Google Cloud
Carolee Gearhart
Global Channel Chief, VP, Global SMB Sales
Gearhart and Google’s channel organization pivoted quickly in light of the COVID-19 pandemic, transitioning partner marketing plans and infrastructure to an all-virtual approach. Those efforts included a fully virtual Next conference and providing Google Meet for free.
Under Gearhart’s direction, Google established incentive models for internal teams to ensure they are successful only if partners are. The company launched local market MSP initiatives that brought certified MSP partners to emerging countries. And partners are now aligned with Google’s event, campaign, solution and product teams.
In 2020 Google saw a 13X year-over-year increase in new customers won by partners and an 85 percent year-over-year increase in partner-sourced deals.
