Google Cloud’s Gearhart: ‘I’m Committed to Making Partners Succeed’
… more than 7.5 million customers in 200 countries and territories, Gearhart said.
A big part of that growth came after the partner program revamp in 2019. Recall, when Google Cloud hired Gearhart, that Forrester Research analyst Jay McBain said change was necessary.
“[Gearhart’s] main challenge is pulling together the dozens of products, categories and crazy projects into something that is coherent for partners to add value to enterprise clients,” he told Channel Futures.
Gearhart met the challenge.
She spearheaded the merge of 26 separate channel initiatives into one cohesive package. That created a “really strong foundation,” she said.
For instance, in addition to simplifying structure, the program extends partner benefits by criteria including market, expertise and customer success. Gearhart also helped establish Google Cloud’s Local Market MSP designation. This third-party certification verifies the legitimacy of MSPs operating in emerging countries. And she introduced channel neutrality within Google Cloud, making sure direct salespeople work well with partners.
On the whole, Forrester’s McBain tells Channel Futures, Gearhart’s leadership is paying off.
“With 46% growth last quarter, and market-leading growth the quarter before that, I think GCP has succeeded in expanding its partner base with a streamlined, comprehensive set of programs and enablement,” he told Channel Futures. “I would still like to see more grassroots community involvement like we saw a decade ago, but, overall, partners are telling us they are pleased with Google.”
What’s in Store for Google Cloud and Its Channel Partners?
In short, a lot.
“2021 is going to be another snap-your-seatbelt-on year for us,” Gearhart said.
For starters, Google Cloud has introduced new incentives that drive partners’ financial gains, she said. As one example, premier partners may secure higher discounts across their entire business. This, Gearhart said, is key to “increasing the profitability of the business they’ve already earned and driving [the future].”
Midmarket partners have opportunities, too. Consider Google Cloud’s IT cost-optimization program. Partners may take advantage of pre-packaged best practices and materials that highlight the benefits of choosing Google Cloud.
“It’s been so fun to see how partners have engaged … using some of the assets we’ve built,” Gearhart said. “We’re going to continue doing that.”
Next up, look for Google Cloud to support its partners with its own diversity, equity and inclusion strategies. Gearhart serves as Google Cloud’s executive sponsor around that initiative. Building internal DE&I programs “will help [partners] show up and really meet the needs of their customers,” she said.
Despite all the positive momentum, Gearhart sees areas “where the job is never done.” With that in mind, she intends to keep identifying ways to make working with Google Cloud easier. One of those items pertains to the partner contracting process. Another ties to partner dashboards. To that point, Google Cloud will release new versions in the third quarter. The interfaces will deliver more visibility into partners’ businesses. They will have the ability to track all the work they’ve done with Google Cloud, enforce privacy requirements, protect their data, view and control who has access, monitor employee certifications and performance, and more.
Here’s our most recent list of important channel-program changes you should know. |
“I want to make sure everybody shows up and has an incredible experience about how they work with us,” Gearhart said.
And heads up, traditional telecom partners — don’t feel overlooked by Google Cloud. While the provider does not yet interact with agents and consultants the way it does with MSPs and resellers, that could change.
“If there is an opportunity to support other partnering business models and helping them grow their cloud business, we’re absolutely open to it,” Gearhart said. “We’re looking to meet customers where they are.”
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