Uddhav Gupta: Where ISVs and Marketplaces Meet: CloudBlue’s GTM Power Play

Chip Rodgers  0:01  
Chip, Hey everyone, Chip Rodgers, and we're back here in Seattle at Catalyst, and oh my gosh, what a what a great event. It's been just so much energy and excitement, dude, of how's it been for you? Absolutely,

Uddhav Gupta  0:14  
it's been phenomenal. You know, very rarely do you see an event where it's highly focused on just partnerships, and this is one of those, right? So kudos to usher you and everybody else for putting together such a fantastic event. Yeah, yeah,

Chip Rodgers  0:27  
it's some it is amazing. You can't walk around here and bump into anybody without having, you know, being able to talk about partnerships and, know, the the challenges and the opportunities. So that's

Uddhav Gupta  0:37  
fantastic, right? Because there's a common ground already established. Everybody here is to talk about partnerships. Everybody here is to talk about how they collaborate with each other and go to market together. So this is fantastic.

Chip Rodgers  0:51  
That's amazing. So I'm so excited to be joined by udav Gupta. Udav is president of cloud blue, and we're going to hear about it. Cloud blue is just a organization that's connecting partners. A lot of you tell us, but a lot of different kinds of partners, everything from distributors, resellers to vendors and buyers to be able to and transacting massive volumes of business. So all very exciting, and we want to hear about it. So udav, welcome.

Uddhav Gupta  1:25  
Thank you. You're absolutely right. So Cloud view is a monetization platform. It's used by the largest of the telcos, largest of the distributors, largest of the resellers, and ISVs. So if you think about two ends of a network, you have the ISVs on one end of the network, you've got the resellers, distributors, telcos, on the other end of the network, cloud blue provides a monetization platform for both ends of the network, so the resellers, telcos, MSPs, can basically create a marketplace of their own that allows their resellers and end customers to purchase multiple ISV products, and the commercial agreements are between the ISP and the marketplaces. On the flip side, we basically brought ISVs the opportunity to take their products and go to the hyperscaler marketplaces, to the distributor marketplaces, to the reseller marketplaces, anywhere and end customer that's waiting to basically buy the ISP product gets the ISP gets access to such a customer. We are a highly transactional platform. As you mentioned. We have billions of dollars of GMB going through the platform today. We've been in business for 10 years, and we've got 200 vendors that have already onboarded onto our platform. They're the likes of Microsoft, Adobe, servos, checkpoint proof point, you know, you name it. These are the large logos. And then we have a lot of the ISPs that are emerging and starting up their businesses that are also onboarding our platform and finding those niche areas that they can basically work with the resellers, telcos, MSPs of the world. On the flip side, we run the bell Canadas marketplace. We run telstras marketplace. We run America mobiles marketplace. So again, on the marketplace side, we have 500 of the largest worlds marketplaces running on our platform. Yeah, that's

Chip Rodgers  3:10  
amazing. And and so I mean, you some of the brands that you talked about, Telstra obviously, you're it's a global platform.

Uddhav Gupta  3:17  
It is a global platform. Most of our customers are global customers. They operate in multiple regions. We have customers that basically run 21 different marketplaces for 21 different operating companies. So yeah, it's absolutely global. Some other places, we have a unified marketplace that's running like 25 different countries. So different setups we see depending on how the companies are set up. But all of our customers are global. Yeah,

Chip Rodgers  3:44  
amazing. Well, and you know, you said the the magic words to two magic words, one is monetization, the other is distribution. So for anybody that wants to, you know, grow their market, build their opportunities, extend their reach and monetize and make money. Why wouldn't you

Uddhav Gupta  4:06  
absolutely we are here to serve them, help them and help them grow. Right? There hasn't been a scenario where a customer of ours that's either come as a provider on the marketplace or as a consumer on the marketplace, that hasn't benefited immensely from being on the platform. So we welcome ISVs of all sizes to come on our platform, because on the other end, we've got marketplace operators, the biggest brands in the world, right? The telcos, the MSPs, the resellers that are waiting on our platform to consume the capabilities, the features, the functionalities and the value additions that these ISVs provide. So whether the ISV is thinking of going down the route of going to a hyperscaler marketplace, or the ISVs thinking of going down the route of reaching the end customer that's in a specific region, they're most likely well served by us because we've got the lock ins with the marketplace operators and. Those regions, right? So, and you know, like as you are an ISP, some ISPs don't have the ability to do assisted sales. Some ISPs don't have the ability to take their first level of support call coming from multiple different channels, and we got a lot of white label services that we can also offer them to do that, right? So it's a holistic package designed to help the entire ecosystem grow together. Yeah, that's

Chip Rodgers  5:24  
that's terrific. It's kind of turnkey, right? For if you're an ISV that's looking to grow into new regions, into new markets, into new well geographies, but, or industries and and and connect with more partners that can either, you know, services or resellers, to really get, get your, get your your your business out there. It's, it's a great offering. Yes,

Uddhav Gupta  5:51  
absolutely. And we've been in business for 10 years, as I mentioned previously. So we built a got a lot of good relationships across the channel, and we love our ISVs and our partners to take advantage of the relationships that we've built at the end of the day, right? The channel business is all about the human connections that people make.

Chip Rodgers  6:12  
So we're here at catalyst udav, what's what are you? Why are you here? And how's it been so far, the event

Uddhav Gupta  6:20  
has been great. This our first year of participating in Catalyst. I've heard so much good things about it that I asked the team that we have to participate this year, and it stayed up to my expectations, right? I think Asher and you and everybody else have done a phenomenal job of putting this thing together. The unique thing that I found about this event compared to other events, is the fact that for the first time, there's a there's a environment, there's a conference, there's a synergic presence created for mind like minded partners to come together and grow together, right? And that's fantastic.

Chip Rodgers  6:58  
So have you? Are you connecting with? I with ISVs, current customers, new potential partners in in the cloud blue network, absolutely.

Uddhav Gupta  7:09  
So through this event, there have been phenomenal sessions that we've been a part of. We've also presented at the event. So there's a cloud blue session. I highly recommend people to go and look at the recording if they missed it, but there's such good quality of information that's flowing through the sessions that everybody benefits from. And the networking is fantastic, right? You know, these events are perfect for doing the networking. You know, some may some may evolve into leads, some may evolve into opportunities, but the relationships that we will build at this event will definitely go on for a longer period of

Chip Rodgers  7:45  
time. Amazing. Well, thank you for taking some some time to share your thoughts and and some of the tremendous success that cloud Blue has had. Congratulations and and enjoy the rest of the

Uddhav Gupta  8:00  
event. Thank you so much, Jeff, my pleasure. And

Chip Rodgers  8:03  
so thank you all for joining again for another episode here, and we've got another day still tomorrow, and so we'll see you all next time. Thanks everybody. You.

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