COVER STORY
in terms of cost, performance, scale and throughput. He cited as proof that 70 percent of AI unicorn companies and 50 percent of all AI startups are using Google Cloud Platform. “We have a long history of integrating AI models into our products. Just saying, ‘I’ve got a model’ is not as capable as say- ing, ‘It’s integrated inside the product.’ Because the experience people have inside the product—How good are your prompts? How many times do I have to ask a question in the prompt to get an answer back?—that’s expertise we [have] built for a very long time,” said Kurian. Google, for example, integrated AI inside its Gmail platform 10 years ago, he said. “So [we brought] that expertise in terms of how we make models work efficiently inside products to
that’s happening with our customers and given the new incentives and tools that we’re delivering for the ecosystem.” Ichhpurani said Google Cloud is also “doubling” its investment in partner programs next year for GenAI customer adoption, including funding around sourcing of new logos, assessments and proofs of concept as part of the company’s Rapid Migration Program (RAMP). “I’ve never seen an opportunity so large in my life for the ecosystem” said Ichhpurani, adding that he sees a 10X greater services opportunity for partners that provide high-value AI services. “Companies are trying to rethink their entire business using generative AI.” Google Cloud is also investing heavily in training with Google
Google Workspace and to Google Cloud Platform using Duet AI,” Kurian said. “And that enables partners to build solu- tions much more quickly around it because we’ve done it.” This speed and estab- lished expertise are critical, partners said, as
partners already complet- ing a total of over 100,000 AI courses. In addition, Kurian said Google is investing in demand generation and lead gen- eration for partners by running events to teach customers and potential customers about AI. “People come to ourAI
‘I’ve never seen an opportunity so large in my life for the ecosystem. Companies are trying to rethink their entire business using generative AI.’ — Kevin Ichhpurani, Corporate VP, Head of Global Ecosystem, Business Development, Google Cloud
GenAI solutions have the ability to quickly create ROI for cus- tomers on a major scale. Historically, solution providers said, it was difficult for them to show value to customers in a matter of months when implementing a solution, typically taking several quarters or longer for them to realize ROI. “In 10 weeks or 12 weeks, a customer was not able to visualize that something as drastic can happen where the entire piece of a problem can be fully, not just predicted, but become cognitive,” said Cloudsufi’s Khan. “With GenAI being added to the training engine, it’s possible. So what it does is customers’ commitment confidence goes up, and they are ready to commit.” Khan said with GenAI, “It’s easy for customers to write the check because they can visually see an ROI, which is incredible. So with that, partners like us right are now going in saying, ‘In 12 weeks, here’s what could be done.’” New 10X GenAI Incentives For Partners In 2024 Google Cloud is putting its money where its mouth is in terms of enabling partners with financial incentives to become next-level AI MSPs. The company plans to double its incentive investments next year for partners driving GenAI deployments and life-cycle management. “For partners who are deploying GenAI to customers, we plan to increase our investments by 10X,” said Google Cloud’s Kevin Ichhpurani, corporate vice president and head of global ecosystem and business development. “We’re really getting behind this. I’m super excited because 2024 is probably going to be one of the biggest opportunities for partners ever given the transformation
events, then we give the leads to the partners. So it’s not just that they got trained and they have access to the latest models and have access to the solutions people are demanding but now, they are being given a customer lead,” said Kurian. The Google Cloud AI MSP There are various opportunities for Google Cloud partners in the AI arena to make some serious money, from working with small businesses looking to begin their services-led AI transformation journey to enterprises already spending millions on AI to change their business model. Google Cloud executives said customers are yearning for part- ners to help them identify AI use cases, the potential risks, and then prioritize use cases with the highest impact and lowest risk. Then, customers are seeking partners to help them do proofs of concept and set up the correct data foundation needed to drive AI-fueled efficiency and ROI.This is then followed by customers’ need for data governance, data privacy and data refreshes as well as change management in areas like marketing departments and employee resources. With GenAI impacting businesses’ top-line revenue while also bringing massive improvements to the bottom line, Ichhpurani said customers are begging for deeper expertise in AI, cyberse- curity and data analytics. “Customers are saying, ‘Hey, I don’t have the expertise in- house to build these AI use cases. But I want you to not only build it, I want you to maintain it for me,’” said Ichhpurani. “They’re looking for this next-generation MSP, which is less about
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