What I Learned from: "How Google Cloud's Channel Leader Drives Success with Precision Partnering?
Vince Menzione
CEO, Ultimate Partner? | Podcast Host, Ultimate Guide to Partnering? | Sparking the Ecosystem
Susan's Corner - A Weekly Edition of Ultimate Partner LinkedIn Newsletter
Ultimate Guide to Partnering??welcomes?Susan Tommy, an Alliances Leader with a fresh perspective on "Successful Partnering
Susan's Summary - from Episode 181: Rob Harper, Director of North America Channel Sales and Strategic Partnerships at Google Cloud.
In this week's edition, Susan Tommy dives into her learnings from Episode 181 of?Ultimate Guide to Partnering?with Rob Harper, Director of North America Channel Sales and Strategic Partnerships at Google Cloud.?This episode is part of a new series sponsored by Google Cloud, "Precision Partnering,” which helps partners learn what it takes to partner with Google effectively.
Rob’s team is focused on driving sales through resell, service, and solution partners.?They are shaping and growing Google partners from transactional-based to solutions-orientated to meet customer needs. This transformation involves removing barriers to foster collaboration across different partner types including ISVs to develop comprehensive solutions.?
Precision Partnering includes investing in Google’s marketplace (MP) to create and deliver solutions that combine Google Cloud, ISVs, and services (P2P2P).?MP purchases allow customers to burn down their committed GCP spend, find new ISVs, and discover complete solutions to meet their needs.
Google Cloud wants partners to join their family and is committed to creating value for them.?They are particularly focused on scaling with existing AI/ML partners and recruiting new AI partners to win the “AI arms race.”
Rob shares that persistence is key to successful partnering with Google Cloud, requiring ongoing engagement, defining success metrics, and collaborating with partner advisors, development managers, and sales teams.
Never miss a story:?Sign up here?to receive this newsletter in you inbox.
SUSAN’s NOTES
-???GCP approaching $30B business; #3 of cloud providers -> creates a massive opportunity for partners to help customers take full advantage of their cloud environments by providing an ecosystem of additional services, platforms, and expertise.
-???Google Cloud’s mission is to accelerate every organization’s ability to digitally transform its business.
-???4 unique capabilities of GCP (cloud.google.com); underpinned by sustainable technology. 1. Data 2. Trust 3. Open Infrastructure 4. Collaboration
Rob Harper, Director of Channel Sales and Strategic Partners, his role & mission? (2:26)
-???Has been in his role for 4 years; growth journey (prior was at Citrix, VMWare, Box when they were start-ups -> enterprise s/w)
o??Partner program journey to determine whom to invest/partner with etc.
-???Mission: drive sales through partners -> resale, services, solutions partners
o??Looking at smaller partners/start-ups; big growth area for Google
o??PDMs to invest in and do more with strategic partners -> NA to a broader global scale to drive solutions and services.
o??help the GCP field know who partners are, how to execute with them and help partners know how to work with the field.
-???Rob’s team is organized by scale partners, smaller resellers, etc. but starting to morph and bring together to break down barriers.
o??e.g., MSPs are now “Sales and Services partners.”
o??Moving to solutions approach-> (P2P2P) to solve customer problems
领英推荐
Precision Partnering, a blueprint that creates end-to-end solutions for customers (7:17)
-???Precision Partnering -> customer intimacy; stitching together solutions to solve customer problems.
-???Google is investing in MP
o??Canalys MP $45B by 2025 (80% through top 3 cloud Hyperscalers)
o??Combine ISVs + services + IP for complete solutions to customer problems.
o??Customer benefits: Burns down cloud spend commit + Cost optimization -> complete solutions, more workloads, etc.
o??MP Beta to allow reselling by partners and burning down against a direct customer’s commit -> Partners can leverage existing budgets and expand offerings.
Why do Partners work with Google Cloud? (12:54)
-???Want partners to be part of the Google family, playing fast catch-up.
o??Rob and his team are focused on understanding the value to partners within the Google ecosystem.
o??Work with partners to build a roadmap, joint KPIs (services, utilization %, etc.), training/resourcing plans, etc.
How is Google Cloud approaching Generative AI? (15:44)
-???Mindset that Google will win the “AI arms race”.
-???Google has been in AI for a long time, looking at existing AI/ML partners and how to scale (e.g., Customer POCs with these partners) and targeted recruitment for new AI/ML partners.
One thing that isn’t taught but is true to partner with Google Cloud successfully? (18:55)
-???Persistence -> Define KPIs (for partner + Google), figure out how to work with Google salesperson; follow up and keep showing up.
-???Find ISVs that compliment P2P motion -> create comprehensive customer solutions.
-???Know your better together a story.?E.g., Field focused on net new customers/logos; opportunity for partners to create sales play to drive new logo business.
Rob’s career journey (24:20)
-???Sales engineering background at Citrix; pivoted to GSIs to build out solutions -> moved to managing partners etc.
On becoming, The Ultimate Partner?
Empowering growth through strategic partnerships
1 年Robert Harper shares how Google Cloud Partners can collaborate to create complete solutions ("P2P2P") that meet customer needs and drive precision partnering.