I didn’t want to miss this piece from The Information, which focuses on Google Cloud – and its increasing focus on the mid-market. This is a shift from enterprise, where the company will continue to compete. And then there’s this quote.
In a sign of growing pressure on the unit, Google Cloud managers also are requiring some salespeople to forecast spending by new customers with more rigor so the company can have confidence that big cloud contracts will produce big revenue.
Anyone who does sales management should be chuckling over a requirement to forecast with more rigor. That said, when a sales team prioritizes a set of results, those results tend to follow. A Google push-down market, from enterprise to mid-market, is notable and usually comes with a further push into SMB beyond that. Perhaps not too far in the future, they’ll be getting channel religion.