Ep. 49: Building Your Channel Partnerships The Right Way with Matthew Harrell – Google’s Head of Cloud Channel Business

Ep. 49: Building Your Channel Partnerships The Right Way with Matthew Harrell – Google’s Head of Cloud Channel Business

By Scott Sambucci | December 18, 2018

Welcome to another episode of the Startup Selling Podcast. Today we have Matthew Harrell as our special guest. He is a business leader, advisor, and angel investor. He has over twenty years of experience in enterprise sales and channel management at Google Cloud and Symantec.

In 2009, he started off with Google as a Strategic Accounts Manager. Since then he’s been quickly moving up the ladder. He was a Regional Sales Leader, then he was the head of Google Cloud Channel Business in the Americas, and now he’s the Head of Google Cloud Business in Latin America and the West.

A lot of his work today is focused on channel distribution, channel partnerships, channels sales, and partner development.

His LinkedIn job description says:

Lead team of 30 Channel Sales Managers and Partner Development Managers responsible for the Google Cloud partner business and channel go to market strategy for G-Suite and Google Cloud Platform across the US West and Latam. This includes owning the channel sales targets, ecosystem development of all channel types, including GSI’s, MSP’s, Regional Systems Integrators (RSI’s), VAR’s, Telcos, etc. and development of disruptive partner models that will drive significant scale.

Matt and I met around seven years ago.

I cold emailed him through LinkedIn and invited him to join a meetup group I was running back then. He graciously accepted and attended a meetup as a guest speaker to talk about enterprise sales. We’ve stayed in touch since.

I wanted to have Matt on the show to talk specifically about his work in channel partnerships and about indirect selling versus direct selling. Some of the topics we covered are:

  • Compensation Neutrality.
  • Compensating Partners VS Compensating Your Sales Team.
  • Inbound VS Outbound.
  • Different Channel Types.
  • Different Layers of Partnerships
  • Selling a Disruptive Technology to Fortune 500 Companies.
  • Innovative Sales Methodologies.

Where to find Matt on the Interwebs:

LinkedIn: https://www.linkedin.com/in/matthewpharrell/