New Google Cloud chief Thomas Kurian says the company will substantially bolster the size of its sales force. Partners have been reaping the benefits of Google Clouds partner-driven go-to-market model with Kurian at the helm. One of Thomas Kurian's first moves as Google Cloud's CEO when he joined the company in 2019 was lifting a cap put in place on sales commissions. 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. When expanded it provides a list of search options that will switch the search inputs to match the current selection. 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. That's particularly true in the sales division, the insiders said, which has seen a lot of employee turnover of late. That's frustrated some longtime employees, who said they were passed over for promotions or other opportunities for advancement at Google Cloud in favor of those arriving from firms like Microsoft or Oracle. Looking at the big crunch for talent today and the speed at which cloud journeys are being driven across the enterprise landscape, it brings a ton of complementary capabilities for Google Cloud to make security a big differentiator.. "We're proud of our success as the fastest-growing major cloud provider," a Google Cloud spokesperson said in a statement. 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. 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. Google has steadily gained market share in infrastructure cloud services, now with 9% according to Synergy Research, compared to 7% when Mr Kurian took the helm. One former employee says that Google Cloud is focusing on hiring for customer support roles in Mexico City as a cost-cutting move. As part of its objective to create the best end-to-end security offering in the industry and continue to take sales to new heights, Google Cloud is revamping the Google Cloud Marketplace, allowing channel partners to resell independent software vendor (ISV) solutions on the marketplace. Google Cloud CEO Thomas Kurian's latest reorganization attempts to streamline its technical units. Some did just that, with a few top-performing salespeople making over $1 million in 2020. 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. The insiders say the focus on metrics has also pitted teams against each other. Its exciting that customers can pick the best solution for them, rather than whats simply available from the current inventory of services, he said. Here's what current and former Google Cloud employees say has and hasn't worked under Kurian. Insiders say the culture is more like Oracle's or SAP's and distinct from the rest of Google's. Get insight on Google's cloud business from Google Cloud CEO, Thomas Kurian #cloud #google #innovation #talent #sustainability #ai #ml While Google Cloud generated $13 billion in revenue for the 2020 fiscal year, a 47% growth year-over-year, the unit lost $5.61 billion for the year. The shakeup is meant to help Google Cloud continue to grow its market share while streamlining an organization that has ballooned since Kurian took over. We wantpartners to build that capability on top with us, Kurian said. ^ "Indian American Thomas Kurian is the new CEO of Google Cloud: Here's what you need to know about him". I see a few flattering responses to various questions on Quora related to this topic. November 17, 2018. We've become the Oracle," a former employee said. Greene showed favoritism for the product and engineering teams, and thought salespeople should sell the technology and get out of the way. What makes Pichais journey even more noteworthy is the fact that he began his career at Google as a Management Executive in 2004. Please only use it for a guidance and Thomas Kurian's actual income may vary a lot from the dollar amount shown above. Above all else, people say, Kurian is generally seen as leading by fiat: "Kurian created a different culture in Google Cloud that is top-down, and everyone feels that the time people had a voice is over," one current employee said. ", (Except for the headline, this story has not been edited by NDTV staff and is published from a syndicated feed.). Generally speaking, Google keeps the engineers behind services like its search engine and YouTube focused on improving efficiency and customer experience, insulated from financial concerns. Enterprise sales executives make an average salary of $191,000 a year in the US, according to LinkedIn. But Microsoft has also been growing, to 20%, while Amazon stays steady with about a third of the market. Sundar Pichai, chief executive officer at Google LLC, speaks during the Google Cloud Next '19 event in San Francisco, California, U.S., on Tuesday, April 9, 2019. 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. In the most recent quarter, cloud revenue grew to $4.63billion, up nearly 54% from $3.01 billion a year ago. Google Cloud insiders say power in the unit is now concentrated among Kurian's handpicked new recruits. All rights reserved. Under Diane Greene, Google's cloud-computing division had an unofficial rule: It wanted to be enterprise, but didn't want to be Oracle. Shantanu Narayen, Adobe Systems - Rs 4,500 crore, 7. He became president and COO in 2005, CEO in 2007 and Chairman of the board in 2017. Satya Nadella, Microsoft - Rs 5,100 crore, These 8 toxic phrases can ruin your relationship, according to Harvard, Akshay Kumar's expensive movies that tanked at the box office, 5 ways to tackle bedtime procrastination, according to Harvard, 6. What Google Cloud's reorganization means for its business. "It's a weird way of running a business it's quite draconian, and there's not a lot of trust.". Contact Hugh Langley via encrypted email (hlangley@protonmail.com) or encrypted messaging apps Signal or Telegram at +1 628-228-1836. The technical unit alone has doubled since he joined, Kurian said in his recent email. Google still lags behind Amazon and Microsoft in market share, but the recent reorganization and steady gains show why Kurian, an initially unlikely candidate, is doing what Google had hoped. It's not uncommon for seasoned salespeople to make $600,000 to $700,000 with salary and commission. (PR pitches by email only, please.) Kurian is hiring thousands of net-new employees each year, launching new cloud innovation at a blistering pace, and elevating Google Clouds channel ecosystem unlike ever before. 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. 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. To revisit this article, visit My Profile, then View saved stories, With great power comes great responsibility, and even greater paycheques. Kurian was a close confidant of Oracle co-founder Larry Ellison and received a pay package of almost $36 million from the company in 2017. Thomas Kurian, the head of Google's cloud division, said the company's work with oil giant Saudi Aramco doesn't include oil production, offering some of his first public comments on the . But Mr Kurian kept his guard up with the executives who worked most closely with him. He hired Rob Enslin, the president of the cloud business group at his former corporate nemesis, SAP SE, and the two recruited big-titled executives from other enterprise technology stalwarts, including Red Hat, GE Digital, and, of course, Oracle. You are outside of the decision-making for the entire company.". "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. Three years later, Kurian is at the end of his current contract with Google Cloud, two people close to the company told Insider. He exited a little bit shy of two years later. Google Cloud CEO Thomas Kurian is approaching the end of his contract, but is expected to renew it. After college, Mr Kurian spent four years at consulting firm McKinsey & Co. and then settled in at Oracle, which had honed a reputation for formidable salesmanship and embracing conflict with competitors. Kurian's changes at Google Cloud have rankled some within the division, the insiders say. While, there's still a contingent of employees upset with the prospects, Kurian hasn't completely written those concerns off yet. In his early months at Google, Mr Kurian worked to replace leaders who had left. The move proved so effective that Hasso Plattner, the co-founder of SAP, yelled at executives in a meeting about employee defections. Do you work at Google Cloud? Mr. Kurian has been CEO of Google Cloud since 2019. Sign up for free newsletters and get more CNBC delivered to your inbox. Kurian is looking to make security the next big differentia-tor for Google Cloud, which is where the Mandiant acquisition falls in place, said TCS Srivastava. 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. Mr Kurian's twin, George, the CEO of tech company NetApp Inc., said their parents were pioneers. "The rest of Google lives in this world where there is a fundamental separation between the product and revenue," said a former Google Cloud vice president who spoke to Insider on the condition of anonymity. Hes not afraid to change his mind or strategy, to make decisions given new information. The exodus of veteran leaders has been compounded by struggles to retain some new recruits. As a result, you can look publicly at the threat data and the reports on breaches [and see that] we have a very secure cloud approach that we are confident in, said Kurian. Google Cloud declined to comment for this story. Sign up for our newsletter for the latest tech news and scoops delivered daily to your inbox. "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.". That dynamic has led to friction, company insiders say. Sanj Bhayro was likewise drafted from Salesforce to head up operations in Europe, the Middle East, and Africa. It continues to invest heavily in its hyperscale data center footprint, and it has an extremely strong pipeline of new data centers that will be brought online in the coming years.. Kurian took over in October and is trying to close the gap with Amazon and. Mr Kurian said he's unbothered, arguing that Google is investing now to realize profits in the future. He was promoted to EVP for product operations in 2013. Current and former employees say that by bringing in such outsiders, Kurian has caused friction with those at the company who themselves had "management aspirations.". You build relationships you lose your momentum with your clients.". The big picture: Google's cloud business has been growing fast, but it trails market leaders Amazon and Microsoft. 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. Thomas Kurian was born in Kerala's Kottayam district. Despite Google Cloud's rapid growth, the unit was $5.6 billion in the hole in 2020. We are seeing really unprecedented demand from customers, and our partners are critical to meeting this demand.. 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. He rose to subsequent ranks via his innovative ideas and hard work. Contact Martin Coulter via email at mcoulter@insider.com or via encrypted messaging app Signal at +447801985586. Christian Martin, who joined the company last year as its Alpine regional chief after more than two decades at Cisco, has also quit. Staffers also had ethical concerns with the contract, though Google has other partnerships with branches of the military and said this month that it looks forward to engaging with the Department of Defense as they assess their future IT needs., Short of taking the No. 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. We are embracing co-opetition, Ichhpurani said. Posted by msmash on Monday February 24, 2020 @05:01PM from the cloud-race dept. Hlzle, famous for being Google's eighth employee, has played a key role in Google Cloud since its inception. 65. 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. 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. What Thomas Kurian has done for Google Cloud cannot be overstated. One of the highest-paid CEOs in the world, he began his career at Nestl, India, where he worked for 13 years and then moved onto PepsiCo, while simultaneously crawling up the corporate ladder. We are almost never in a pursuit or engagement alone. It brings tremendous ease of procurement for the end customer. Thomas Kurian's Tweets. "To see that your management is not being homegrown, it's being plucked out of nowhere seemingly. Thats been a lot of the focus these last three and a half years. In this latest move, Kurian showed he isn't afraid to give newer employees more responsibility. People.forbes.com. But in this latest move, Kurian showed he isn't afraid to give others more responsibility. Anything above that would not result in a commission for the salesperson. Among salespeople, Mr Kurian has a reputation as a deal-closer. 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. So theres a huge, huge opportunity for partners. Nadella is one of the most easily recognisable faces in the corporate space and is known for his transformative leadership skills. According to new reporting from The Information, Google Cloud is now capping commissions for its sales teams, as the cloud computing unit of Alphabet looks to reach profitability. They knew his reputation. But she lasted barely over a year in the role. Editor's note: This article has been updated to clarify the circumstances of Eyal Manor's departure from Google, Watch Now: Google Cloud is reorganizing its engineering units. Are you a current or former Google Cloud employee? One employee said Google Cloud had become "SAP 2.0," with Kurian filling executive roles and sales teams with new hires from the German database giant and rivals like Oracle and Microsoft. Kurian also reportedly boosted salespeople's salaries to be more competitive than Amazon and Microsoft. The rest of Google and its associated companies, however, handle such deals through business-development teams, whose performance is tracked by different metrics. We want to hear from you. Those salespeople said that was at least partially because of different incentives across the company: At Google Cloud, such deals are handled by its dedicated sales force, which has quotas tied to the number and size of the deals it closes. 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. Kurian had a reputation for a no-frills, at-times militant leadership style at Oracle. By clicking Sign up, you agree to receive marketing emails from Insider Google Cloud and SADA won the large deal together to pro-vide Tassat with a hosted platform that allowed the company toscale and spin up new servers and enable geographic proximity so services could run in multiple regions, with SADA working on Tassats technology backlog and building out enhancements for Google Cloud implementations. A higher office may hinge on Mr Kurian's results. Mr Kurian resigned from Oracle in September 2018, and when asked about the circumstances of that departure, he said it was time to do something new. Track Latest News and Election Results Coverage Live on NDTV.com and get news updates from India and around the world. For example, SADA and Google Cloud worked together to enable technology banking specialist Tassat Group to create a revolutionary blockchain-based payment platform for the banking industry and B2B customers. "There's a great redemption opportunity here," Mark Mahaney, the Evercore analyst, said. Google Cloud CEO Thomas Kurian was hired to make the unit a promising revenue source for Alphabet. 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. 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. The ability for customers to use their cloud commitment spend on channel partner and ISV solutions, such as offerings from MongoDB and Splunk to Palo Alto Networks and Databricks, comes during a massive shift in customer buying trends, Ichhpurani said. Answer (1 of 4): I worked at Oracle in TK's org too (if you were an Engineer, you worked in his org). "There's a cultural dichotomy between the two organizations," said a former senior manager who quit the division within the past year. In the first quarter, Google lost $974 million. In fact, Google Clouds 44 percent year-over-year growth rate in the first quarter of 2022 outpaced parent company Alphabets 23 percent sales growth. So thats a very large number. In its fourth-quarter report released earlie this month, Alphabet said Google Cloud generated $2.61 billion in Q4, with a total of $8.92 billion in revenue in 2019. In the current era, with geopolitical issues and other things, that is a real threat. Not all the changes were unwelcome. Google Cloud lost $5.6 billion in 2020 and $974 million in Q1 FY2021 while Amazon Web Services posted profit of $4.16 billion, according to Bloomberg. Kurian is steering the company toward a target of $34 billion in annual revenue by 2023, according to a person with direct knowledge of the company's plans, up from over $17 billion today. Get insight on Google's cloud business from Google Cloud CEO, Thomas Kurian #cloud #google #innovation #talent #sustainability #ai #ml With his recent reorganization within Google Cloud, CEO Thomas Kurian is living up to the company's big expectations when it hired him two years ago. The Google Cloud spokesperson said the company has teams dedicated to spearheading deals that bring in different teams from across the company, using the examples of Google's deals with Kraft, Ford, and the Sony-owned streaming service Crunchyroll. He thought the move would lure elite. Bring that customer base to the partner ecosystem. Kurian aims to scale channel partners in the marketplace by teaming them up alongside Google Clouds own sales force. This provides a great opportunity for NIMBLto showcase several of our solutions as prepackaged offerings that are available to companies.. ^ "Kurian Thomas profile". Kurian is now ready to push Google Cloud front and center into the multi-cloud era with plans to win more cloud computing market share in the coming years through several strategic movesfrom revolutionizing the Google Cloud Marketplace to making cybersecurity a true market differentiator against its cloud rivals to eliminating channel conflict. Google Cloud CEO Thomas Kurian shares insights on growth, innovation, talent management, AI and machine learning. When Kurian first arrived, Google Cloud was generating $5.8 billion in annual sales as of 2018. 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. Google has made some good moves and is now clearly seen as a serious alternative to AWS or Microsoft Azure, said John Dinsdale, chief analyst and research director at Synergy. They said that anybody below that level has to cut through red tape to do the same, while before the pandemic they had more flexibility to use the budget to book trips. Some examples of differentiated cloud security innovation driving customer wins include its zero-trust enterprise platform BeyondCorp, the companys large portfolio of data protection solutions, and Google Clouds open strategy of allowing customers to not only protect workloads that run in Google Cloud, but also in their own enterprisethanks to Kurian forming partnerships with cybersecurity heavyweights Palo Alto Networks and CrowdStrike, to name a few. 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. "As we continue to scale, we are focused on building a world-class team committed to serving the needs of our customers and partners.". Insiders say that with his control over Google Cloud effectively unlimited and his top lieutenants filled out by respected industry veterans, Kurian has made his mark and shaken up the way the unit does business. Since Kurian took the reins three years ago, they said, the division has jettisoned much of the whimsical and transparent corporate culture that helped make Google a Silicon Valley titan, adopting the buttoned-up, "cutthroat" sales culture of old-guard software companies like Oracle, where Kurian spent 22 years making a name for himself. 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. Despite his long tenure at Oracle, or perhaps because of it, Mr Kurian won't say how long he aims to stay at Google. He didn't finish the job of making Oracle a powerful force in cloud computing. . Rahul calmly said 'Dude if you are okay with zero salary, why settle for 10%. 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. 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. 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. Notably, he is also a Padma Shri recipient and a founding Trustee of the U.S.-India Strategic Partnership Forum. 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