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Google Cloud ‘Secret Sauce’ Has Partners ‘Flocking To Us’: Channel Chief

Mark Haranas

Google Cloud’s global channel leader Kevin Ichhpurani takes a deep dive with CRN about the cloud giant’s “transformation cloud” strategy, spearheaded by partners, to win more cloud market share.

Provide some stats around Google Cloud partner momentum and growth right now.

If you look at our growth right now, we’ve tripled our go-to-market-team. We’ve made very significant growth over the last few years in our go-to-market organization and our quota carrying sales organization.

We have 90,000 companies within our Partner Advantage program.

If you look at our global systems integrators, we’ve had three-and-a-half-times growth in the number of certified consultants over a two-year period.

If you look at our co-sell program with ISVs, we grew—first half [2021] to first half [2022] comparison—130 percent. And six-times growth in our market in the number of million-dollar deals that are closing through our Google Marketplace.

We’re seeing very explosive growth in the Marketplace because customers can buy partner solutions and decrement their [spending] commitments with Google dollar-for-dollar, just like it’s a Google product. That’s pretty unique in the industry.

Across all partner types, we’re getting many of the largest companies in the world adopting Google Cloud.

ISV companies like SAP are moving a number of their cloud assets to Google Cloud, so is Salesforce, Workday, Anaplan, etc.

If you are looking at systems integrators, five of the top global systems integrators now have dedicated Google Cloud business units with billion-dollar plus plans.

So we have very strong traction across all partner types.

 
Mark Haranas

Mark Haranas is an assistant news editor and longtime journalist now covering cloud, multicloud, software, SaaS and channel partners at CRN. He speaks with world-renown CEOs and IT experts as well as covering breaking news and live events while also managing several CRN reporters. He can be reached at mharanas@thechannelcompany.com.

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