Jeremy Greene: Scaling Co-Sell and Marketplace Growth with AWS

Chip Rodgers  0:00  
Hey everyone. Chip Rodgers, Chief partner Officer at workspan and, man, it's two Wednesday afternoon here at the AWS summit in New York, and it's been a great day. How? How's it been for you? Jeremy, it's been

Jeremy Greene  0:16  
a great day. We've had some really excellent meetings with AWS, other partners that we share here with AWS, a lot of good customer conversations. So pretty productive. That's

Chip Rodgers  0:25  
great, and that's great. So I'm excited to be joined today by Jeremy green. Jeremy is Director of Strategic Alliances for Dynatrace, managing the AWS relationship. So this is the place to be for you. That's

Jeremy Greene  0:39  
absolutely right. Yeah. Again, AWS big presence, so it gets us the opportunity to interface with some of their executives. We had some good meetings with them today, heard about some new, reinvent planned announcements they're making. So it gets us a lot of that strategy to we continue to develop with AWS directly. So

Chip Rodgers  0:56  
yeah, yeah. So tell me, Jeremy, like, what are some of the things, if you think about, you know, like that. You guys are up to you and your team, you know, focusing on clearly, you know, bringing partners to, you know, Dynatrace, working with AWS, bringing other partners in. How do you How does that? What's hot today?

Jeremy Greene  1:15  
Yeah, I'll tell you. This has been a really exciting year for Dynatrace, because we've made a pretty big shift in the way that we work with AWS in our whole co sell model, so we've rolled out a 100% goal to have partners attached to all of our opportunities. And what that looks like for us. The big change was we're moving more directly to AES to be responsible for registrations, getting those deals into ace. And one of the ways we're able to do that is actually working with workspan. We have a button in salesforce.com, and that's going to take all of that opportunity information send it into ace, and so we're automating a lot of that from the front end of finding an opportunity, getting it registered, they have the conversation. But then what, the what the thing we love about working with you all is reducing the admin overhead of keeping everything up to date in Ace and then the launch and automating that whole process is helping our sales reps, and it's really saving our ability. The necessity to scale is there. So to be able to scale, we had to have something help us with all of that, it's just too much

Chip Rodgers  2:21  
to manage. That's really cool. It is. At I love that sort of, you know, democratizing, right? And kind of moving right out to the to the AE, where they're the ones that can make, they're the ones making the decision. They're the ones that saying, hey, I want to and, by the way, 100% partner attached. That's phenomenal.

Jeremy Greene  2:38  
Yeah, that's, that's the goal, right? We have some work to get there. And one of the things that we're finding is important for us to do is get them registered earlier, rather than at the 11th Hour when credits and looking for a little bit of this deal is about to close. Boom, got it. So we're trying to move it towards the first couple stages of the sales cycle, and with the AES owning that, this is kind of all the, all the pieces coming together right now is helping us drive that earlier in the sales cycle, registration in CO sell behavior. So that's what we're really after in 2024,

Chip Rodgers  3:15  
interesting. So it's a it really is, because it is. I mean, we find that with a lot of customers, that it is a behavioral change. It's change management. It's getting the team, the sales teams, to adopt it and and and really engage with their with their partners. But the but the value is there. How is that going?

Jeremy Greene  3:34  
Yeah, you nailed it. Change management is always kind of the concern in the big undertaking. We're approaching it as this is their opportunity to to, you know, we hear the metrics like faster deals, bigger deals, more deals closing. And so that's what I want every one of the Dynatrace reps to have that empowerment and that enablement to know when I register a deal it should close faster, with big more more revenue and more often. And then it allows them to go and use that same relationship the next time they're in a sales cycle with the same customer. These things build over time. And so, you know, our whole model, everything we do in alliances, especially for AWS, is creating that engine, that flywheel, where we're seeing, you know, the corporate value is continuing to work with AWS fields and building on that. So

Chip Rodgers  4:21  
it's amazing to see, to hear that, and gratifying. I think we know we see that a lot, where the you see first partners are starting to send opportunities to AWS, you know, and and then it starts to build that, the pattern, right? And the recognition of like, oh, I worked with these guys before this time, I'm going to send something to them

Jeremy Greene  4:47  
that's true. And not only have I seen it firsthand, I love that example. We have territories, not only where the reps will say, hey, you know, you sent a couple to us. I have a couple accounts in mind. It's starting to make its way up to. The sales leader and their leader. So there's, you know, regional reports where they're running pipeline reports and seeing which ISVs are registering deals and how much revenue. The other key thing we're using work SPAM for, we were sending things through with not good revenue numbers. And so we'd land on the reports with volume, but as far as number of deals registered, but not good revenue numbers. This is helping us check some of those additional boxes that get on the radar of those sales leaders. So as we're sending more and more through and it's up to date and maintained, we're getting more visibility at those higher levels when they run their, you know, regional reports.

Chip Rodgers  5:36  
Well, that's phenomenal, because then they're obviously, they have influence over their whole, you know, team and territory, and they can say, Hey, see what these guys are doing, you know, like,

Jeremy Greene  5:46  
well, in first hand, one of the things that's allowed me to do directly in my role is is go attend AWS seller QBRs, present to the whole team, 60 people, 60 sellers at a region. And we got there because of good registration behavior

Chip Rodgers  6:02  
that's phenomenal. I love also the just the push to register early, right? Because that's otherwise, it's just registration. It's just like, hey, I want to go get some credits about something, right? Versus, let me actually connect with the sales team. And the beauty of it is that you're creating this larger virtual account team, right? You've got more influence coming to your deal. That's 100%

Jeremy Greene  6:25  
true. I want our sellers to think of AWS as an extension of their sales team. They're not even co opetition. They are an extension of the sales team, and they have great account intelligence. We all know that AWS has got great salespeople. They're covering these accounts very broadly. They have a lot of resources. It's, it's, you know, every ISV that could work with AWS. You're, you know, you should take advantage of their knowledge, right? And go wider with your deals and ensure a better opportunity, better outcome, right?

Chip Rodgers  6:59  
That's phenomenal. Well, so what's next, Jeremy, what's what's coming up for Dynatrace and how, you know, how do you see the rest of the year finishing out? Yeah,

Jeremy Greene  7:11  
you know, we are re we're sort of rebuilding the whole co sell motion. I think we want to do more stuff in the marketplace. We've had some really phenomenal marketplace numbers. So how we can grow that revenue? That's another thing AWS looks at. Once we have registrations down, and we get this really globally adopted and start ticking up on close to that goal of 100% you know, we want to see how we can optimize our interactions with the marketplace and make it easier for customers to buy wherever they kind of fit in our, you know, customer profile,

Chip Rodgers  7:42  
fantastic. Jeremy, thank you for taking a few minutes and sharing your thoughts and and good luck with the you know, the rest of the afternoon here. And thanks for joining. Yeah, thanks so much chip. I appreciate it. And thank you all for joining, and we'll see you, see you next time. Thanks everybody. You.

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