Thomas Kurian: Why Google Cloud Bests AWS, Azure For Partners

Google Cloud CEO Thomas Kurian is striving to capture more channel partner mindshare to take his fast-growing cloud company to the next level—dedicating to attach partners to 100 percent of all customer accounts.

In an interview with CRN, Kurian discusses why Mountain View, Calif.-based Google Cloud is a better choice for solution providers compared to its main rivals Amazon Web Services and Microsoft Azure.

“We have technology that uniquely makes it possible for a customer to build and run applications across multiple clouds,” said Kurian, who took over the reins at Google Cloud in late 2018 after a 22-year stint at Oracle.

Annual customer spending through channel partners and the Google Cloud Platform “more than doubled” from 2020 to 2021, according to Kurian. “We are seeing really unprecedented demand from customers, and our partners are critical to meeting this demand,” he said.

Google Cloud’s channel partners are playing an ever-increasing crucial role in growing the company at break-neck speed.

The company was generating $5.8 billion in revenue in 2018. When Kurian stepped into the role of CEO, channel partners became the tip of the spear in Google Cloud’s go-to-market strategy.

Google Cloud annual sales have now grown from $5.8 billion in 2018 to over $19 billion in 2021. The company generated $5.82 billion in cloud sales for its most recent first quarter 2022, representing a 44 percent increase year over year.

Kurian touts partners as the leaders in driving cloud services sales for the company, not Google Cloud itself, which is another differentiator for the channel compared to other cloud competitors.

“When I joined, I was very clear that we are our products and solutions company, we’re not a services company. So there is zero channel conflict,” Google Cloud’s CEO said. “So it makes it much easier for a partner to know when you go in with Google, they’re not going to try and bring their own services and compete with us.”

In an interview with CRN, Kurian discusses why partners should pick Google Cloud over cloud competitors AWS and Azure.  1   23… 6NextRELATED TOPICS:


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