Redefining Value: Vendor Perspectives

Adam Wilson of Vonage and Google Cloud’s Simon Aldous joined IBM’s David Stokes to talk partner strategies.

Aldous described partners as critical to Google Cloud’s go-to-market. “Our goal is to have 100% partner attach everything. Because we recognise that partners are the differentiator. That’s firmly our direction of travel,” he explained.

“We’re at a point now where cloud has allowed or actually facilitated the detachment of the influence chain from the transaction chain. From a customer standpoint, there are multiple ways now they can procure services, direct through marketplaces, multiple marketplaces, or through a reseller. We recognise that, and we’re trying very hard to ensure that we’re building an ecosystem and a programme that supports both those elements. In terms of very clearly defining our sales motions and how we wish to engage with partners and drive their skills and capabilities.”

The exec said Google has seen a 250% increase in partner revenues and a 400% increase in partners entering the Google Cloud partner ecosystem.

“Partners see that it’s not just rhetoric – we listen to the market and we can see where the value comes from.”