New-School ABM: Concrete Solutions for Busted Tactics

The explosive growth of hyperscaler marketplaces as a route to market for software and SaaS companies is reshaping enterprise procurement behavior, vendor go-to-market strategies, and channel models. Partner marketers must turn their GTM strategy on its head to stand out in a crowded marketplace and effectively reach target buyers.

In this session, Michael Laport (Palo Alto Networks) and Jerome Alexander (Cloudera) will share how to use the marketplace as a tool for ABM strategies, including:

- Identifying high-value accounts in the marketplace
- Tapping into the right channels to engage active marketplace buyers
- Gaining a competitive edge in your listing while being in a crowded ecosystem
- Scaling ABM tactics for long-term success