Google CEO: VARs Are 'Fundamental' To Search Giant's Strategy

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Falcon added that Google’s channel program is still maturing, and he expects it to improve as it grows. “Google's channel is still young, so we expect and see services, tools and resources, to continue to improve,” he said. “We have access to joint marketing programs and activities that help us identify prospects and close business.”

Cloud Sherpas, an Atlanta-based Google Apps and Google Enterprise partner, said in just two-and-a-half years the company has migrated more than 400,000 end-users to Google Apps. The company also prides itself on zero percent churn.

Michael Cohn, vice president of marketing and product management for Cloud Sherpas, said that kind of sales growth shows just how integral the channel has become to Google. Cloud Sherpas also leverages Google’s Apps Marketplace to offer its SherpaTools software, which adds IT management functions for administrators and adds new capabilities to Google Apps like directory management, user management and access control.

“Foremost, Google recognized relatively early that to reach midmarket and enterprise customers, they are better served by staying focused on building the platform while allowing partners like Cloud Sherpas to deal with the deployment challenges unique to each customer engagement,” Cohn said. “Second, we've seen first-hand Google's commitment to the channel in terms of personnel. The size of the Google Enterprise organization that we interact with on a regular basis continues to grow as the market for Google Apps booms.”


Next: A Cache Of Tools To Help Partners Win Deals

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