Google Cloud's White on 'critical' role of channel in UK growth strategy
Cloud provider's new UK boss reveals what role partners should expect to play in its growth strategy and why it is an ‘exciting’ time to be joining Google Cloud
Google Cloud's channel ecosystem will play a "critical role" in the vendor's UK growth strategy, according to UK boss Pip White.
White told CRN that customers are becoming ever more dependent on systems integrators (SIs) and managed service providers' expertise to achieve their cloud goals.
"The channel is just so critical; enterprise customers rely so heavily on the system integrators and the MSPs to help them, to consult, to deploy, to manage or to think about how they scale their public cloud deployments," she explained.
"This is even truer in today's multi-cloud world. Customers need partners with the right expertise to help them navigate that.
"I think our partners benefit from that goal because there's ample opportunity for them to bring their own services, their own solutions and their own IP to enable these digital transformations."
Analyst house IDC recently revealed that partners' revenue from Google Cloud opportunities will more than triple over the next five years, while UK and Irish partners will generate $7.53 in services and solutions for every $1 of Google Cloud technology sold by 2025.
"We are operating and working within a really flourishing ecosystem here in Google Cloud, from what I've experienced so far," White said.
"It's been really exciting to listen to and learn from those partners and to understand what IDC is saying of the opportunity ahead."
White most recently held the role of SVP and general manager of Industry sales for UK&I at Salesforce. Prior to that, she spent 13 years at HPE, ultimately holding the role of VP of global sales.
These roles have given her knowledge of the UK market that she hopes will aid her in her new role heading the UK operations of Google Cloud, she said.
"I think when you've grown up in the UK business, it's a small community and we all know each other pretty well," she stated.
"That's going to allow us to go faster in the UK and make sure that we leverage those relationships to the full extent. I have already had a lot of people connecting with me and wanting to be part of the discussion, so, hopefully, that will break down any barriers that we have, and the opportunities ahead for us and the channel are pretty exciting."
The UK market is an important one for the cloud provider, White said, and she is keen to expand its presence in the region, along with a "focus" on channel partners, SIs and independent software vendors (ISV).
"The UK is a very important market for Google Cloud and we see our business continuing to grow in this part of the world," she said.
"On the partner side, we're really expanding and maturing our indirect distribution, with a focus on channel partnership programmes for resellers, systems integrators and ISVs. It's a really exciting time to be joining cloud - and I'm definitely still in the learning phase - but I'm really excited and delighted to be here."
Google's open source approach to the market is one that they are keen to help partners replicate using the Anthos offering, she noted, adding that ISVs are becoming more interested in running on the cloud.
"Google is the open cloud - open source is in our DNA - and that approach applies really to our partnerships; our partners embrace multi cloud and hybrid approaches," she explained.
"ISVs are an important part of our proposition in our community and we're working with a lot of those top ISV companies to run their products on Google Cloud and to help really make multi cloud a reality.
"Businesses want to run in the cloud and we're seeing that demand; but, increasingly, software providers are looking to run their products in the cloud as well, which is why we launched our ISV/SaaS Centre of Excellence, which is a resource to help them accelerate their cloud transformation."
White has long been a proponent of diversity and inclusion (D&I) in the workplace and is keen to delve into Google's initiatives and work with partners on their own D&I strategies once she is more settled in the role, she said.
"I've been really impressed with the way D&I has been integrated into major programmes, like Google Cloud NEXT EMEA which has intentional audience acquisition for underrepresented groups and also with dedicated D&I session tracks," she elaborated.
"We have one initiative that engages our partners to join us in prioritising diversity, equity and inclusion in the work that we do together.
"This is really important for us in the UK and Ireland market and includes a continuous two-way conversation with our partners in order to learn, grow and improve. It's a topic that's very close to my heart."