Experts say that new CEO Thomas Kurian’s Oracle-like playbook could cause a ‘culture clash’ at Google Cloud — and that could be a good thing (GOOGL, GOOG)

Google Cloud CEO Thomas Kurian at Google Cloud Next 2019

Analysts say that Google Cloud CEO Thomas Kurian’s plan to emphasize sales and partnerships could lead to a “culture clash” with the search giant’s more engineering-focused culture.
However, Google Cloud might come out of it stronger than ever:Although Google Cloud may have advanced technology, it needs a stronger enterprise sales program to catch up to Amazon Web Services and Microsoft Azure, say experts.
Diane Greene, Kurian’s predecessor, helped set the tone for Google Cloud to become more enterprise-focused, but analysts say Kurian needs to follow-up on these changes to gain a larger share of the cloud market.
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New Google Cloud CEO Thomas Kurian was hired for his enterprise sales chops — something that the search giant’s growing cloud division needs, say experts.

But for a company like Google Cloud that has long been engineering focused, a “culture clash” could be brewing, says Forrester vice president and principal analyst Dave Bartoletti, even as Kurian pursues a playbook that borrows from Oracle, his previous employer.

“I think Thomas Kurian is a good choice, and we’ll see if there’s a culture clash,” Bartoletti told Business Insider. “He definitely brings a very strong experience selling to enterprise. It’s a much different sales motion than Google is used to … Google is making real headway into the enterprise market with its cloud services.”

Bartoletti says Google is learning that there’s no “one-size-fits-all” for cloud. A technological edge is important, but to really gain traction with the largest customers, it needs a sales team that knows exactly how to solve its customers’ problems.

“In the enterprise market, it’s not enough to build a better mousetrap,” Bartoletti said. “I think Google has learned that. It’s very different from the consumer market where you build something shiny and sexy …read more

Source:: Business Insider


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