Google Cloud partners are bullish that placing their services and solutions on the open Google Cloud Marketplace will increase sales and create new customer opportunities. A year ago, he took the helm of Google's cloud . Hes not afraid to make hard decisions. Other types of secure messaging available upon request. Mandiant generated $483 million in revenue in 2021, up 21 percent year over year, with the company projecting sales upward of $565 million for 2022. Three years later, Kurian is at the end of his current contract with Google Cloud, two people close to the company told Insider. "You've got a cloud division that's on the back foot and is desperate to win market share, and the rest of the business, which enjoys a dominant position. As Insider recently reported, recent changes to salespeople's pay packages have confused and concerned some at the company who worry it means they'll miss out on 25% of their annual bonus. Insightful interview from #CloudWars with Thomas Kurian outlining how #GoogleCloud's short history as a big-time player in the enterprise space is a Domenico Irilli on LinkedIn: Google Cloud CEO Thomas Kurian: "We're the New Kid on the Block" But in this latest move, Kurian showed he isn't afraid to give others more responsibility. The rest of Google and its associated companies, however, handle such deals through business-development teams, whose performance is tracked by different metrics. Now were making those solutions available to our cloud customers.. The move puts Google Cloud at risk of losing top-tier talent to other organizations in need of enterprise sales representatives. He didn't finish the job of making Oracle a powerful force in cloud computing. We are almost never in a pursuit or engagement alone. While, there's still a contingent of employees upset with the prospects, Kurian hasn't completely written those concerns off yet. CEO Kurian estimated at the time that Google Cloud's sales staff was somewhere between one-tenth to one-fifteenth the size of the sales teams at Amazon and Microsoft's cloud divisions.. Sanj Bhayro was likewise drafted from Salesforce to head up operations in Europe, the Middle East, and Africa. Kurian had a reputation for a no-frills, at-times militant leadership style at Oracle. When Google hired him in 2018, it came as a shock because he was the least "Google-y" person to be a leader at the company, where employees largely felt they had a voice and everything was working toward a greater good. It was November 2018 and the cloud division's then-chief Diane Greene and Mr Kurian held a question-and-answer session with staff who worried about his impending leadership. The tech giant remained stuck in third place -- well behind Amazon.com Inc. and Microsoft Corp. "There's no obvious Achilles heel to Amazon's position or Microsoft's position," said Mark Mahaney, an analyst at Evercore ISI. Solution providers are rarely ever alone in the sales trenches without Google Clouds sales force providing help. It brings tremendous ease of procurement for the end customer. Insiders say the culture is more like Oracle's or SAP's and distinct from the rest of. Get insight on Google's cloud business from Google Cloud CEO, Thomas Kurian #cloud #google #innovation #talent #sustainability #ai #ml One former employee says that Google Cloud is focusing on hiring for customer support roles in Mexico City as a cost-cutting move. You are outside of the decision-making for the entire company.". Do you work at Google Cloud? Thats really compelling. It just makes it more composable and more modular in terms of how customers buy from us, said TCS Srivastava. It just doesnt look at threat detection, it looks at response, it looks at recovery, it looks at automation, it looks at managed defense and, with that, come very strong advisory services. Their speed of decision-making is something Thomas has brought. Answer (1 of 4): I worked at Oracle in TK's org too (if you were an Engineer, you worked in his org). What Google Cloud's reorganization means for its business. What we are trying to do is take cybersecurity and industrialize it so that people dont have to always live with this worry, Is tomorrow the day I get told that my systems have been breached? said Kurian. (PR pitches by email only, please.) They say that when bonuses and other forms of compensation hinge on how many deals get closed and the size of each contract, teams will fight to be the one credited with winning a customer. "There's a great redemption opportunity here," Mark Mahaney, the Evercore analyst, said. While Google Cloud still isn't profitable, Kurian has more than doubled revenue and slashed losses from when he first joined the company, earning praise from Alphabet CEO Sundar Pichai, CFO Ruth Porat and investors. Alphabet will give investors an update on Mr Kurian's progress in expanding Google Cloud's business when it reports earnings on July 27. Sources said that in an attempt to empower his management team, Kurian has granted VPs more access to the company's expense accounts for the purpose of flying around the world to wine and dine customers. Google CEO Sundar Pichai appears to have given Kurian free rein to do whatever he wants so long as the business continues to grow, with Google Cloud effectively treated as a separate entity from other parts of the company, insiders said. Shantanu Narayen, Adobe Systems - Rs 4,500 crore, 7. "Diane Greene came in with a similarly strong reputation," said James Cordwell, an analyst at Atlantic Equities LLP. Its one integrated bill. In 2021 it reported 80% growth in total deal volume and 65% growth in deals over $1 billion. Thomas has made a huge, huge impact. 2 market position, profitability would be a major indication that Mr Kurian's strategy has paid off. This website follows the DNPA Code of Ethics Copyright NDTV Convergence Limited 2023. Culturally, Kurian is still trying to figure out how to navigate that longstanding justice-motivated employee culture, but he isn't completely writing it off, as some internally expected. Anything above that would not result in a commission for the salesperson. The acquisition will bring Google Cloud real-time, in-depth threat intelligence technology and expertise that Mandiant has built from working with the largest organizations in the world on the frontlines of cybersecurity. They knew his reputation. When Mr Kurian arrived on Google's campus, he sought to recast himself from his previous role of a loyal deputy at a competitor that had waged legal and regulatory war against Google for a decade. Sign up for notifications from Insider! The way you do it is you industrialize make it repeatable, make it easy to buy, make it easy to configure, and get the best possible advice while youre doing it so that every customer can benefit from Google-Cloud-plus-Mandiant security expertise to be able to deploy the most secure posture imaginable and leverage those benefits without necessarily having the best security folks in-house, said Safoian. Opinions expressed by Forbes Contributors are their own. With that flexibility, Kurian and his top lieutenants have oriented the company toward business metrics, aggressively pushing every team to focus on attracting more customers and closing more deals, the insiders say. Some Google Cloud salespeople said they were generally discouraged from selling customers on ads, Google Maps, or any other non-cloud product, and vice versa. All the people spoke on the condition of anonymity in order to speak freely about the company, but their identities are known to Insider. Kurian streamlined some of those practices early on. Thomas Kurian, Google Cloud - Rs 10,600 crore, 2. He holds five patents and has a bachelors degree in electronics engineering from Osmania University, a masters degree in computer science from Bowling Green State University and a masters degree in business administration from the University of California at Berkeleys Haas School of Business. Calder spent eight years at Microsoft before joining Google Cloud in 2015. It is unclear what the compensation model is for Google Cloud sales representatives. Jayshree Ullal is an Indian-origin billionaire aside from being one of the highest-paid CEOs in the world. Sergio Cipolla, CEO of Denver-based Google Cloud partner NIMBL, said opening up the marketplace to the channel is instrumental in showing Google Cloud customers how flexible and customizable the platform can be in addressing every type of business need. Such a competitive culture stands in stark contrast to the rest of Google, overseen by Pichai. This button displays the currently selected search type. Hes one of the few leaders I know who can talk from the 100,000-foot view and moonshot ideas and explain a YAML file., [RELATED: Thomas Kurian: Why Google Cloud Bests AWS, Azure In The Channel]. Mr Kurian stayed at Oracle for 22 years, and toward the end he was seen as an heir to co-founder Larry Ellison's throne. Among salespeople, Mr Kurian has a reputation as a deal-closer. Mr Kurian has poured resources into the sales organization. He also personally managed the creation of new procedures that allow banks to store data in Google's facilities while complying with regulators, a thorny process the business had long needed to resolve. Start your own Co and 100%. We are always co-selling with Google, said SADAs Safoian. We are not building up or scaling our services organization internally, said Ichhpurani. Analysts estimate that the unit's revenue grew about 45% to $4.35 billion in the second quarter. There are a lot of things weve done with our sales organization to make sure that partners are seen as really complementary to us, he said. When expanded it provides a list of search options that will switch the search inputs to match the current selection. A graduate of Delhi University and the Indian Institute of Management, Ahmedabad, Ajay Banga is not just the CEO of MasterCard but also President and also a member of its board of directors. Google Cloud CEO Thomas Kurian was hired to make the unit a promising revenue source for Alphabet. A Division of NBCUniversal. Insider spoke with eight current and former Google Cloud employees, who shared what they think has and hasn't worked under Kurian's leadership and what comes next. Google Clouds channel chief said the companys partner-driven sales model isnt going away. Google Cloud is one of the tech giant's few in-house bets to generate significant revenue without relying on search ads. Data centers power Google Clouds infrastructure. Christian Martin, who joined the company last year as its Alpine regional chief after more than two decades at Cisco, has also quit. Thomas Kurian is ready to make his move. In a blockbuster move that sent shockwaves through the industry, Kurian left Oracle after a successful 22-year career to become CEO of Mountain View, Calif.-based Google Cloud in late 2018. An anonymous reader shares a report: Veteran Silicon Valley executive Thomas Kurian surprised the tech world two years ago when he suddenly left Oracle to become CEO of Google Cloud. He has also encouraged the sales teams to incorporate other Google products, such as artificial intelligence tools and the Android mobile operating system, into their pitches in attempts to compete for more customers, especially more noteworthy ones. When the pandemic took hold, the yelling eased. "It's a hard position to be in, but it's a good business to be in.". The President, Shri Pranab Mukherjee presenting the Padma Shri Award to Shri Ajaypal Singh Banga, at a Civil Investiture Ceremony, at Rashtrapati Bhavan, in New Delhi on March 28, 2016. Kurian has also put a strong focus on the company's sales organization. Specifically, Kurian told CRN that Mandiant will bring several key capabilities to Google, including vulnerability assessment and world-renowned consulting expertise around identifying threats and understanding the threat vector. The more we make it easy for customers to do it, the more the partners benefit.. Member of Oracle's Executive Committee for 13 Years Led 35,000-person software development team in 32 countries; 53 cities; R&D Budget of $4.0 Billion Develop Products generating 35 Billion in. But, hey, youve got to work your way up and earn that paycheque like these 7 highest-paid CEOs in the world, who earned in crores last yearfurther advancing their multi-digit net worths. The big picture: Google's cloud business has been growing fast, but it trails market leaders Amazon and Microsoft. The move proved so effective that Hasso Plattner, the co-founder of SAP, yelled at executives in a meeting about employee defections. Our CEO Thomas Kurian recently spoke with "When you're partnering with someone, you're partnering for a purpose." Lee Moore on LinkedIn: Google Cloud CEO Thomas Kurian Shares 3 Reasons Why Partnerships Form So thats a very large number. Sources said Kurian's approach had sown some internal dissent, reflected in the survey results and a spate of senior departures. Thomas Kurian, chief executive officer of Google Cloud, at the company's campus in Sunnyvale, California (Bloomberg) Thomas Kurian's changes have given momentum to Google Cloud and. "My sense is that he's on course to stay for at least another couple of years, but he's obviously under a lot of pressure to keep up the momentum," one current employee told Insider. Google Cloud currently accounts for approximately 10 per-cent of the worldwide cloud infrastructure services market, according to data from IT research firm Synergy Research Group, trailing Amazon Web Services and Microsoft Azure, which have 33 percent and 22 percent share, respectively, as of first-quarter 2022. Thomas Kurian's Tweets. "We've become the SAP. Specialize the partner ecosystem sot they have deep skills in different areas and introduce the partners with our sales organization to customers by eliminating friction of any kind between the partners and customers, said Kurian. According to reports, during meetings, Ellison would turn to Kurian for a second opinion and affirmation on decisions. Nikesh Arora, Palo Alto Networks - Rs 6,000 crore, 4. If some soldiers die in the battle or we need to kill them fine. Kurian took over in October and is trying to close the gap with Amazon and. Late last year, however, Google Cloud underwent a reorganization that gave Hlzle a new role at the larger Alphabet organization. We believe open platforms are the ones that win in the market.. He speaks with world-renown CEOs and IT experts as well as covering breaking news and live events while also managing several CRN reporters. Contact Martin Coulter via email at mcoulter@insider.com or via encrypted messaging app Signal at +447801985586. While few would argue Kurian's progress, his strategies for closing the gap with AWS and Microsoft have caused some dissension in the ranks. In late 2018, Thomas Kurian left Oracle after more than two decades to become the new CEO of Google Cloud, the search giant's cloud-computing arm, the following January. You can run in Google Cloud, you can run on-premises or in another cloud. Kurian "is clear: We hired people to win. Despite his long tenure at Oracle, or perhaps because of it, Mr Kurian won't say how long he aims to stay at Google. While Google Cloud revenue for 2022 will surely blow past $25 billion, perhaps it's not surprising that the company continues to innovate and evolve at the speed of a startup because, as CEO Thomas Kurian told me recently, "we really were born as an enterprise company just four years ago." In the latest re-org, several veterans moved on, breaking a long tradition at Google. We wantpartners to build that capability on top with us, Kurian said. "You really saw the culture move from, 'we're going to make stuff and we're not going to listen to businesses,'" said one former employee, "to Thomas getting involved in figuring out what the customers need and building products and specific solutions to customers' problems.". In the first quarter of this year, sales jumped 46% to $4 billion. AWS, meanwhile, made $4.16 billion in the same period. "If you think about somebody accomplishing the dream, they did," he said. "Sundar, Urs and I all interviewed Thomas, and I believe that he'll do an amazing job helping to take Google Cloud to the next level." Who is Thomas Kurian? "There's a cultural dichotomy between the two organizations," said a former senior manager who quit the division within the past year. Insightful interview from #CloudWars with Thomas Kurian outlining how #GoogleCloud's short history as a big-time player in the enterprise space is a Wojciech Marusiak on LinkedIn: Google Cloud CEO Thomas Kurian: "We're the New Kid on the Block" It offered some of the most respected technology in cloud computing, but clients mostly used it for specialized needs, such as artificial intelligence and machine learning. Kurian has been known to butt heads with longtime Googlers over the direction of the unit, most prominently with the engineering senior vice president Urs Hlzle, a former employee familiar with the matter said. Manor will look for other areas inside the company to work, Kurian said. This button displays the currently selected search type. Its exciting that customers can pick the best solution for them, rather than whats simply available from the current inventory of services, he said. Some did just that, with a few top-performing salespeople making over $1 million in 2020. I see a few flattering responses to various questions on Quora related to this topic. Sign up for our newsletter for the latest tech news and scoops delivered daily to your inbox. Photographer: Michael Short/Bloomberg, FRANKFURT AM MAIN, GERMANY - SEPTEMBER 11: People, walk past a Google Cloud exhibit during the press days at the 2019 IAA Frankfurt Auto Show on September 11, 2019 in Frankfurt am Main, Germany. 2023 CNBC LLC. At a previous meeting that month, an employee described the hire as alarming and sought reassurances from Greene that Mr Kurian was up for the job. If he renews his contract as he's widely expected within the company to do he'll have the opportunity to continue making his mark on the unit as well as the responsibility to overcome some of its most significant challenges. His position at Google offers him a second chance. Its extremely collaborative in almost every engagement. Were starting to see the results of it, and were very encouraged with the progress were seeing.. Data is a real-time snapshot *Data is delayed at least 15 minutes. Got a tip? He was promoted to EVP for product operations in 2013. That's going to promote different types of behavior.". The cloud provider is attaching partners to accounts regardless of whether the partner plays a role in discovering the customer, driving the deal or closing the customer win. 65. The shakeup is meant to help continue to grow Google Cloud's. "It is a two-horse, one-pony race, and if he could turn it into a three-horse race, even if they're the third horse, that would be widely received as an impressive accomplishment. Adorned with a megawatt smile and dark suits on stage at conferences, he tried to convince customers, partners and developers that Oracle had progressed in its goal of modernizing its technology to keep up with rivals such as Amazon Web Services, Microsoft Azure and Google Cloud. For example, if a salespersons quota is set at $1 million in sales over the course of the year, they would only make commissions on up to $5 million in sales. "The big transition that I've seen is about sort of getting in and partnering with the business side, asking what your business problems are, and that's what Thomas has brought into Google Cloud," Etsy Chief Technology Officer Mike Fisher, a Google client, said. The exodus of veteran leaders has been compounded by struggles to retain some new recruits. He can be reached at mharanas@thechannelcompany.com. We want to hear from you. Enterprise sales executives make an average salary of $191,000 a year in the US, according to LinkedIn. Get this delivered to your inbox, and more info about our products and services. In the hunt for improved margins, insiders describe wide-ranging cost cuts across the unit, including slashed budgets for hiring, marketing, partnerships, and sales commissions. Pip White spent almost 14 years at HP and another three at Salesforce before being headhunted to lead Google Cloud in the UK and Ireland. Google Cloud CEO Thomas Kurian's latest reorganization attempts to streamline its technical units. Google Cloud CEO Thomas Kurian Shares 3 Reasons Why Partnerships Form google.smh.re Like . Mr Kurian, though, follows up with significant customers periodically. Interestingly, hes also from Hyderabad and his continuous efforts have bagged him a spot on the Fortune Businessperson of the Year list multiple times and also a Padma Shri. He also got $242 million richer since the time his net worth was elaborated at Rs 3,300 crore in 2019, courtesy of the promotion. Hes been tapping into the power of the partner ecosystem to drive Google Cloud growth and adoption across the enterprise landscape. After spending the past three years putting his plan into motion and more than tripling sales as Google Clouds CEO, Kurian is positioning the company to leapfrog the competition. New Google Cloud CEO Thomas Kurian lays out his vision for the vendor This week at Google Cloud Next was many people's first chance to get a read on the new boss as he laid out his vision for. PLAY. . I mean, we are way bigger now than we were, Kurian said in an April interview with CRN for the 2022 Best of Breed Virtual event hosted by CRN parent The Channel Company. In meetings and conference calls at Oracle, Mr Kurian tore into his employees for perceived poor performance by screaming, cursing and calling them names. Kurian also moved to unify Google Cloud's technical teams under Brad Calder, who will take on some of Manor's and Holzle's responsibilities and report directly to Kurian. In his early months at Google, Mr Kurian worked to replace leaders who had left. This provides a great opportunity for NIMBLto showcase several of our solutions as prepackaged offerings that are available to companies.. Thomas Kurian, CEO of Alphabet's Google Cloud, speaks at the Google Cloud Next conference in San Francisco on April 9, 2019. Many partners have said they expect a sizable portion of their overall Google Cloud sales to come via the marketplace in the years ahead. But the company insiders say Kurian's reign has been characterized by a move away from openness and transparency and toward a top-down management style that often means leaving employees in the dark. The cloud business had operating losses of $591 million, a dramatic 58.7% improvement from last year's loss of $1.43 billion. Early on at Google, he was known to scream at some executives in one-on-one meetings, but did not have public tirades. Prior to Kurian, 10 managers would have to provide approval before a salesperson could offer a discount to a customer, and the deal would then require non-disclosure agreements and a team of lawyers. That's particularly true in the sales division, the insiders said, which has seen a lot of employee turnover of late. What It Said, "Interfaith Relations Can't": High Court Rejects 'Love Jihad' Claim, Watch: Mohammad Amir's Toe-Crushing Yorkers Rattle Babar, Haris In PSL, This website follows the DNPA Code of Ethics. The 6 richest women in India, their net worth and how they make their crores, These are Indias top 10 richest real estate moguls and their net worth as revealed by a new list, How a Gujarati businessman went from making detergent in his backyard to building a Rs 2500 crore empire, They head some of the world's most diverse organisations, including Alphabet and Microsoft, 1. Mr Kurian was born in Kerala, a state in southern India, to a chemical engineer and a teacher who had emigrated from Sri Lanka. [3] Kurian received a base salary of $9,491,210 as chief executive officer and director at NetApp. New Google Cloud chief Thomas Kurian says the company will substantially bolster the size of its sales force. So thats where we, as a partner, see that entire opportunity of moving our products and [intellectual property] to the marketplace and allowing our end customers to be able to use some of their Google [spending] commitment for procuring services using a SaaS model., Srivastava predicts that about 10 percent to 20 percent of TCS total Google Cloud sales will come via the Google Cloud Marketplace in the near term, but we see it going much higher over time.. "You have to adapt to the style of the place that you're working in and the people you're working with," Mr Kurian said in an interview. Posted by msmash on Monday February 24, 2020 @05:01PM from the cloud-race dept. The number of customers who are spending more than $1 million through the Google Cloud Marketplace exploded in 2021, growing more than 500 percent compared with 2020. Under Kurian, Google Cloud has hired more salespeople, adjusted its pay incentives to be more in line with rivals like Oracle and Microsoft, and generally gotten better at taking feedback and adjusting its approach accordingly. Google's culture more generally had already begun moving toward a culture that no longer shied away from military contracts or used slogans like "Don't Be Evil.". Our goal is to make sure that we make it super easy for partners to be able to reach our customers.. Born in Uttar Pradesh, Nikesh Arora started his career as a Google Executive and ended up becoming one of the highest-paid employees there. Google has taken equity stakes in companies including Univision Communications Inc. and CME Group Inc. and received commitments to its. While Google Cloud still isn't profitable, Kurian has more than doubled revenue and slashed losses from when he first joined the company, earning praise from Alphabet CEO Sundar Pichai, CFO. Our Q4 2022 Results are here - Google Cloud increased Q4 revenues by 32% and reduced losses dramatically, from $890 million a year ago to $480 million in Q4 Suzana Drakulic on LinkedIn: McKinsey Strategy Pod - Google Cloud CEO Thomas Kurian Google Cloud now generates that much in a quarter, reporting $5.8 billion in first-quarter 2022 sales, representing a 220 percent increase compared with $1.8 billion in sales for the first quarter of 2019 when Kurian initially took over the CEO reins. Average salary of $ 191,000 a year ago, he took the helm of Google & # x27 s! And received commitments to its going away turnover of late more the partners benefit co-founder of SAP, at! Ago, he was promoted to EVP for product operations in 2013 strategy has paid off shantanu,... The decision-making for the entire company. `` be in, but it 's a hard to. Look for other areas inside the company to work, Kurian said are ever. 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