THOMAS BURLING

Cloud Ecosystem & Strategic Partnerships Expert

Industry insights on hyperscaler partnerships, AI infrastructure, and enterprise cloud adoption—for investors, analysts, and expert networks.

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Areas of Expertise

Analyst-ready insights from operational experience building cloud partnerships and ecosystem GTM strategies.

01

Hyperscaler Partnership Economics

How AWS, GCP, and Azure partnerships actually work—from validation pathways to co-sell economics and marketplace monetization.

  • ✓ Partnership validation roadmaps (Rising Stars, Well-Architected, ISV programs)
  • ✓ Co-sell mechanics and deal registration economics
  • ✓ Marketplace strategy and revenue acceleration
02

AI Infrastructure & Adoption Patterns

Enterprise AI adoption signals, infrastructure requirements, and what separates narrative from measurable outcomes.

  • ✓ AI use cases that drive revenue vs. experimentation
  • ✓ Data infrastructure readiness and platform positioning
  • ✓ Enterprise buyer behavior and budget allocation
03

Database & Data Platform Strategy

Evolution from traditional databases to modern data platforms—MongoDB, Snowflake, Databricks, and vector database positioning.

  • ✓ NoSQL to vector DB adoption trajectories
  • ✓ Platform economics and competitive positioning
  • ✓ Enterprise migration patterns and lock-in dynamics
04

Ecosystem GTM & Commercial Due Diligence

Partnership-led growth models, GSI dynamics, and what drives durable enterprise expansion.

  • ✓ Partner-led vs. direct motion economics
  • ✓ GSI partnership models and field enablement
  • ✓ Signals of scalable vs. unsustainable growth

How to Engage

Expert network consultations and limited strategic advisory—all structured for compliance and clarity.

Expert Network Consultations

Primary Offering

Available through Guidepoint, GLG, AlphaSights, and other major expert networks for investor due diligence, market research, and industry analysis.

Topics I Cover:

  • • AWS, GCP, Azure partnership validation and co-sell economics
  • • Cloud marketplace strategy and ISV monetization
  • • AI infrastructure adoption and enterprise buyer patterns
  • • Database and data platform competitive landscape (MongoDB, Snowflake, Databricks)
  • • GSI partnership models and ecosystem GTM strategy

For compliance: Request consultations through your expert network. All sessions are subject to network compliance procedures and conflict screening.

Limited Strategic Advisory

By Invitation Only

Selective advisory engagements for investors, non-competing startups, and strategic initiatives that do not conflict with current responsibilities.

Scope Restrictions: No engagements with LocalStack competitors, cloud emulation companies, or entities seeking partnership deals that would conflict with my current role.

Inquiries are evaluated case-by-case for fit and conflict clearance. Contact me to discuss.

Transparency & Conflicts

I am Global Head of Partnerships at LocalStack. All advisory work is structured to avoid conflicts of interest, competitive intelligence sharing, or partnership deal facilitation that would compete with my full-time role. Expert network consultations focus on industry knowledge and market dynamics, not company-specific or competitive information.

Thomas Burling

About Thomas Burling

Thomas Burling is Global Head of Partnerships at LocalStack, where he architects strategic alliances across hyperscalers (AWS, GCP, Azure), leading ISVs, and global systems integrators. He specializes in translating partnership strategy into measurable revenue impact through co-sell programs, marketplace monetization, and ecosystem activation.

Previously, Thomas led partnerships at Obsidian Security, MongoDB, IBM, and TAOS, building cloud ecosystem programs, GSI relationships, and go-to-market strategies across Fortune 100 enterprise accounts. This unique vantage point across multiple high-growth companies in different market positions has given him the ability to identify and architect repeatable patterns that drive successful business outcomes rather than one-off wins.

Thomas provides insights for institutional investors, executives, and strategic decision-makers across cloud partnership economics, ecosystem GTM strategy, enterprise sales operations, compensation design, and early-stage business development. His perspective spans the full commercial lifecycle, from startup business function design to enterprise-scale partnership operations, based on hands-on experience building these systems at companies ranging from boutique consultancies to public cloud leaders.

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Get in Touch

Reach out for expert network inquiries, strategic advisory discussions, or speaking opportunities.