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/

Sam Gantner, Chief Product Officer of Nexthink, reveals how DEX is moving IT from reactive firefighting to proactive problem prevention and transforming enterprise productivity.

Topics Include:

• DEX stands for Digital Employee Experience
• DEX eliminates IT issues preventing employee productivity
• Shifts IT from reactive to proactive problem-solving
• Employees often serve as IT problem alerting systems
• Best IT is transparent to employees
• DEX solves device sluggishness and slow application issues
• Network problems consistently appear across organizations
• IT teams often lack visibility into employee experiences
• Many organizations waste money on unused software licenses
• DEX Score measures comprehensive employee IT experience
• Surveys capture subjective aspects of technology experience
• Reduction of actual problems differs from ticket reduction
• Nexthink uses lightweight agents on employee devices
• Browser monitoring essential as browsers become application platforms
• Employee engagement metrics capture real-time feedback
• Nexthink rebuilt as cloud-native platform using AWS services
• Company deploys across 10+ global AWS regions
• 30% of engineering resources dedicated to AI development
• One customer eliminated 50% of IT tickets
• Another recovered 37,000 productivity hours worth $3M annually
• A third saved $1.3M by identifying unused licenses
• AI implementation requires dedicated employee training
• Good AI now better than perfect AI never
• Technology adoption is the next DEX frontier
• Digital dexterity becoming critical for maximizing IT investments

Participants:

• Samuele Gantner – Chief Product Officer, Nexthink

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon/isv/