When Diane Green took the helm of Google’s cloud division in November 2015, the internet services giant was at a crossroads, and partners were growing frustrated.
They believed they had bet on a public cloud provider with game-changing technological capabilities — leading software development talent, mastery in data center operations, unrivaled network capacity. But for the most part they weren’t winning deals against their hyper-scale competitors.
Google just didn’t understand the enterprise, a market segment with different dynamics from its legacy consumer business, partners concluded. Marketing was off-message, feature development was slow, outbound sales was an afterthought.
Most of all, its sales leaders, through predilections and programs, weren’t positioning partners to compete against those bringing Microsoft Azure and Amazon Web Services to market. Greene was a breath of fresh air — the former VMware CEO from day one articulated to partners a comprehensive, battle-tested vision for transforming Google’s cloud business into an enterprise powerhouse.
“It had not played out the way Google hoped it would with some of these solutions,” Aric Bandy, president of Agosto, a Minneapolis-based Google partner, told CRN. “Under Diane they shifted to focus on what the market wants.”