Google Cloud streamlines its relationship with its ecosystem

Kevin Ichhpurani, VP channel and

Kevin Ichhpurani, VP Channel and Ecosystem, Google Cloud: We need to be partner-centric to be enterprise-centric. Photo credit: GC

The Google Cloud Marketplace will be enriched with options allowing ISVs to have more freedom in terms of offers offered and indirect sales strategy. For IT service providers, the operator will overhaul its partner program by integrating new sales incentives and more support.

As was the case in 2022, Google Cloud begins 2023 by taking a series of steps to strengthen its collaboration with channel players and independent software vendors (ISVs). They consist in particular of developing the program and the tools that the public cloud operator intends for its partners and broadening the options offered to players who market offers through its marketplace. As the year begins, the opportunity for our partners to drive digital transformation will be greater than ever. Customers will need to rely on an ecosystem of service providers and suppliers and high-value technologies to solve their most difficult problems and seize the best opportunities. This is why we must be centered on the partners to be also on the companiesexplains Kevin Ichhpurani, vice president of channel and global ecosystem of Google Cloud in a blog post.

Partner Advantage opens up to specializations

As part of the changes made to its Partner Advantage program, Google Cloud has decided to integrate specializations around its Google Cloud Platform (GSP), Google Workspace, and Chrome Enterprise offerings. They will complement those recently available around Contact Center AI, Data Center Modernization and DevOps. The device will also offer new financial incentives to partners, on their performance around specific products, the implementations they will carry out or their ability to make companies consume more Google Cloud services.

The operator will also launch a new migration program within which all of its current migration programs will be unified. The goal is to provide a common methodology and incentives that will incentivize partners to further help Google Cloud transition customers to its services. Whether migrations or implementations, this type of operation has complex technical aspects. The operator wants to help its partners solve them by setting up a new support center dedicated to them. This action will be completed by the appearance of a new knowledge base.

Publishers will be able to create their own catalog and remunerate resellers

On the Google Cloud Marketplace side, the list of new features includes new features that allow ISVs to create private offers. For example, group offers or subscriptions based on virtual machines. In other words, the operator gives them the possibility of creating their own catalog of services. In doing so, it provides a response to companies that want their employees’ purchases on its marketplace to correspond to the recommendations of their IT managers.

Another novelty and not the least, the ISVs will be able to pay a margin to the resellers who market their offers through the Google Cloud marketplace. In 2022, independent publishers had already benefited from a boost from the operator, which had reduced its commission to 3% on certain solutions.