How Tackle Enabled Bugcrowd to Achieve 32x Revenue Growth Through AWS Marketplace
Tackle enabled Bugcrowd to grow their AWS Marketplace revenue from $34,500 to $1.126 million in one year, a 32x increase, through a strategic Cloud Go-To-Market (GTM) approach.
Here’s how they did it:
1. Strategic Partnership and Planning: Jacques Lopez, Bugcrowd’s Global VP of Strategic Alliances and Channel Sales, partnered with Tackle to reignite a stalled Cloud GTM program. Tackle provided strategic guidance, helping Bugcrowd align long-term objectives and develop a clear action plan. This included completing the foundational technical review and achieving AWS ISV Accelerate status, which enhanced Bugcrowd’s credibility and access to AWS resources.
2. **Cross-Functional Enablement**: Tackle supported Bugcrowd in aligning sales, marketing, and operations teams around the Cloud GTM strategy. Through enablement programs and AWS budget training, Bugcrowd’s sales team learned to leverage customers’ committed AWS spend, directing existing budgets toward Bugcrowd investments. This alignment turned AWS Marketplace into a viable revenue channel.
3. **Mission-Critical Deal Support**: Tackle played a pivotal role in resolving a complex, year-end deal involving a reseller, AWS, and Bugcrowd’s internal team. By acting as an intermediary, Tackle ensured smooth coordination, helping Bugcrowd close a mission-critical deal that bolstered their revenue growth.
4. **Channel-Friendly Cloud Strategy**: Bugcrowd, a channel-first company, used Tackle’s support to implement partner private offers, preserving relationships with traditional resellers while positioning AWS as a next-generation distribution channel. This approach ensured partners saw AWS involvement as collaborative rather than competitive.
5. **Data-Driven Decision Making**: Tackle provided data and insights that helped Bugcrowd justify their AWS investment to C-level executives. By leveraging stats from AWS and Tackle, Bugcrowd secured internal buy-in, maintained strategic momentum, and positioned themselves for long-term growth within the AWS ecosystem, including participation in the AWS Global Startup Program.
This combination of strategic collaboration, team enablement, deal support, channel alignment, and data-driven advocacy transformed Bugcrowd’s AWS Marketplace presence, driving exponential revenue growth.[]()[](https://www.youtube.com/watch?v=UHLpdRjC9hc)
