Google Cloud Marketplace’s ISV Solution Connect: The Ultimate Guide
If you’re an alliance, sales, marketer or partnership leader and your ISV’s solution is listed on Google Cloud Marketplace, you may have heard of ISV Solution Connect.
ISV Solution Connect is an invitation-only program designed for Google partners who:
- Are authorized in the “Build Engagement Model”
- Offer at least one product that runs mostly or entirely on Google Cloud.
- Have shown a track record of success by transacting at least two deals through Google Cloud Marketplace (more on this below)
By joining the program, ISVs get exclusive access to Google resources, including special attention from Google sellers, who can co-sell your solution. Keep reading to learn more about the process for getting accepted to the program.
How to Qualify for ISV Solution Connect
To qualify for ISV Solution Connect, you will need to meet the following criteria:
- Reach Partner or Premier Partner Advantage Level
- Enroll in Build Engagement Model
- Make sure your solution is running or deployed on Google Cloud and follows one of these 6 patterns – ideally your solution runs entirely on Google Cloud but this is not a hard-and-fast requirement
- Launch a paid listing on the Google Cloud Marketplace
- Customer Success: Potential to register qualified customer opportunities of $10K+ first-year contract value – prove these by demonstrating 2+ previous $10K closed deals on Google Cloud Marketplace
- Provide enablement for Google Cloud sales team, such as Sales Card and Solutions Brief (more on that later)
- Fall into one of the following broad categories: data and analytics, security, developer tools, network products, AI/ML products
You can read more about the process of getting started on our eBooks:
- Getting Started on Google Cloud Marketplace: The First 90 Days
- The Google Cloud Marketplace Co-Selling Guide
Registering deals for ISV Solution Connect
To earn a spot in the coveted ISV Solution Connect program, ISVs actually need to run deals through Google Cloud Marketplace. Closing a deal with a customer who happens to be a Google Cloud customer is not enough.
From there, you can start submitting deals for ISV Solution Connect. Be sure to include the following information
- First-year contract value (must be $10k+)
- Expected close date
- Any support needs from Google
Communicate with the Google Cloud sales team in the Deal Registration process, located in the Partner Advantage Portal. Be sure to include a detailed summary of the deal, to give your Google Cloud sales team as much context as possible.
Once you close a deal, you will want to update this information in the Deal Registration process and provide a win wire to your Google Cloud team. This shows initiative, as well as helps FSRs better understand your ICP, your differentiators, and your solution’s unique features.
Enabling your Google Cloud sales team
Enabling your Google Cloud sales team on 1) what your solution is and 2) why they should be selling it is a key step to reaching success on ISV Solution Connect.
In addition to providing the typical 1-pagers and case studies, Google Cloud Marketplace requests the following:
- Sales card – A sales card with 3 customer success stories with competitive insights, product comparisons, and objection-handling strategies for co-selling
- Solution brief – A solution brief highlights your solution’s value and “Better together” story with Google Cloud, including features and benefits to address customer business needs.
You can find more information about how to create these pieces of collateral in the Partner Advantage Portal or Partner Marketing Studio.
Need help developing your GGM GTM strategy and collateral? Reach out today. Invisory is here to help!
FAQ
- What are the benefits of joining ISV Solution Connect?
Joining ISV Solution Connect is the most straightforward way to drive success on Google Cloud Marketplace. Key benefits include:
- Marketing: Listing on Google’s internal ISV Solution Connect Partner Directory, putting you in front of Field Sales Reps (FSRs)
- Sales: FSRs will be able to help you co-sell your solution and unlock exclusive ISV Solution deal opportunities
