In today’s dynamic cloud market, true growth comes from strategic clarity. For Google Cloud partners, unlocking immense market potential and building a thriving services practice hinges on a definitive roadmap. That’s why we partnered with global technology analyst firm Canalys to independently study the Partner Ecosystem Multiplier (PEM) – a measure of the incremental revenue you can capture when working with Google Cloud.
The study confirms a key finding: For every US$1 a customer invests in Google Cloud, partners delivering comprehensive services across the customer lifecycle stand to capture up to $7.05 in incremental revenue through their own offerings. This top-tier potential is strongly linked to expanding your services across the entire customer lifecycle – a journey many Google Cloud partners are already on, influencing nearly 80% of Google Cloud’s YoY incremental revenue growth in 2024.
Beyond the number: the strategic path leading up to $7.05
The real takeaway goes beyond the number; it’s about how you can strategically navigate this journey and build towards comprehensive service delivery. Canalys’ research visualizes this through a “partner ecosystem flywheel,” which maps typical partner activities across a three-year customer journey. This powerful framework (illustrated below) outlines how leading partners strategically engage customers across six distinct stages: Advise, Design, Procure, Build, Adopt, and Manage.
To achieve this top-tier potential, Canalys highlights the importance of being in a mature cloud region and developing capabilities across the entire customer lifecycle. If you’re already familiar with multipliers, what sets this apart is how partners can leverage Google Cloud’s strengths in analytics, data, and Generative AI to unlock significant revenue over a three-year project cycle, especially by driving GenAI solutions to production.
Source Credit: https://cloud.google.com/blog/topics/partners/new-study-on-maximizing-partner-growth-with-google-cloud/
