While Mr. Kurian told The Wall Street Journal that corporate customers like Google’s cloud technology, he has identified the tech giant’s lack of sales and support representatives as the “chief complaint,” among customers.
In place of account managers, Google often required product engineers to handle customer calls, Gene Reznik, strategy chief at Accenture PLC, a consulting firm that helps clients implement cloud services, told the publication. “It really wasn’t their day job,” Mr. Reznik said.
At its annual cloud computing conference April 9 in San Francisco, Mr. Kurian will provide insight to Google’s plans to increase its cloud enterprise’s sales team as well as announce new technology that will allow programmers to create applications that can operate on services from Microsoft and Amazon in addition to Google Cloud, according to the report. Google Cloud will also heighten its market specialization efforts, with most of its sales force focusing on specific industries, such as healthcare, to better address their needs.
While Mr. Kurian declined to provide specific figures to The Wall Street Journal, he estimated that Google Cloud’s salesforce is between one-10th and one-15th the size of Amazon Web Services and Microsoft Azure’s sales forces. Mr. Kurian said he anticipates his sales staff to be about half their size within the next two years, according to the report.
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