“We need to spend a lot of time understanding the capabilities and the types of requirements that customers are looking for,” he said.
“Then we map that and spend a lot of time with our channel partners to identify where they are best placed to make their investments to be able to deliver the outcomes that they think they’re best placed to do.”
Denman also said Google Cloud’s sales teams spend time “really trying to understand how we can bring the most valuable partners to the request of our customers”.
The end result, he noted, was that customers get to their desired outcome as fast as possible, while service partners generate revenues quickly. In turn, Google Cloud starts to see the rewards on consumption.
Agentic AI is particularly in demand from customers, and Denman said it’s up to partners to make the most of this demand.
“One of the things we see is the more you use the tools, the more you understand how valuable they can be, so that’s certainly a very key theme — enablement of the channel for this agentic era,” he said.