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The primary issue is Google’s complete lack of knowledge and apathy regarding Enterprise sales. I’m sure they have plenty of employees with experience and unde

The primary issue is Google’s complete lack of knowledge and apathy regarding Enterprise sales. I’m sure they have plenty of employees with experience and understanding of the Enterprise business but their entire culture and management layer is way too heavily weighted toward engineering to successfully sell to the Enterprise. Slootman was probably right in that Google needs a major aquisition to bring in a global sales culture rather than trying to build it from scratch. And then the old guard needs to not crush that culture. Activist employees won’t make it any easier to grow their Enterprise business as every company in the world has things you can protest about. Perhaps Google should focus on undercutting Amazon and Micosoft at the low end while building up their cloud capabilities and Enterprise sales culture. And then really go after the large customers 2 years from now.

kenhwang 8y ago
Amazon/Microsoft will happily price match Google for enterprise customers when there's overlap in offerings because they can still profit off their far larger selection of unique offerings.
jakegarelick 8y ago
I keep hearing that Google seems to be lacking in the enterprise sales area, but from what I’ve heard, G Suite seems to be doing quite well. What explains that?
- joejerryronnie 8y ago
  G Suite basically sells itself and doesn’t really require an enterprise sales force in the traditional sense. This works because G Suite is implemented from the bottom up, i.e. individuals and workgroups begin using G Suite and then pressure management to adopt it department/company wide. This is very different from large scale enterprise software or infrastructure sales (cloud in this case) where you need to respond to RFPs, establish a relationship with the C suite, run POCs tailored to the customer’s particular use cases, present a compelling product roadmap, convince the customer that you’re in it for the long term partnership, etc. These are not things Google currently excels at.

kenhwang 8y ago

Amazon/Microsoft will happily price match Google for enterprise customers when there's overlap in offerings because they can still profit off their far larger selection of unique offerings.

jakegarelick 8y ago

I keep hearing that Google seems to be lacking in the enterprise sales area, but from what I’ve heard, G Suite seems to be doing quite well. What explains that?

joejerryronnie 8y ago
G Suite basically sells itself and doesn’t really require an enterprise sales force in the traditional sense. This works because G Suite is implemented from the bottom up, i.e. individuals and workgroups begin using G Suite and then pressure management to adopt it department/company wide. This is very different from large scale enterprise software or infrastructure sales (cloud in this case) where you need to respond to RFPs, establish a relationship with the C suite, run POCs tailored to the customer’s particular use cases, present a compelling product roadmap, convince the customer that you’re in it for the long term partnership, etc. These are not things Google currently excels at.