Advertisement

Cloud News

Google Cloud CEO Thomas Kurian On 10 Hot Topics: Deutsche Bank Technology Conference

Donna Goodison

Kurian speaks about Google Cloud’s four ‘flavors’ of partners and its differentiated platform offering, security posture, multi-cloud and vertical market strategies, and data analytics strengths among other topics.

Google Cloud’s Go-To-Market Strategy

We see our go-to-market, first of all, in three or four different lenses. One, we have shifted as an organization from talking about technology…to products, to solutions. Customers want to have us understand their business, the opportunity to transform their business and then provide solutions to their business problems as opposed to coming in and talking about how great our technology is. So that’s been a big change in selling methodology and approach.

A second thing that we’ve done is we’ve organized our sales organization around industries, because different industries have different needs. In financial services, for example, the use of data may be for fraud detection, may be for regulatory reporting, may be for financial market simulation. In contrast, in retail, it may be about personalization, inventory management, supply chain optimization, etc. So, we’ve segmented our sales force by industry, so that we can build greater competency in understanding customer needs.

Third, to be honest, the last 18 months have been almost all digital in our engagement with customers. Just because of the pandemic, you’re forced to engage with customers in a digital medium, and we’ve learned how to do that really well. Even as we brought in a lot of new salespeople and grew the organization, we also got them engaged with customers through digital media, and that’s helped bring a certain degree of efficiency in our scaling the distribution organization.

And lastly, we would not be where we are without our partners. We’ve always felt strongly we’re a products and solutions company. We have to have an ecosystem, and the ecosystem has helped us scale the business really well. We’re working super well with our partners in a variety of different parts of the world. A lot of this is credit to the senior talent that we brought into the sales organization. They know how to sell, they know how to do relationship selling. Many people asked us how will you build 20 years or 30 years of selling experience quickly. One, we brought in some of the best talent who had that experience, but two, we equipped them with new selling methodology, so that they could use digital tools and digital ways of selling.

 
Advertisement
Advertisement
Sponsored Post
Advertisement
Advertisement