In this exclusive interview, Jon Mooney, Executive Leader of AWS Marketplace ANZ, shares how businesses can scale globally through cloud marketplaces and strategic partnerships. Conducted by Aisling Curley, Head of Partnerships at Think & Grow, the discussion covers AWS Marketplace’s role in global expansion, overcoming partnership challenges, and trends shaping the future of cloud marketplaces.
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Jon Mooney’s Journey to AWS Marketplace

Jon Mooney’s career has always revolved around technology, commerce, and scaling businesses globally. After starting in the telco sector with T-Mobile and Telstra, Jon co-founded a software platform that he scaled across Australia, North America, and the UK, culminating in a successful exit to Digital Turbine.

His expertise in scaling businesses and managing two-sided marketplaces naturally led him to AWS, where he now helps software partners leverage AWS Marketplace to grow and expand internationally.

“AWS Marketplace simplifies the complexities of global expansion by handling local currency, tax, and invoicing, allowing partners to focus on scaling their business.”

What is AWS Marketplace?

AWS Marketplace is a digital catalog where businesses can buy, sell, and deploy software on the cloud. It simplifies global transactions for startups and established enterprises alike.

How Do Partners Use AWS Marketplace?

• Startups: Use AWS Marketplace for immediate global scale, reducing operational complexities.
• Established Companies: Integrate AWS Marketplace for seamless software deployment into customer environments.

Jon emphasises that success on AWS Marketplace doesn’t depend on company size but on strategic alignment and execution.

How to Succeed on AWS Marketplace

Key Factors for Success

1. Leadership Buy-In: Executive alignment with the marketplace strategy.
2. Clear Objectives: Define target customers, products, and pricing models.
3. Business Integration: Seamlessly integrate the marketplace into sales and operational processes.

“AWS Marketplace isn’t just a tool you bolt onto your business—it has to align with your broader strategy and processes.”

Case Study: Scaling Globally Through AWS Marketplace

Jon shared an example of an Australian startup that successfully scaled globally by committing 100% of a product’s transactions to AWS Marketplace. This approach allowed them to:

• Avoid legal and tax complexities in multiple regions.
• Streamline global operations with AWS Marketplace processes integrated into their sales teams.
• Build deeper partnerships with AWS, accelerating their global reach.

Global Expansion and Scaling Partnerships

Challenges in Global Expansion

1. Underestimating Market Complexities: Businesses often expect quick results but fail to account for the resources and time required to establish a new market.
2. Scaling After Initial Success: Gaining initial traction is one thing, but sustaining growth requires additional investment and operational adjustments.
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“Expansion costs more and takes longer than anticipated. Testing and validating market viability upfront is crucial.”

Keys to Long-Term Partnership Success

• Metrics and Accountability: Use leading (short-term progress) and lagging (long-term results) indicators to track success.
• Executive Sponsorship: Have a dedicated champion in the C-suite to prioritse and support partnerships.
• Adaptability: Be willing to realign objectives as market dynamics evolve.

Trends in Cloud Marketplaces and AI Partnerships

Cloud Marketplaces as Growth Drivers

Cloud marketplaces, like AWS Marketplace, are becoming essential for businesses to simplify procurement and enable global scaling. Jon highlighted the rise of “power of three” collaborations, where AWS, consulting partners, and software providers come together to create bundled solutions for customers.
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“The future of cloud marketplaces lies in streamlining processes and offering bundled solutions that make transactions frictionless.”

AI Partnerships Driving Innovation

Jon noted an increasing trend in AI partnerships, with businesses collaborating with cloud providers and AI experts to innovate. These partnerships are helping organisations stay competitive by integrating cutting-edge technologies into their operations.

Advice for Aspiring Partner Leaders

Jon’s Most Rewarding Experience

Jon reflected on a partnership during the COVID-19 pandemic where AWS collaborated with a health-tech company to rapidly launch a telehealth solution. Seeing partnerships create tangible, positive outcomes in critical times was deeply rewarding.

Advice for Future Leaders

• Focus on Impact: Align your work with organisations and industries where you can make a meaningful difference.
• Prioritise Passion: Passion for delivering results and improving customer outcomes will drive long-term success.

“Find meaning in what you do—build partnerships that deliver real value for both businesses and customers.”

Final Takeaways

1. Strategic Alignment is Key: AWS Marketplace success relies on integrating it into your broader business goals.
2. Global Growth Requires Investment: Proper preparation and resource allocation are essential for scaling into new markets.
3. Cloud Marketplaces Are the Future: Simplifying transactions and enabling scalability will remain their core value proposition.
4. Metrics Matter: Use a mix of short-term and long-term indicators to demonstrate partnership success.

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