Kevin Ichhpurani, VP Channel and Ecosystem, Google Cloud: We have to be partner-centric to be enterprise-centric. Photo credit: GC
The Google Cloud Marketplace will be enriched with options that allow ISVs more freedom in terms of offered offers and indirect sales strategies. For IT service providers, the operator will revise its partner program and integrate new sales incentives and more support.
As in 2022, Google Cloud will begin a series of steps in 2023 to strengthen collaboration with channel players and independent software vendors (ISVs). They consist in particular in developing the program and tools that the public cloud operator envisages for its partners and in expanding the options offered to the players who market offers through its marketplace. As the year begins, the opportunities for our partners to drive digital transformation are greater than ever. Customers need to rely on an ecosystem of service providers and suppliers and high-quality technology to solve their toughest problems and seize the best opportunities. That is why we need to focus on the partners to also pay attention to 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 changes to its Partner Advantage program, Google Cloud has decided to integrate specializations into 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 also offers partners new financial incentives based on their performance on specific products, the implementations they have completed, or their ability to persuade companies to use more Google Cloud services.
The operator will also launch a new migration program that will unify all of its current migration programs. The goal is to provide a common methodology and incentives that will encourage partners to continue to support Google Cloud customers as they transition to its services. Whether migrations or implementations, this type of operation has complex technical aspects. The operator wants to help its partners solve these problems by creating a new support center especially for them. This action is completed by the appearance of a new knowledge base.
Publishers can create their own catalog and reward resellers
On the Google Cloud Marketplace page, 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 opportunity to create their own catalog of services. In doing so, she is reacting to companies that want their employees’ purchases on their marketplace to correspond to the recommendations of their IT managers.
Another innovation and last but not least, the ISVs can pay a margin to the resellers who market their offerings through the Google Cloud Marketplace. By 2022, independent publishers had already benefited from a push from the operator, which reduced its commission to 3% on certain solutions.