — currency, tax, the entity that pays you, where a listing is buyable, and how a contract localizes. Here is what each marketplace decides and what you still own.

Chloe Wu
Selling to Government Through Marketplaces
Cloud GTM

Selling to Government Through Marketplaces

Selling to a public-sector buyer on a cloud marketplace is your commercial motion plus three things you have to get right: the right cloud, the right procurement vehicle, and the right contract paper. Here is the seller's playbook.

Chloe Wu
How Fast Can a Marketplace Deal Actually Close?
Cloud GTM

How Fast Can a Marketplace Deal Actually Close?

Your AE says the marketplace path is too slow for a Q4 deal. Here is the real cloud marketplace deal timeline, step by step, and which step is actually the bottleneck.

Chloe Wu
Public Sector vs Commercial Marketplace Deals
Cloud GTM

Public Sector vs Commercial Marketplace Deals

A commercial marketplace deal and a public sector one start the same and diverge fast. Here is the government buying path, mapped for the team you are selling to.

Chloe Wu
Cloud Marketplace Platform Migration: A Checklist
Cloud GTM

Cloud Marketplace Platform Migration: A Checklist

Switching cloud marketplace platforms without breaking live revenue: what to check before, during and after a migration, and the risks to retire first.

Chloe Wu
Where a Signed AWS Marketplace Agreement Lives
Marketplaces

Where a Signed AWS Marketplace Agreement Lives

Legal asked for the executed marketplace agreement. Here is which document exists at each deal stage, where each one lives on AWS Marketplace, and how to download the signed agreement.

Chloe Wu
How Enterprise Buyers Buy Through a Marketplace
Cloud GTM

How Enterprise Buyers Buy Through a Marketplace

The seller sends an offer and waits. On the other side sits a billing account, a role assignment and a procurement queue — and any one of them can hold the deal for a week.

Chloe Wu
The First Marketplace Hire: What to Look For
Cloud GTM

The First Marketplace Hire: What to Look For

The first marketplace hire is not a salesperson and not an engineer. Here is the shape of the role, the four skills that matter, and how to test for them.

Chloe Wu
What Should Happen When a Marketplace Trial Ends
Cloud GTM

What Should Happen When a Marketplace Trial Ends

A cloud marketplace free trial ends on a date the platform already knows. Here is what has to happen in the days around it, and who owns each step.

Chloe Wu
Changing Your Marketplace Price After Launch
Cloud GTM

Changing Your Marketplace Price After Launch

You can change the number. You mostly cannot change the model. Here is exactly what each cloud lets you edit once a listing is public — and how long it takes to bite.

Chloe Wu
Connecting Your CRM to Cloud Marketplace Data
Cloud GTM

Connecting Your CRM to Cloud Marketplace Data

Marketplace records sit in three consoles your CRM cannot see. Here are the four sync patterns teams actually use, what each one costs, and which records belong where.

Chloe Wu
Entitlement Management on Cloud Marketplaces
Cloud GTM

Entitlement Management on Cloud Marketplaces

A purchase event is not an entitlement, and an entitlement is not access. The three-hop path between them is where marketplace products quietly break.

Chloe Wu
EULAs and Custom Terms in Marketplace Deals
Cloud GTM

EULAs and Custom Terms in Marketplace Deals

Every marketplace offers you a standard contract and lets you refuse it. That choice sets your close time for years, and on one cloud it is irreversible.

Chloe Wu
Offer vs Entitlement: What's the Difference?
Cloud GTM

Offer vs Entitlement: What's the Difference?

Two words a marketplace hire meets in week one, and the confusion between them explains a surprising share of incidents. An offer is a proposal; an entitlement is the access a purchase grants.

Chloe Wu
Cloud Marketplace Pricing Models: How to Choose
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
Marketplace vs Direct Sales: When Each Wins
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
Who Should Own Cloud Marketplace Revenue at an ISV?
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
Cloud GTM Glossary: 40 Marketplace Terms Defined
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
Free Trials on Cloud Marketplaces: An ISV Guide
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
How to Choose the Right Cloud Marketplace Platform
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
Sales 101: How to Close Deals Faster on AWS, Azure & GCP
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
When Do You Need a Signature on Legal Documents in Cloud Marketplace Deals?
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
The Sales Leader’s Guide to Cloud Marketplace Selling
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
Build vs. Buy: Why Building a Cloud GTM Stack Slows You Down
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
Key Characteristics of Successful Cloud Marketplace Sellers
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
How to Win in Cloud Marketplaces: 3 Things to Create a PLG SaaS Pricing Strategy on GCP
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
Best practices for activating trials and public offers through marketplace
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
New PLG Strategy Guide | Driving Hypergrowth through Cloud Marketplaces
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
Accelerating B2B Cloud Marketplace Strategies with Suger
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
Product Led Growth on Cloud Marketplace
Cloud GTM

Product Led Growth on Cloud Marketplace

Building a PLG strategy on AWS, Azure, and GCP Marketplace

Chloe Wu
Why Cloud Marketplace Matters
Cloud GTM

Why Cloud Marketplace Matters

Shift to the Cloud includes shift to cloud marketplaces

Chloe Wu
All Suger blog articles

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