I keep hearing that Google seems to be lacking in the enterprise sales area, but from what I’ve heard, G Suite seems to be doing quite well. What explains that?
G Suite basically sells itself and doesn’t really require an enterprise sales force in the traditional sense. This works because G Suite is implemented from the bottom up, i.e. individuals and workgroups begin using G Suite and then pressure management to adopt it department/company wide.
This is very different from large scale enterprise software or infrastructure sales (cloud in this case) where you need to respond to RFPs, establish a relationship with the C suite, run POCs tailored to the customer’s particular use cases, present a compelling product roadmap, convince the customer that you’re in it for the long term partnership, etc. These are not things Google currently excels at.
