Unlocking Growth at DigitalOcean Through Cloud Marketplaces with Fer Oliveira, VP of Ecosystem

Описание: At DigitalOcean, with 640K users, the focus is on 🧰 simplifying hashtag#cloud for developers and startups, while steering clear of direct competition with hyperscalers. We sat down with Fer Oliveira, VP of Ecosystem & Partnerships, to explore his unique approach to growing its marketplace, ecosystem, and co-selling.

Before joining Digital Ocean(DOCN) in 2023, Fer was leading GTM and creating cloud solutions for developers at Google. His extensive experience also spans roles at JFrog, Canonical, and Cisco.

Here are 3 insights on from his strategy:

🕸️ Creating Network Effects with Ecosystem

Fer describes DOCN’s partnerships strategy as creating a pull rather than a push. "Partnership here in Digital Ocean is more like an ecosystem where we want to tap into what I love to say, network effects.” he says, outlining his focus on creating a flywheel.

The ecosystem at DOCN consists of 4 pillars:
Marketplace
#Partnerships
Technology Alliances
Startup Program


📈 Leveraging the Marketplace for #Growth

The Marketplace at DOCN isn’t just a growth tool for the company; it's vital for customer success, particularly for ISVs.

Fer explains, "Our major focus… is helping ISVs to build on Digital Ocean and launch their products to market very fast….

The marketplace becomes the lower cost of acquisition for a founder; they don't need to build a sales organization."

Unlike hyperscalers, whose thousands of sellers drive the marketplace adoption, DOCN’s strategy focuses on turning its marketplace into a self-service platform.

"Marketplace is not just a fulfillment for your sales organization, but it's exactly the place that is definitely your e-commerce for your customers."

"We are not a hyperscaler, but we are discovering that you start and build a business from zero, doing self sales."