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. 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. He secured goodwill from rank-and-file staffers when discussing his personal life, telling anecdotes about how he and his twin George used to impersonate one another. Thomas Kurian is making his market-share takeover move as Google Cloud looks to industrialize the cybersecurity industry, create the worlds most open cloud marketplace and completely eradicate channel conflict. 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. Thats really compelling. Mr Kurian said his leadership style has changed at Google. 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. Global Business and Financial News, Stock Quotes, and Market Data and Analysis. Hlzle, famous for being Google's eighth employee, has played a key role in Google Cloud since its inception. Get insight on Google's cloud business from Google Cloud CEO, Thomas Kurian #cloud #google #innovation #talent #sustainability #ai #ml 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. "To see that your management is not being homegrown, it's being plucked out of nowhere seemingly. We offer cyber insurance, so a customer can buy cyber insurance when they run workloads on a cloud and get great rates because theyre running on a secure infrastructure. 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" 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. But most large companies do have commission caps in place. With that growth in mind, partners hail Kurian as one of most important executives that Google Cloud has ever hired. ^ "Kurian Thomas profile". We've become the Oracle," a former employee said. Or call 1-800-MY-APPLE. Hes not afraid to make hard decisions. 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. Kurian has pursued an ambitious set of goals at Google, using tactics out of his former employer Oracle's playbook and instilling an "aggressive" sales culture in the pursuit of growth, sources said. In its most recent financial results, Google said Cloud revenues came to $5.8 billion in Q1 2022, up 44% from the year prior. Google Cloud CEO Thomas Kurian is approaching the end of his contract, but is expected to renew it. But in this latest move, Kurian showed he isn't afraid to give others more responsibility. 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. Kurian's next goal for Google Cloud is to hit $34 billion in annual revenue by 2023, a source says. 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. Its exciting that customers can pick the best solution for them, rather than whats simply available from the current inventory of services, he said. Kurian has positioned the move as necessary to make Google Cloud competitive in a market dominated by Amazon and Microsoft. 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. Ping Wu, a vice president of engineering and product at Cresta who previously worked as a senior director of engineering under Kurian, told Insider: "There has been an evolution of the culture to be more enterprise-focused The market operation got stronger under Thomas.". In a bold move, Kurian has made the commitment to attach partners to 100 percent of all Google Cloud customer engagements. In an email to staff, Google Cloud's CEO, Thomas Kurian, acknowledged the survey showed there were "barriers to decision-making" and promised that leaders were "committed to addressing your feedback.". Opinions expressed by Forbes Contributors are their own. Mr Kurian has poured resources into the sales organization. I see a few flattering responses to various questions on Quora related to this topic. Got a tip? Despite Google Cloud's rapid growth, the unit was $5.6 billion in the hole in 2020. So there is zero channel conflictzero channel conflict, Kurian said. A year ago, he took the helm of Google's cloud . Under Diane Greene, Google's cloud-computing division had an unofficial rule: It wanted to be enterprise, but didn't want to be Oracle. She has been the president and CEO of Arista a cloud networking company since 2008. You can also contact Google reporter Martin Coulter via email at mcoulter@insider.com, or via encrypted messaging app Signal at +447801985586. 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. Under Kurian's leadership, Google Cloud has increased its market share by 2 percent (9 percent) vis--vis Microsoft (which grew to 20 percent) and Amazon Web Services (around 33 percent). 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. This button displays the currently selected search type. Google plans to spend $9.5 billion on datacenters and U.S. offices this year, preparing itself for significant cloud growth ahead. The reason is they get a friction-free buying experience. "It's like church and state," the former VP said, adding, "People aren't paying you to use the search engine.". SADAs Safoian said Google Cloud is in a unique position to truly become the company that industrializes the security market, so much so that SADA this year announced a new goal to drive its customers to consume $2.5 billion worth of Google Cloud solutions over the next three years. Sign up for our newsletter for the latest tech news and scoops delivered daily to your inbox. Thomas Kurian, Google Cloud - Rs 10,600 crore, 2. 2 market position, profitability would be a major indication that Mr Kurian's strategy has paid off. 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. Thomas Kurian who has four jobs listed to his career as per his LinkedIn profile succeeded Diane Greene to become the CEO of Google Cloud in 2018. Many partners have said they expect a sizable portion of their overall Google Cloud sales to come via the marketplace in the years ahead. Other types of secure messaging available upon request. "We've become the SAP. Do you work at Google Cloud? Alphabet broke out Google Clouds operating revenue for the first time in its Q4 2020 earnings report. Enterprise sales executives make an average salary of $191,000 a year in the US, according to LinkedIn. Mr Kurian has also brought a mainstream enterprise tactic to Googlethe art of the software package. So theres a huge, huge opportunity for partners. To compare, it made $1.71. Our backlog of signed, non-cancellable contracts is $50 billion-plus. Im really excited to see Google play an even bigger role securing large parts of public sector and commercial entities from all the threats that are probably only going to get more sophisticated over time.. After Microsoft CEO Satya Nadella and Google CEO Sundar Pichai, here was another Indian to achieve such a feat in the US. Notably, he holds a bachelors degree in electrical engineering from Mangalore University, a masters degree in computer science from the University of Wisconsin Milwaukee and a masters degree in business administration from the University of Chicago. "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. When expanded it provides a list of search options that will switch the search inputs to match the current selection. 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. In his early months at Google, Mr Kurian worked to replace leaders who had left. So thats a very large number. Among salespeople, Mr Kurian has a reputation as a deal-closer. He exited a little bit shy of two years later. All rights reserved. Kurian streamlined some of those practices early on. Among his earliest priorities for GCP are hiring the. The big picture: Google's cloud business has been growing fast, but it trails market leaders Amazon and Microsoft. In March, Google published internally the results of its annual "Googlegeist" survey, tracking how employees in each unit feel about everything from payto the impact of their work. 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" The company has strategically been one of the top spenders when it comes to building new data centers in order to keep ahead of ever-growing demand for its services. In the first quarter of this year, sales jumped 46% to $4 billion. He was promoted to Chief Executive Officer in 2015. 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. 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. The cloud business had operating losses of $591 million, a dramatic 58.7% improvement from last year's loss of $1.43 billion. 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. Kurian inherited a business on the verge of a turnaround after the three-year tenure of his predecessor, Diane Greene, the cofounder of VMware and one of the industry's most respected executives. Google Clouds channel chief said the companys partner-driven sales model isnt going away. 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. According to reports, during meetings, Ellison would turn to Kurian for a second opinion and affirmation on decisions. 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. Analysts estimate that the unit's revenue grew about. Google Cloud has grown briskly during Thomas Kurian's tenure. 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. Google Cloud CEO Thomas Kurian was hired to make the unit a promising revenue source for Alphabet. The new way of procuring end-to-end solutions via the Google Cloud Marketplace is helping accelerate customer stickiness for the roughly $20 billion cloud giant. Insightful interview from #CloudWars with Thomas Kurian outlining how #GoogleCloud's short history as a big-time player in the enterprise space is a John Knott on LinkedIn: Google Cloud CEO Thomas Kurian: "We're the New Kid on the Block" [when?] We are seeing really unprecedented demand from customers, and our partners are critical to meeting this demand.. 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. You can have integrated identity access management, etc.you basically removed the buying friction of the model, said Ichhpurani, corporate vice president of global partner ecosystem and channels at Google Cloud. We made it very easy for partners to collaborate with the Google sales force so that they can serve clients together. They knew his reputation. "It's a weird way of running a business it's quite draconian, and there's not a lot of trust.". But those days may be coming to an end. Sources say that the changes were understood by employees as both a cost-cutting measure and a sign of Kurian's relentless focus on metrics. 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. "There's a great redemption opportunity here," Mark Mahaney, the Evercore analyst, said. As Kurian himself put it, If you look at our position relative to where we were just three and a half years ago when I took over the business, its night and day. Were starting to see the results of it, and were very encouraged with the progress were seeing.. What Thomas Kurian has done for Google Cloud cannot be overstated. We want the partners to take the lead; we want to be the co-pilot.. Mr. Kurian has been CEO of Google Cloud since 2019. "You don't know what the future looks like.". #Google #CEO About #hybridwork , #human are better when they are face to face, there are few things its better to be onsite (e.g. In 2021 it reported 80% growth in total deal volume and 65% growth in deals over $1 billion. Born in Uttar Pradesh, Nikesh Arora started his career as a Google Executive and ended up becoming one of the highest-paid employees there. 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. That's going to promote different types of behavior.". Early on at Google, he was known to scream at some executives in one-on-one meetings, but did not have public tirades. We believe [the marketplace] is a great opportunity for partners who want to access our customer base, who want to bring their solutions to customers, who want to be much [more] reach-ablewere literally bringing them right into the hands of the customer, said Kurian. Data is a real-time snapshot *Data is delayed at least 15 minutes. Retrieved 2012-03-14. Its a big company now, but they have retained the agility and the speed which you would see from a young firm. Ajay Banga, MasterCard - Rs 5,200 crore, 5. She is also currently one of America's wealthiest female executives. Thats been a lot of the focus these last three and a half years. 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. We wantpartners to build that capability on top with us, Kurian said. Some did just that, with a few top-performing salespeople making over $1 million in 2020. Thomas Kurian, CEO of Alphabet's Google Cloud, speaks at the Google Cloud Next conference in San Francisco on April 9, 2019. Mr Kurian's changes have given momentum to Google Cloud and prompted speculation that he could one day succeed chief executive Sundar Pichai as Google's chief executive officer. "It just feels like Kurian has done a better job in trying to build out a more capable salesforce and built more support within Google.". PLAY. Kurian also reportedly boosted salespeople's salaries to be more competitive than Amazon and Microsoft. They are very, very driven to grow in the marketplace, and I enjoy that energy because we grow together., Build the customer base. The move puts Google Cloud at risk of losing top-tier talent to other organizations in need of enterprise sales representatives. But Mr Kurian kept his guard up with the executives who worked most closely with him. 65. For the first time, Google Cloud is opening the marketplace for partners to resell ISVs products with the goal of creating the most open cloud marketplace in the world. That makes it much easier for partners to know that when they go in with Google Cloud, the company will not try to bring its own services and compete with them, he said. Get insight on Google's cloud business from Google Cloud CEO, Thomas Kurian #cloud #google #innovation #talent #sustainability #ai #ml In deals over $ 1 million in 2020 risk of losing top-tier talent to other organizations in of. 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