We had the privilege of having Avanish Sahai in our Cloud GTM Leader course, a remarkable tech leader and former CVP at Google Cloud. Avanish explained the đ˝ transformative journey of building momentum in the GCP marketplace.
Many ask how to partner and amplify growth in the Google Cloud Marketplace. It's critical to align with the motivations of the hyperscaler and its sellers, among other things.
đ Driving 10X marketplace growth
Avanish, who led ISV & Apps Partner Ecosystem and Global Partner GTM at GCP detailed how focus on partners and field alignment played a pivotal role in driving its astounding 10X growth within just a few years.
Back in 2019, the GCP marketplace lacked a strong push.
The shift from a old 20% rev share model to 3%, combined with a strong field alignment and focus on value-driven solutions that set GCP apart from its rivals, reshaped how partners and customers perceive Google Cloud.
Their sales force became dedicated to connecting end customers' needs with the right partners, optimizing solution frameworks, and driving larger deals. Importantly, they shifted their focus to deals that burned down customer cloud commitments.
đŻ Targeted Partnership Approach
GCP naturally didnât have the bandwidth to compete head to head with the market leaders. Instead of a broad "everyone's welcome" approach, Google Cloud became more discerning, focusing on industries, use cases, and partners that brought unique value.
This were the drivers that helped Google Cloud to grow from $4Bn annual run rate in 2018 to $30Bn today.
While these principles might seem abstract, they stand as pivotal drivers of success in hyperscaler marketplaces today.
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đ Accelerate your Growth in Cloud Marketplaces
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