Thomas Kurian: Why Google Cloud Bests AWS, Azure For Partners
Google Cloud CEO Thomas Kurian talks to CRN about the advantages the company has over its two main cloud rivals, Amazon Web Services and Microsoft Azure.
How much co-selling is there between Google Cloud partners and your direct sales force?
One point that is super important for people to realize: In the cloud business, there is no such thing as a sale and the end of it. Right? When we go to a greenfield account which has never done business with us, the first conversation is to convince the customer that we have a solution that really works well. The customer then says, ‘Great, I’ll get a cloud agreement signed with Google.’ And they start the first project. But the job of selling doesn’t end there. Because there are more divisions, more departments, more projects, etc., so the job of selling is a continuous one in this cloud business.
Now, the way that we work with partners is to facilitate both elements. When we work with partners in greenfield accounts, we’ve given them very clear territories that they can pursue without any involvement from a Google sales rep because some partners in a greenfield environment prefer to go directly to the customer, and we give them that ability. We’ve been very clear where our sales teams play and where [partners] play. So it allows them to access the greenfield base, even in that customer base that I mentioned that we’ve already won, where we’ve got people actually doing projects with us—we bring partners in.
Because our sales team may find the first five workloads, but there may be another 10. And we want the partners to go capture that. So in the cloud business, there is no ‘you sold and then you leave.’ It’s always selling. So by working with partners in both greenfield and in existing accounts, we’re trying to give partners the broadest possible access to our customer base.