Google targets global systems integrators as local cloud play heats up

The search giant is on the hunt for a local global systems integrator (GSI) partner manager

Google appears to be looking to the big end of town for early channel success in Australia, as it begins the search for a local global systems integrator (GSI) partner manager.

According to Google CEO Sundar Pichai, the company is making an “extraordinarily big bet” on its cloud platform.

“In many ways, to me Google Cloud is a natural extension of our mission” to put the world’s information at everyone’s fingertips, he said at a company conference in March 2017.

Now, that strategy is taking shape in the local market, as the company looks to target the likes of Accenture, Deloitte, KPMG and PwC with an executive appointment.

The newly advertised role includes the responsibility of executing the business development strategy with “Strategic Partners,” as well as achieving strategic goals and driving partner success in the region.

Google said the applicant will need to be across the company’s entire range of Google Cloud products and services while, at times, focusing on a specific solution or product set for particular partner vertical markets.

In March, the company revealed plans to bolster its partner program through the cloud, offering low interest loans, co-funding deals and improved rebates.

The revamped program rewards technical excellence through specialisation, while allowing partners to tap into the entire Google Cloud stack. This certification focus is a tactic used by an increasing number of partners

“Google Cloud partners are essential to our commitment to help enterprises innovate faster, scale smarter and stay secure,” Google Cloud head of global technology partners, Nan Boden, said at the time.

“An open platform encompassing diverse partners maximises the possible surface of innovation for customers, letting them move more quickly," Boden said. “Partners deliver significant value to our customers, and we're committed to supporting their success.”

Certification seems to be the way forward for the vendor with the vendor revealing plans in March 2017 to introduce specialisations across four key areas for the channel, including app development, data analytics, machine learning and infrastructure.

At the time, Accenture was the only company to have received certifications for all four disciplines, KPMG had achieved three.

The pace of Google Cloud growth

In May 2017, research suggested Google was among the five companies chasing Amazon Web Services (AWS) in the cloud war, which achieved growth rates of 80 per cent in the first quarter of 2017. Other companies in the mix are Microsoft, IBM, Alibaba and Oracle.

In addition Google cloud senior vice president, Diane Greene, said the company was closing half of the enterprise accounts it engaged with.

Also, in the company’s most recent financial results, Google CEO, Sundar Pichai, said the Cloud business represented the largest growth in headcount and capital expense during the quarter.

“People sense our commitment to the area. They understand the pace at which we are investing, they see that we are committed to machine learning and [artificial intelligence] at a deep level,” he said during an earnings call.

“I think there is a very strong recognition that we have pivoted to being a deep enterprise company, and our conversations are very strategic. We are engaging at the highest levels within companies … I can see a qualitative lead and momentum there,” he said.

In the same call, he added that Google Cloud’s reorganisation under senior vice president Diane Greene has also impacted how Google pursues opportunities in enterprise.

“The heavy lifting, I would say, is around how we meet enterprises in the market,” Pichai said. “We have reorganised so we have one face to the customers with specialists who can help IT professionals solve difficult tech challenges or implement machine learning to improve efficiency and business outcomes.”

“When a customer signs up for Google Cloud, they get more than [Google Cloud Platform] and G Suite. They have access to the ads and analytics teams, YouTube teams, and resources within our organisation,” he said.