Customers are “confused” by partners who simultaneously push Microsoft, AWS and Google, the new CEO of Google partner Qodea claimed as he vowed to propel it into “hyper growth”.
Former Google, PwC and Accenture executive, and self-styled “Google evangelist”, Alan Paton was yesterday appointed to lead the newly renamed firm, which is a mash-up of Google partners CTS and Appsbroker.
“I’m here to substantially grow this business,” Paton told IT Channel Oxygen.
“That means we need to make this business x factors bigger than it is today, and we’re going to do that by doing everything we do today, but at a much bigger scale and faster pace.
“The business has gone through the transition of the two companies coming together, and I think it’s been a pretty successful integration. But the next phase is all about growth.”
“Customers are fed up of buying generic consulting”
Marlin Capital-backed Qodea turned over £132.7m in a 566-day period to 31 March 2024, according to its latest accounts.
Qodea’s exclusive focus on Google – it styles itself as EMEA’s largest Google-specialised partner – will play in its favour as it guns for “hyper growth”, Paton claimed.
“Cut Qodea in half and it says Google. I think that’s super-important, because in our world clients get a little bit confused with system integrators who turn up one day selling Microsoft, the next day selling Google, and the day after that selling AWS,” he said.
But what are the pros and cons of running a partner whose fortunes are so closely tied to those of a single vendor with two larger competitors?
“The answer is we truly believe in Google’s story, and the transformational benefits the portfolio brings, particularly around data and AI,” Paton responded.
“I think customers are getting fed up of buying generic consulting. What they really want to buy is very specific consulting – people who really understand the subject matter.
“The marriage of CTS and Appsbroker brought together two companies with the same heritage. We are very acquisitive, and will be looking for partners who look, sound and feel – at least from a Google perspective – very similar to us.
“From Google’s perspective, that’s a great thing to have. You’ve got a well-established, scaled systems integration, resale and managed services company that’s always on their side.
“It massively differentiates us from the others, because [Google] never quite knows which side of the fence they’re on.”
“This business needs to materially grow”
Although some 70% of Qodea’s total revenues came from Google and other third-party software in its latest annual period, that figure has since “significantly reduced”, Paton indicated.
“More and more revenue is coming from systems integration,” he said.
“Strategically, we have to balance our portfolio. Because in the long term, resale may not be a strategy Google wants to run with, especially with larger clients where it has more of a direct strategy.”
Previous CEO Tom Ray, who took the reins following the CTS-Appsbroker merger, has left the business, Paton confirmed.
“Tom was an exceptional leader,” Paton said.
“But this business needs to materially grow. We want to build a business which is seen as the benchmark for Google Cloud partners, and that’s my job to build it.”
Doug Woodburn is editor of IT Channel Oxygen
