--- 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 33 articles [ ![Closing Cloud Marketplace Deals Before Year-End](/images/blog/closing-marketplace-deals-before-year-end/hero.png) 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](/authors/chloe-wu.jpg "Chloe Wu")Aug 24, 2026 ](/resources/blog/closing-marketplace-deals-before-year-end/) [ ![Setting Cloud Marketplace Targets You Can Defend](/images/blog/setting-cloud-marketplace-targets/hero.png) 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](/authors/chloe-wu.jpg "Chloe Wu")Aug 24, 2026 ](/resources/blog/setting-cloud-marketplace-targets/) [ ![Selling Internationally on Cloud Marketplaces](/images/blog/selling-internationally-on-cloud-marketplaces/hero.png) 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](/authors/chloe-wu.jpg "Chloe Wu")Aug 20, 2026 ](/resources/blog/selling-internationally-on-cloud-marketplaces/) [ ![Selling to Government Through Marketplaces](/images/blog/selling-to-government-through-marketplaces/hero.png) 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](/authors/chloe-wu.jpg "Chloe Wu")Aug 20, 2026 ](/resources/blog/selling-to-government-through-marketplaces/) [ ![How Fast Can a Marketplace Deal Actually Close?](/images/blog/how-fast-can-a-marketplace-deal-actually-close/hero.png) 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](/authors/chloe-wu.jpg "Chloe Wu")Aug 19, 2026 ](/resources/blog/how-fast-can-a-marketplace-deal-actually-close/) [ ![Public Sector vs Commercial Marketplace Deals](/images/blog/public-sector-vs-commercial-marketplace-deals/hero.png) 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](/authors/chloe-wu.jpg "Chloe Wu")Aug 19, 2026 ](/resources/blog/public-sector-vs-commercial-marketplace-deals/) [ ![Cloud Marketplace Platform Migration: A Checklist](/images/blog/cloud-marketplace-platform-migration/hero.png) 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](/authors/chloe-wu.jpg "Chloe Wu")Aug 18, 2026 ](/resources/blog/cloud-marketplace-platform-migration/) [ ![Where a Signed AWS Marketplace Agreement Lives](/images/blog/where-the-signed-marketplace-agreement-lives/hero.png) 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](/authors/chloe-wu.jpg "Chloe Wu")Aug 18, 2026 ](/resources/blog/where-the-signed-marketplace-agreement-lives/) [ ![How Enterprise Buyers Buy Through a Marketplace](/images/blog/how-enterprise-buyers-buy-through-a-marketplace/hero.png) 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](/authors/chloe-wu.jpg "Chloe Wu")Aug 16, 2026 ](/resources/blog/how-enterprise-buyers-buy-through-a-marketplace/) [ ![The First Marketplace Hire: What to Look For](/images/blog/the-first-marketplace-hire/hero.png) 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](/authors/chloe-wu.jpg "Chloe Wu")Aug 14, 2026 ](/resources/blog/the-first-marketplace-hire/) [ ![What Should Happen When a Marketplace Trial Ends](/images/blog/what-happens-when-a-marketplace-trial-ends/hero.png) 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](/authors/chloe-wu.jpg "Chloe Wu")Aug 14, 2026 ](/resources/blog/what-happens-when-a-marketplace-trial-ends/) [ ![Changing Your Marketplace Price After Launch](/images/blog/change-marketplace-price-after-launch/hero.png) 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](/authors/chloe-wu.jpg "Chloe Wu")Aug 12, 2026 ](/resources/blog/change-marketplace-price-after-launch/) [ ![Connecting Your CRM to Cloud Marketplace Data](/images/blog/connect-crm-to-cloud-marketplace-data/hero.png) 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](/authors/chloe-wu.jpg "Chloe Wu")Aug 12, 2026 ](/resources/blog/connect-crm-to-cloud-marketplace-data/) [ ![Entitlement Management on Cloud Marketplaces](/images/blog/marketplace-entitlement-management/hero.png) 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](/authors/chloe-wu.jpg "Chloe Wu")Aug 12, 2026 ](/resources/blog/marketplace-entitlement-management/) [ ![EULAs and Custom Terms in Marketplace Deals](/images/blog/marketplace-eulas-and-custom-terms/hero.png) 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](/authors/chloe-wu.jpg "Chloe Wu")Aug 12, 2026 ](/resources/blog/marketplace-eulas-and-custom-terms/) [ ![Offer vs Entitlement: What's the Difference?](/images/blog/offer-vs-entitlement/hero.png) 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](/authors/chloe-wu.jpg "Chloe Wu")Aug 10, 2026 ](/resources/blog/offer-vs-entitlement/) [ ![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/) [ ![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.