From Zero to Marketplace: Grammarly's Cloud GTM Journey

"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.ioTimestamps:(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