GCP, Professional Services, Startups & Scale-ups
You’ve built a great product. But when you try to sell it to a large enterprise, the process often stalls or stops altogether.
In other words, you’ve hit the procurement wall. Legal reviews take months, vendor onboarding forms are endless, and the CFO of the enterprise doesn’t know who you are.
For early-stage B2B companies, the Google Cloud Marketplace is more than just a place to upload software; it builds trust and helps you close deals faster. It essentially turns you from a risky startup into an approved vendor.
According to recent market research, partners selling through the Marketplace see 112% larger deal sizes and shorten their procurement cycles by up to 4 weeks.
Here is why startups are moving to get listed, and how Revolgy manages the technical requirements to get you there.
How the Marketplace helps you get deals
1. You borrow Google’s credibility
When you are new, trust is the most difficult thing to build. When you list on the Marketplace, you essentially borrow trust from Google.
Real-world Revolgy success story: Black Shell had a powerful cybersecurity product (Stingray VPN), but it was still in beta. They needed to be seen as a global player to win large clients.
Revolgy built the technical foundation for them. We created the public Virtual Machine (VM) image and handled the deployment packages.
The listing acted as an instant badge of verification. It gave Black Shell the legitimacy of a global vendor immediately, allowing them to compete with much larger companies.
2. You access the budget they are required to spend
This is a major advantage in enterprise sales: Large companies have committed-use budgets with Google. They have to spend this money on cloud services within a certain timeframe.
If you send them a standard invoice, you are asking for a new budget approval. If you sell through the Marketplace, you are helping them use the budget they already have.
Real-world Revolgy success story: Our client, a leading data collaboration platform, works with Fortune 500 advertisers who have massive cloud commitments. By listing on the Marketplace, they allowed these giants to pay using their Google Cloud credits.
Thanks to this, they skipped months of budget approvals. Research shows that 70% of partners use this method to structure multi-year deals that are more stable and more valuable.
3. You simplify the administrative process
The traditional B2B sales cycle involves weeks of vendor onboarding forms. On the Marketplace, Google is the Merchant of Record. The customer buys from Google, not you.
This means you use Google’s existing contract framework (MSA) and billing pathways. According to a study by IDC, organizations purchasing via Marketplace report 45% faster purchasing cycles and 50% faster deployment times. Your buyer just clicks Subscribe, and the cost appears on their regular monthly Google Cloud invoice.
The combined time to purchase and deploy software drops by 48% when using the Marketplace, taking the average timeline from 9 weeks down to just 4.7 weeks.
Source: IDC
Real-world Revolgy success story: OriginTrail needed to launch their product to align with a major industry event. They didn’t have time for a long setup. Revolgy managed the project under a tight deadline, so it went live and was ready for transactions exactly when needed.
4. Co-selling: Your Google reps become your sales team
Listing is the prerequisite for co-selling, where Google’s sales team helps you close deals because it drives consumption of their cloud services.
Marketplace requires a go-to-market strategy. However, once listed, you can use Private Offers to create custom pricing for specific clients while still processing the deal through the Marketplace. Revolgy helps you not only list but also structure these Private Offers to align with key industry events, so you can capture market momentum.
Why isn’t everyone doing it?
If it’s so great, why isn’t every startup listed? Because the technical integration can be difficult.
You have to deal with APIs, billing integration, and strict security validation. If you get it wrong, you get rejected, or worse, your billing system might fail.
How Revolgy makes the process simple
We treat the Marketplace as a specialized product, not an admin task. For example, we help with:
- Technical setup: We handle the Terraform, API integration, and VM image creation (as we did for Black Shell and OriginTrail).
- Handling complexities: For the data platform client, we architected a confidential computing listing. This proved their zero-data-movement technology was secure enough for strict privacy laws, which is something a standard instruction manual won’t explain.
- Co-sell activation: We help you structure Private Offers so you can provide custom pricing to specific clients while still keeping the automation benefits.
You built your product to solve problems, not to fill out procurement forms. Let Revolgy handle the technical workload to get you on the Google Cloud Marketplace, so you can focus on closing those 112% larger deals.
Ready to grow your enterprise sales? Contact us for a free consultation.
