Jon Yoo, CEO of Suger, shares how his company automates the complex & challenging workflows of selling software through cloud marketplaces like AWS.
Topics Include:
- Jon Yoo is co-founder/CEO of Suger.
- Suger automates B2B marketplace workflows.
- Handles listing, contracts, offers, billing for marketplaces like AWS.
- Co-founder previously led Confluent's marketplace enablement product.
- Confluent had 40-50% revenue through cloud marketplaces.
- Required 10-20 engineers working solely on marketplace integration.
- Engineers prefer core product work over marketplace integration.
- Product/engineering leaders struggle with marketplace deployment requirements.
- Marketplace customers adopt without marketing, creating unexpected management needs.
- Version control is challenging for marketplace-deployed products.
- License management through marketplace creates engineering challenges.
- Suger helps sell, resell, co-sell through AWS Marketplace.
- Marketplace integration isn't one-time; requires ongoing maintenance.
- Business users constantly request marketplace automation features.
- Suger works with Snowflake, Intel, and AI startups.
- Data security concerns drive self-hosted AI deployments.
- AI products increasingly deploy via AMI/container solutions.
- AI products use usage-based pricing, not seat-based.
- Usage-based pricing creates complex billing challenges.
- AI products are tested at unprecedented rates.
- Two deployment options: vendor cloud or customer cloud.
- SaaS requires reporting usage to marketplace APIs.
- Customer-hosted deployment simplifies some billing aspects.
- Marketplaces need integration with ERP systems.
- Version control particularly challenging for AI products.
- Companies need automated updates for marketplace-deployed products.
- License management includes scaling up/down and expiration handling.
- Suger aims to integrate with GitHub for automatic updates.
Participants:
· Jon Yoo – CEO and Co-founder, Suger
See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon/isv/
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