Google Cloud CEO Thomas Kurian and rated A grad on partner transformation

Partner transformation is the key to succeed any business one can think of. Thomas Kurian gives top marks to Google Cloud’s management of its growing channel partner program during his nearly three-year tenure as CEO of the No. 3 cloud computing provider. I think we’re an ‘A’ in terms of what we’ve enabled for partners,” Kurian told in an exclusive interview when asked to rate the performance of the Google Cloud Partner Advantage program.

“If you look at where we were in 2018, early 2019, compared to where we are now, I would say partners have said to me personally – many partners – that we have far exceeded their expectations,” Kurian said. “And frankly, a lot more partners want to join us because the partners we’ve committed have seen success with us.”

Under Kurian, Google Cloud revenue, which includes Google Cloud Platform and Google Workspace, grew to $13.06 billion in 2020, from $5.84 billion in 2018. Google Cloud’s performance in the second quarter of this year tops it off schedule for annual revenue of $18.5 billion. in 2021, although the company remains unprofitable, with an operating loss of $591 million for the three months ended June 30.

Partners have been key to the success of Google Cloud, which aims to commit 100 percent partners to all sales deals and professional appointments. The cloud provider revamped its partner program as Google Cloud Partner Advantage in mid-2019 to make it easier for partners to engage and accelerate their work with customers.

“Strategically, we recognize that the cloud is a platform, and to succeed, we must help partners build profitable businesses with us to deliver solutions on top of this platform,” Kurian said. “Our goal is to be partner-led and partner-delivered for professional services.”

For partners, a key aspect of Google Cloud’s go-to-market strategy is that internal sales force compensation is “comp neutral” when it comes to selling with partners, according to Carolee Gearhart, head of the Google Cloud channel. , vice president of the global channel sales and global sales to SMBs.