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Thomas Kurian: Why Google Cloud Bests AWS, Azure In The Channel

CEO Thomas Kurian talks to CRN about why channel partners should place their bets on Google Cloud versus the cloud competition along with his goal of attaching partners to 100 percent of customer engagements.

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So essentially, you expect to have a partner engage in every single engagement in some way?

Every single engagement.

Many of our large clients are depending on us in many different areas, because some of these large clients are working in many different areas: working in IT modernization, application migration, portfolio rationalization, we may be applying our artificial intelligence technology to modernize the contact center—in many of these, there are multiple partners involved, because a client may be engaging with us in many, many different parts of their organization.

How many partners do you have on a worldwide basis right now?

We don’t publish the number formally, but it’s well north of tens-of-thousands.

How do you see that working in terms of margin sharing and collaboration? When you look at the future and how much sales partners are going to see from Google Cloud Marketplace, for example. What do they need to do to be successful with you?

I mean, our customers spending $1 million a year is a pretty high bar—that increased by 600 percent between 2020 and 2021. So clearly the fact that our cloud business as a whole is growing.

Secondly, we’re putting these products right next to a customer, so that when a person is actually using it, it’s almost like One-Click buying and we’re making it super easy for people to access it.

So we believe this is a great opportunity for partners who want to access our customer base or who want to bring their solutions to customers or who want to be much easier reachable. We’re literally bringing them right into the hands of the customer.

So we’ve done a lot of work to eliminate all the friction that exists in order to make it super easy for customers to be able to access and use the technology. And the more we make it easy for customers to do it more, the partners benefit.






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