An open letter to the CEO’s of top cloud companies from the founders of Swarmsales.

By: Ankur Srivastava April 25th, 2018

Every Entrepreneur Deserves A Chance.

On April 25th the founders of Swarmsales, Inc wrote an open letter to Jeff Bezos, CEO of Amazon, Satya Nadella, CEO of Microsoft, Ginni Rometty, CEO of IBM, Marc Benioff, CEO of Salesforce.com, Larry Ellison, CTO of Oracle and Sundar Pichai, CEO of Google Cloud on behalf of all the early stage companies developing their product offering on their cloud infrastructure.

“We shared our view on this based on daily conversations we have with founders of companies developing their products on their cloud infrastructure or app marketplace,” said Ankur Srivastava, CEO, and Co-founder of Swarmsales. “It is imperative that the new wave of innovation unleashed by companies like Amazon, Microsoft, Google Cloud,  IBM, Oracle, and Salesforce by providing their cloud infrastructure be aligned with a go-to-market business model that aligns with the utility consumption model.”

If you are a founder who agrees with our view and wants to join this movement please share or comment with a YES or a No.

Dear, Jeff Bezos, Satya Nadella, Sundar Pichai, Ginni Rometty, and Larry Ellison.
CC: Born in the cloud companies and Channel Chiefs
Thanks to the readily available cloud infrastructure Forrester’s Jay McBain predicts that “there will be a total of 1,000,000 new companies born in the cloud by 2028.” That number today is 100,000. That means starting this year 246 new companies will come into existence every day for the next 10 years. That is what we call innovation at the speed of light, and it’s all happening because you’ve all accelerated a company’s journey. But as you solve some old problems there are some new ones being created.
We are reaching out to you to highlight a view we’ve gathered by talking and working with some of these amazing companies that reside on your cloud infrastructure and are now building their products on top of your service.
And the gist of it is this…
Offering infrastructure alone is no longer a differentiator. Every day we speak to founders who’ve built great products, however, struggle in figuring out how to go to market. Their only option is to go raise money or hire a traditional sales team and start selling.
If most of them do not sell, they seize to exist and hence they probably won’t be a long-term consumer of your services. While I am sure your business model accounts for a high rate of failure, you see this is where you have an obligation that extends beyond just providing an infrastructure.
We talk to founders every day who build great products but unless they engage with target buyers, their product might as well be as good as having just an idea on paper. Fundamentally, these companies will be born in the cloud, and they will die there too. However, if we slightly tweak their go-to-market strategy you can give every company a chance to be successful.
 And isn’t that what it’s all about, a chance?
Now we understand you do highlight to your in-house sales teams all the new products being added to your service catalog or app marketplace every day, but let’s be honest they have existing quotas for your own products, and especially now with innovation being unleashed expecting your sales force to keep up with 246 new companies every day is just not possible, and additionally asking “a just born company” to invest in the traditional and non scalable enterprise sales model prior to product market fit or funding as well, is killing them faster. We also understand that you have a rich network of channel partners, however, we often find they are too focused on the top 20 percent of the accounts yielding 80 percent of the revenue, and to get them to adopt these emerging technologies at the rate of their birth is nearly impossible with the existing sales process.
 However, there may be a fix.
What if aligning sales professionals and new opportunities were as straightforward as buying storage or compute power in the cloud? And allowed you to scale your sales like you would your servers in the cloud? An autonomous sales force made up of freelance sales professionals, millennials, and existing channel partners. Developed to service and engage with these specific companies to help them scale their sales based on a utility model.
My point is, that you’ve already created the infrastructure to solve massive innovation problems. However,  if we don’t take the time to align the business services required to make these ‘born in the cloud,” companies successful what good is a great idea when no one knows about it.
Today we are seeing incremental data on our platform that shows a level of success that might be able to address this problem. Our ask is to simply let us share our learnings and see if we can collectively lay the foundation to give every entrepreneur and early-stage company a chance to engage their target clients.
We look forward to hearing back from you.

 

Sincerely,
Ankur Srivastava,
CEO and Co-founder
Swarmsales, Inc
 &
Alex Limeres,
President and Co-founder
Swarmsales, Inc

 

 

Swarmsales, a marketplace that allows companies the ability to lease a sales professionals time and relationships on a per account basis.   Swarmsales, Inc. was founded by Ankur Srivastava, Alex Limeres, and Samir Rajguru in 2016 and is funded by UP2398, a venture capital fund created by eBay veterans and founder, Pierre Omidyar as well as other institutional venture capital firms from the San Francisco Bay Area. For more information visit https://swarmsales.com.