Confidential + Proprietary

Program overview

Updated: Feb 7, 2019

 Confidential + Proprietary

Agenda
● Partner Advantage
overview
● Partner differentiation
● Partner transition
● Initiatives overview
● Next steps
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Our shared journey

Advice & plan Drive Arrive

● Comprehensive ● Predictable path ● New features, tools,
● Thoughtful ● Smooth ride capabilities, programs
● Partner voice ● No business and insights
● Customer-centric disruptions ● 14 programs down to 1
● Everything packed and
ready to go
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Our mission is to provide our

shared customers with the best
solutions possible. Expanding
our partner ecosystem is
fundamental to that effort.
This is not about Google. It’s
about us building the future
together.
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Simple Collaborative Innovative Built for growth

One program that Open, two-way Your unique value to Flexible leveling and
enables you to dialogue that invites the customer is the right benefits to
innovate the way YOU partners to team emphasized in the grow your business
want to build your with Google Cloud market
Google business
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Old Partner Model New Partner Model

Highly Transactional Highly Strategic

Prescribed Behavior Partners are the Experts

Very Complicated Flexible and Simplistic

Engagement
Seen as Sales Agents Strategic Advisors

Rewarded Based Solely on Sales 360 Degree Adoption and Consumption

Focus on the Partner Customer Centricity

Subordinate to IT Leaders Advisors to Disruption "Imagineers"

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How to succeed in Partner Advantage

Member Partner Premier

Business intent + Annual business plan or joint

Alignment business profile
Annual business plan
business plan

Sell: 2 technical + 2 sales Sell: 20 total credentials

+
credentials
Service: 12 professional-level
Capability Service: 2 professional-level certs certs

Build: 1 product integration Build: 2 product integrations

+ Customer success
$1M annual qualifying billings
($500K in growth markets) +
3 customer success stories
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Partner
Advantage
overview
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One program,
three engagement
models
Sell Service Build
Collaborate with Google Provide consulting and Build your product and run
Cloud sales integration services it on Google Cloud
Platform
Integrate Google offerings Transform and manage
into your portfolio customer applications and Build an extension for a
workloads Google Cloud product
Provide Google Cloud Integrate your existing
authorized training product with a Google
Cloud product
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Leveling
Transparency of benefits, engagement and
expectations

Premier
For partners who have
demonstrated higher levels
of capability and
1 performance

Partner Premier partners get

For partners with at least enhanced benefits and
one Partner Authorization engagement from Google
2
Partners gain access to
marketing and sales Member
benefits For incubation to earn a
Partner Authorization

3
Members get access to
technical and business
enablement
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Partner
Benefits
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Partner Program
Benefits Benefits and Investments
Framework

Technical Business Marketing Sales

Refocused PIP / MDF
5X certified partners 3X partner focused Googlers 3X in PSF investment
investment

Sandbox credits partner directory New content in Partner Deal Registration and
Marketing Studio deal referral
On-demand technical Concierge
training Assistance to develop PSF expanded to
Business Planning customer success smaller deals and to
Access to self-paced stories help customers ramp
labs powered by
Qwiklabs—new Marketing Incentive TCO / ROI Assessment
Program Tools
Partner Service Kits
Solutions Hub Industry / Competitive
Hubs
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Benefits
framework
Member Partner Premier Initiatives Specializations

Sell
◐ ⬤ Marketing

Service
Partners receive core Partner
Advantage benefits based on
⬤

Build
their level. ◐ Sales

Participating in initiatives or ⃝ ◐ ⬤ Technical

specializations unlock additional
benefits. ⃝ ◐ ⬤ Business
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Sell Service
* G Suite Fundamentals for Sales Credential
Google Cloud Sales Credential

Google Cloud Sales Credential

SALES
1
Google Maps Platform Sales Credential More technical certification and
Sales and Service Google Cloud Sales Credential 2
credential paths choices
required credentials are Chrome Enterprise and SMB Sales Credential
Google Education Sales Credential
different Google Cloud Sales Credential

* G Suite Deployment Services Credential

Professional Collaboration
Associate Cloud Engineer Certification
Engineer Certification Professional Cloud Architect Certification
Professional Cloud Architect Certification Professional Cloud Developer Certification
TECHNICAL

Professional Cloud Developer Certification Professional Cloud Network Engineer Certification

Professional Cloud Network Engineer Professional Cloud Security Engineer Certification
Certification Professional Collaboration Engineer Certification
Partnership min Professional Cloud Security Engineer Professional Data Engineer Certification
requirements are per Certification
region; in Sell model, also Professional Data Engineer Certification
Maps Technical Credential Certified Educator Level 1
per product
Chrome Enterprise and SMB Deployment
Credential
EDU Certified Educator Level 2
Or any of the Professional Certifications listed
3
Google Education Deployment Credential above
2 sales credentials per product per region
Partner Requirement 2 technical credentials per product and per region
2 professional-level certifications per region

12 professional-level certifications (across regions) OR

Premier Requirement 20 total sales and technical credentials (across regions)
1 Partner Specialization and 10 professional-level certifications
OR 2 Partner Specializations

*If G Suite EDU: (Sales) Google Education Sales Credential; (Technical) G Suite deployment services, Google for EDU
deployment
Pro tip: Professional Certifications count toward both Sell and Service
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Partner
differentiation
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Journey to Differentiation
Showcase your talents, experience, and customer
success to the market Specialize

Build Stand out among your peers and get

Expertise recognized by customers and Google
sales as a specialist with deep
capabilities

Certify Demonstrate customer success across

products, workloads or industry verticals
and two certifications

Get recognized for your Professional

skills to earn your badge
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Google Cloud certifications

Associate
Recommended
Associate Professional Professional 6+ months hands-on
Cloud Cloud Data Engineer experience with
Engineer Architect GCP

Professional
Recommended
3+ years industry
experience &
1 year hands-on
experience with
Professional Cloud Cloud GCP
Cloud Network Security
Developer Engineer Engineer
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Expertise Areas

Partners can select from three high level categories. Initially these
areas will include:

Product / Technology Workload Industry

(e.g. GCP Compute, (e.g. Backup & DR, Data (e.g. Healthcare, Retail,
Maps) Migrations) Financial services)

Demo
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Expertise options

Partners can select from three high level categories. Initially these areas will
include:Product / Technology Priority Workload Vertical / Industry

● Google Cloud Analytics ● Data warehouse ● Auto & Transportation

● Google Cloud Compute ● Hybrid platform modernization ● Education
● Google Cloud Databases ● Marketing analytics ● Energy
● Google Cloud App Dev & Monitoring ● SAP ● Financial Services
● Google Cloud Identity & Security ● VM Migration ● Gaming
● Google Cloud ML & ML APIs ● Work transformation (G Suite) ● Healthcare
● Google Cloud Networking ● Life Sciences
● Google Cloud OS & Hardware (Chrome) ● Manufacturing
● Google Cloud Productivity ● Marketing & Advertising
● Google Cloud Storage & Delivery ● Media & Entertainment
● Google Maps Platform ● Public Sector - Gov’t, Schools
● Open Source ● Retail
● Partner Technology (Cisco, SAP, etc.) ● Software & Internet
● Competitive Technology (AWS, Azure, ● Small & Medium Business
etc.)
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Customer success
stories showcase
your expertise
Stories are tagged with product,
solution, and industry, and are
searchable by Google sales reps.

Submitted stories count toward Premier

requirements in Partner Advantage.
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Specializations
Signal your capabilities

Four technical credentials earned by your

employees in the specialization area
Marketing Application Machine
Data analytics
Analytics development learning
Three customer success stories, acknowledging
that Google technology and your services have
addressed a business need

Two customer engagements with your Cloud Location-based

IoT Infrastructure
migration services
documented approach to your design, build, and
implementation methodologies

Business plan with your capacity and

investment in the specialization area Enterprise
Training Security Education
collaboration

Note: Partners with active specializations will not see a

change and will maintain their given expiration date.
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Capability
Options for product validation - What’s changed?

Build
1

PPS reviews evidence of product integration with Google Cloud. The

New type of evidence format of submissions can be one of the following:
considered in application PRODUCT 1. Video demo of your product/service integrated with Google
Cloud
2. Documentation describing your integration with Google Cloud
3. Whitepaper or case study

Partner Requirement 1 Product Integration

Premier Requirement 2 Product Integrations

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Customer Success
Qualifying billings - What’s changed?

Partner-sourced new bookings and material value new bookings

Education SKUs now
New bookings and material value bookings 2 count toward Chrome
metrics
SaaS Billings now count
Resold billings, SaaS billings, and material value billings 3
toward GCP metrics

Resold billings and material value billings

1 Influence revenue now available as a metric for contributing toward Premier

status.

Influenced revenue definition: Partner made a significant contribution to the

sales cycle (outside of sourcing or reselling) to win the deal.
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Partner
transitions
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How partners
Premier – Sell Premier – Service
transition: 12 professional certifications; or
Services Track 20 total sales and technical
credentials
1 partner specialization and 10 total
professional certifications; or
2 partner specializations
In Partner Advantage, Partners $1,000,000 in qualifying billings in developed markets; or
are in the Sell Engagement
$500,000 in qualifying billings exclusively in growth markets
Model to resell Google Cloud
products, 3 published customer success stories
and in the Service Engagement
Model to provide services and
achieve specializations. Partner – Sell Partner – Service

Partners in multiple Engagement 2 sales credentials per product

Models can choose which region, and 2 professional certifications per
requirements to meet to earn 2 technical credentials per product region
Premier status.
and per region
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How partners
transition: Premier - Build
2 product integrations; or
Technology 1 product integration and 3 additional published customer success
stories
Track $1,000,000 in qualifying billings
In Partner Advantage, Partners 3 published customer success stories
are in the Build Engagement
Model.
Partner - Build
1 product integration
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Partner - Service

How partners 2 Cloud Architect or Data Engineer certifications per region

2 Google Cloud sales credentials per region
transition:
Training Track
Premier - Service
In Partner Advantage, Partners 12 professional certifications; or
are in the Service Engagement
1 partner specialization and 10 total professional certifications; or
Model to achieve the training
variant of data analytics and
2 partner specializations
infrastructure specializations. 4,000 paid enrollments
3 published customer success stories
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How partners
transition:
Partner
Education G Suite: 2 G Suite deployment services credentials per region
Services Track Chrome: 2 enterprise or education deployment credentials per region
2 sales credentials (multiple options) per region
In Partner Advantage, Partners
are in the Sell Engagement Premier
Model to resell G Suite for
Education and Chrome for 20 total sales and technical credentials
Education, and in the Service
$1,000,000 in qualifying billings in developed markets; or
Engagement Model to achieve
the Education Specialization.
$500,000 in emerging markets
3 published customer success stories
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How partners
transition:
Partner
School 2 level 1 or level 2 Certified Educator certifications per region
Enablement
Track
Premier
In Partner Advantage, Partners
are in the Service Engagement 12 certifications; or
Model to achieve the education education specialization and 10 total certifications
specialization.
4,000 paid enrollments
3 published customer success stories
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How partners
transition:
Partner
Education 1 product integration
Technology
Track
Premier
In Partner Advantage, Partners
are in the Build Engagement 4 product integrations
Model.
1,000,000 education monthly active users of partner’s product
3 published customer success stories
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Initiatives
overview
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One program, three Engagement Models,

and lots of possibilities through Initiatives

PARTNER ADVANTAGE

Sell Service Build

Operating Model
INITIATIVES
PROGRAM

Priority Industry

Priority Product

Business Opportunity - Short Term or Long Term

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Initiatives focus Partners’ engagement with

customers and with Google

REQUIREMENTS Build
Initiatives allow for a more precise go-to market effort,
the ecosystem
and provide additional opportunity beyond the Partner
Advantage program Examples
ZONES Revenue
Unique engagement models for each Initiative deliver Deepen engagement Certifications
specialized benefits and requirements to partners, Geography
creating a highly-specialized value proposition to Examples
partners...and their customers Real-time Information
Tools & Tips
The value Initiatives deliver are a competitive advantage Networking BENEFITS
when landing new customers or expanding existing Deliver value
customers
Examples
Margin
MDF
Special Support
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Next steps
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Partner Status
Partner Status today and Partner Advantage Equivalent
My Partner Program Status

Current Partner Advantage

● You will retain your existing Partner Member Member

Status in Partner Advantage

● Partner Specializations will migrate Partner Partner
● Progress towards the next level will
also be captured and retained
● Checklist demo. Premier Premier
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Partner Program Account Roles

Account Migration Today Capability

Ensure your account information is up Can manage all aspects of the

Partner Program Account,
to date Superuser (Super Admin)
including updating your
Partner Directory Profile

● Partner Program Account shows: Can access portal data and

○ Program Status for all tracks/products Dashboard Manager grant portal access to other
users
○ Year to date (YTD) bookings for each product
(shown globally and by region)
○ Credentials your company has acquired Allows read-only access to
Dashboard Personnel
portal data
○ Progress toward Premier level
● Existing users will be migrated into Partner
Advantage
● Existing logins will be used Google Tip
Have at least two individuals with
Superuser access.
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Leveling: What’s changed?

Current program Partner Advantage

Track Within a track Across all engagement models 1

Partners have one

Region Across all authorized regions Across all authorized regions
level that looks across
the entire business
Product Across all authorized products Across all authorized products with Google Cloud
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Partner
Sell Service Build
Authorizations
Current business profile
Alignment
A Partner Authorization is: Annual business plan
● Engagement model
● Region (Sell and Service)
● Product (Sell only) 2 sales credentials per
Example: Sell DACH G Suite region, and 2 professional
Capability 2 technical credentials certifications per 1 product integration
A partner must earn and maintain the per product and per region
minimum requirements of at least one region
authorization to be in the Partner level.
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Current Partner Advantage (Sell and Service Models)

Program

Region Business plan

Annual business plan
In-region credentials
1

Annual refresh

authorization: of business plan

and in-region
credentials now

What’s changed? APAC

ANZ: Australia and New Zealand
APAC
India
required

CEE: Central and Eastern Europe

DACH: Germany, Austria, and Switzerland
France 2
EMEA
NE: Northern Europe
SEEMEA: Southern Europe and Emerging Markets
More granular
UK and Ireland definitions of
regions

LATAM: Spanish speaking

LATAM
LATAM: Brazil

JAPAN Japan

NA North America
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Policy regarding new region definitions

● Google will evaluate and adjust partner status based on current requirements
and current region definition in 2019

● Partners status will be grandfathered into Partner Advantage for the rest of the
year
○ Partners will be given authorization in all regions covered by the existing
program definition (e.g., partner operating in EMEA will be authorized to
operate in all CEE, DACH, France, NE, SEEMEA, UK&I)

● New program and new regional requirements will be enforced in January 2020