Zinnov Podcast The New Rules of Enterprise Cloud Partners, Platforms, and the Path to AI Scale Ft. Pallab Deb, Google Cloud
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Mar 24, 2026 
Pallab Deb, Managing Director for SI & Industry GTM Partnerships at Google Cloud, brings nearly two decades of SI and data strategy experience. He discusses scaling partner-led platforms, shifting partners from resell to deploy, marketplace and commerce changes, the rise of boutique IP firms, and what partner capabilities enable AI-driven enterprise transformation.
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Partner First Strategy Fueled Google Cloud Growth
- Google chose a partner-first strategy to scale enterprise adoption because building an internal services org would be too slow and expensive.
- Pallab explains Google kept professional services intentionally small so partners and customers deploy the $60B revenue footprint.
Early SI Skepticism And The Ground Floor Win
- Pallab recounts early SI skepticism when Google tried to recruit GSIs to build GCP practices.
- SIs warned Google to 'get serious' because they wouldn't bench staff without clear pipeline, until demos and tech convinced them to invest.
Require Partners To Deploy Not Just Resell
- Move partners from pure resell to deploy-capable models because cloud procurement is complex and value is realized at deployment.
- Identify which resellers lack deployment muscle and pivot partnerships toward those who can deliver outcomes.