The key to success has been deeply integrating its observability platform into AWS workflows and using AWS-committed cloud budgets to accelerate sales.

Hyperscaler marketplaces are rapidly becoming a preferred way for enterprises to buy technology, creating new opportunities for vendors and partners alike. But success requires far more than simply listing products online.

New Relic recently surpassed $1 billion in sales through the AWS Marketplace, demonstrating what’s possible with the right strategy. On this episode of “Changing Channels,” Larry Walsh speaks with Shannon Batson, global director of cloud sales at New Relic, about building a successful hyperscaler marketplace business and the lessons learned along the way.