JumpCloud’s alliances teams play a key role in driving strategic partnerships with hyperscalers like AWS, Azure, and Google Cloud. They leverage cloud marketplaces as critical go-to-market channels, working closely with cloud provider sales teams to accelerate co-sell motions while ensuring transaction visibility across internal teams such as Sales, Ops, Deal Desk, and Finance.
However, scaling cloud marketplace operations presented significant challenges. Managing listings, co-selling with AWS, Azure and GCP reps, and tracking deal flow across multiple teams required a more efficient system.
We sat down with Amin Marts, Strategic Alliances & Ecosystem Leader at JumpCloud to discuss how Suger made their sales processes more efficient.
Challenges Before Suger: Manual Processes and Lack of Visibility
❌ Scalability limitations: Managing cloud marketplaces required significant effort,making it difficult to scale without automation.
❌ Lack of pipeline visibility: Tracking deals and revenue impact across internal teams like Sales, Deal Desk and Finance was challenging.
❌ Co-sell inefficiencies: Engaging AWS, Azure and GCP sales reps to drive marketplace opportunities lacked seamless communication.
❌ Manual deal registration: Updating partner portals like AWS ACE, Microsoft Partner Center, and Google Cloud Partner Advantage was time-consuming and fragmented, making it difficult to maintain a unified view of co-sell activity and progress.
“Without Suger, sharing and updating our AWS pipeline in ACE was nearly impossible. Even with AWS’s native connectors, a true bi-directional sync wasn’t available, making real-time collaboration difficult.”
Optimizing Cloud Marketplace Sales: JumpCloud’s Transformation with Suger
✅ Co-Sell Pipeline Automation: Allowed seamless opportunity sharing and tracking with AWS, Azure and GCP reps.
✅ Salesforce Integration: Ensured internal teams had full visibility into marketplace transactions.
✅ Private Offer Management: Simplified deal execution by automating approvals and tracking within Salesforce.
✅ Data Transparency: Enabled real-time access to deal cycle insights for internal stakeholders.
“With Suger, sellers can now upload opportunities, share them directly with AWS counterparts, and track them in real time. This has made it easier for our teams to collaborate strategically.”
End-to-End Impact on the Sales Process
Unlike other tools that solve only specific parts of the marketplace journey, Suger supports JumpCloud’s entire sales cycle, from pipeline management to deal execution.
🔄 Early-Stage Pipeline Sharing: Sellers can easily register and share opportunities, ensuring better co-sell alignment.
⚡ Sales Engagement & Tracking: AWS reps receive real-time updates, driving more meaningful conversations.
📊 Internal Coordination: Sales, Finance, Deal Desk, and leadership teams gain greater transparency into transaction flow.
“Suger isn’t just useful in one stage—it impacts our entire process, from pipeline sharing to deal closure and finance tracking.”
Two Core Features That Made the Difference
1️⃣ Suger’s Salesforce Widget: Enabled quick opportunity uploads and streamlined seller collaboration.
2️⃣ API Availability: Allowed JumpCloud to align data sources with their sales processes, ensuring better pipeline management.
“The Sugar-Salesforce widget enables us to upload opportunities and assign. And I think that's the first thing. The second thing is the level of the API availability to be able to align the data sources with our sales process that are relevant to how we sell.”
Impact on Sales Team Efficiency
✅ More seamless co-sell engagement: Sellers can now independently connect with AWS counterparts without relying on alliances teams as intermediaries.
✅ Higher marketplace deal volume: Improved pipeline visibility and automation enabled JumpCloud to expand its AWS, Azure and GCP footprint.
✅ More strategic selling: Freed up sellers to focus on high-value engagements rather than manual deal registration.
“Suger helps sellers focus on the right conversations rather than wasting time on administrative tasks. It enables us to be more strategic in our selling approach.”
The Takeaway: A Must-Have for Scaling Marketplace Sales
JumpCloud’s team reinforced the importance of having the right tooling in place to scale cloud marketplace sales.
By automating workflows, improving co-sell alignment, and providing real-time pipeline visibility, Suger has become an essential component of JumpCloud’s cloud sales strategy.
Now, it's your turn to accelerate growth. Contact us today to streamline your cloud marketplace operations, scale your co-sell success, and unlock new revenue opportunities across AWS, Google, and Azure.