"Internal buy-in is the hardest part – and the most important - when building a cloud marketplace strategy that lasts."

In this episode of Unlock Cloud Go-To-Market, host Patrick Riley sits down with Corey Woodburn, Head of Cloud Marketplace Alliances at Grammarly, for a behind the scenes look at what it really takes to launch and scale a marketplace motion inside a fast-moving org. Dropped into a project no one officially owned, Corey shares how she turned an initiative into a cross-functional success story.

This conversation unpacks the human side of building cloud go-to-market, navigating early-stage ambiguity, crafting internal narratives that win support, and scaling seller enablement with limited resources. With insights from Corey, as well as Tackle’s Dan Callahan, you’ll get a practical, battle-tested perspective on marketplace success.

In this episode, you’ll learn:

• How to secure internal buy-in before you even talk tooling.
• Why documentation—not dashboards—is the secret weapon to alignment.
• What it takes to scale marketplace listings without scaling chaos.

Resources:
Connect with Corey on LinkedIn: https://www.linkedin.com/in/coreytw/
Connect with Dan on LinkedIn: https://www.linkedin.com/in/daniel-callahan-27692411b/
Connect with Patrick on LinkedIn: https://www.linkedin.com/in/patrickmriley/

Learn more about Tackle: https://tackle.io

Timestamps:
(00:00 ) Introduction
(00:59 ) Grammarly's marketplace journey
(02:47 ) The initial challenges and getting started
(04:58 ) Building internal buy-in and overcoming hurdles
(07:06 ) Creating a comprehensive plan
(10:34 ) The role of marketing and cross-functional collaboration
(14:57 ) Lessons learned and future strategies
(22:20 ) Connecting with other ISVs
(22:54 ) Executing the Plan
(23:27 ) Cory's approach to Tackle
(25:15 ) Sales enablement strategies
(27:38 ) Educating the sales team
(33:45 ) Building the business case for Tackle
(38:40 ) Lightning Round