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Conference Presentation

Best Practices in Professional Services Partner Identification and Enablement

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Google Cloud’s strategy for delivering professional services to customers is designed for co-delivery with our GTM Partners. Identifying and selecting the ‘right’ delivery Partner is an increasingly complex task, especially on large digital transformation projects. Traditional parameters of selection such as technical capability must be extended to assess other factors aimed at maximizing customer success. In this presentation, we’ll share a methodical approach for shortlisting and selecting one or more Partners, using the Integrated Professional-Services Partner Selection (IPPS) framework. We’ll begin with the step of assessing delivery risk, both from an account and opportunity perspective, share our assessment criteria and how we use this step to shortlist Partners for further evaluation. We’ll cover specific partnering ‘paths’ we might then take to mitigate overall delivery risk. We’ll also extend this framework and outline several other criteria and scoring approaches to assess the best-fit Partner(s) from this shortlist. The presentation will conclude with a view on the communication and messaging protocol for Partner selection decisions.

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Publish Date: October 29, 2021

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