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How ISVs accelerate transformation through engineering co-innovation with Google

Siddhartha Agarwal
Managing Director, SaaS Partnerships & Co-Innovation at Google
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Google Cloud Next 2020
July 14, 2020, Online, San Francisco, CA, USA
Google Cloud Next 2020
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How ISVs accelerate transformation through engineering co-innovation with Google
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About speakers

Siddhartha Agarwal
Managing Director, SaaS Partnerships & Co-Innovation at Google
Guy Hellier
VP, Product Management at OpenText

Proven general management (GM), product management & strategy, and sales (enterprise & cloud software and services) experience globally. Hands-on technical and business leader developing and driving company strategy with “start-up” mentality, effective leadership qualities and market development skills. Proven track record within early stage start-ups to large enterprise software companies. Adept at creating innovative subscription based selling models to maximize revenue from cloud services (PaaS & SaaS) and opensource software, while closing multi-million dollar contracts (selling to CIO, CTO, VP Engineering, LOB leaders). Ability to define and direct product roadmaps by leveraging market & customer feedback, and industry specific requirements. Deep technical background and experience with cloud services (cloud native application development, mobile/chatbots, integration, analytics, AI/ML, blockchain, security), enterprise software, and managed services. Advising various early to mid stage companies in product definition, sales and GTM strategy, fund raising, market development and hiring.

View the profile

Proven general management (GM), product management & strategy, and sales (enterprise & cloud software and services) experience globally. Hands-on technical and business leader developing and driving company strategy with “start-up” mentality, effective leadership qualities and market development skills. Proven track record within early stage start-ups to large enterprise software companies. Adept at creating innovative subscription based selling models to maximize revenue from cloud services (PaaS & SaaS) and opensource software, while closing multi-million dollar contracts (selling to CIO, CTO, VP Engineering, LOB leaders). Ability to define and direct product roadmaps by leveraging market & customer feedback, and industry specific requirements. Deep technical background and experience with cloud services (cloud native application development, mobile/chatbots, integration, analytics, AI/ML, blockchain, security), enterprise software, and managed services. Advising various early to mid stage companies in product definition, sales and GTM strategy, fund raising, market development and hiring.

View the profile

About the talk

Discover how engineering teams at ISVs are accelerating their cloud transformation journeys. Learn how to create differentiated software solutions to address customers' challenges through collaboration with Google Cloud and greater Google product areas, including Google Ads, Shopping, Pay, and others.

This session features a Q&A conversation with the engineering lead of a partner who leveraged BigQuery, AI/ML from Google Cloud and integrated with the Google Marketing Platform to deliver a differentiated SaaS solution for their customers.

Speakers: Siddhartha Agarwal, Guy Hellier

Watch more:

Google Cloud Next ’20: OnAir → https://goo.gle/next2020

Subscribe to the GCP Channel → https://goo.gle/GCP

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Hi. And I'm responsible for our staff and the that we do with our isvs, the session today which is going to talk about how I sneeze are absolutely the digital transformation that their customers are asking them for and how these other species and SAS companies to deliver that transformation. And we also have a very exciting customer story to share with you on how did Ice be driven by leveraging. Both Google capabilities ngcp capabilities of Google Cloud platform capabilities to activate the digital transformation by their customers.

And in order to deliver this, the Iced Teas are on a number of cloud Journeys and I love to share with you this Cloud Journeys and then talk about some customer examples and also Google is using cold Novation, to help the ice V's on this Cloud Journeys. Starting off with the multiplayer expansion. Most, I see and fast partners are being asked to leverage plow to deliver higher availability, which might mean delivery active-active, Dr. Site or bursting into the cloud or to modernize their on-premise applications, which might

involve lifting shifting existing on or actually moving out of Arctic spanning to Regions with significant compliance and data residency, requirements. And most importantly to keep increasing the security that infrastructure secure their user security. That data security security is Paramount and some who helped along these Journeys. We have built a number, which is a thymus Be able to actually burst capacities needed into the plank with an act or be able to create a scenario where in case something went wrong on the application will be live at any given point in time

from the public cloud. Also, Google is focused a lot on planetscale by delivering the world's largest Network which was built for applications like search and YouTube and Gmail to enable isley's to bleach their customers where they are. And from a security perspective, providing Innovations like confidential compute using amd's in memory encryption and our Titan security jobs on our way to deliver significant security. An openness is a key tenet for Google where we have a long-standing history of championing Open Source and extending that the Google Cloud by making

open source of first-class citizen. This could be for third-party open source such as Kafka are consoling, but as you very well know, also, which has led the transformation of Martinizing application development, every organization is focused on innovating to differentiate and I sneeze have to innovate to compete more effectively to grow top-line by expanding into new markets. They're asking how intelligence can be leveraged to make business process. More automated in predictable without needing a lot of skills and how the users can be engaged via

voice and messaging stuff, example and intelligence, how can the deliver Better Business outcomes? How's it going to get inside from documents? How can you do multilingual translations in real-time and user experience is now, no longer about just browser-based experiences to using virtual agents intelligent, chap odd and even searched as the new paradigm for interaction and it's important to be able to use which means delivering intelligence for retail are

delivering solutions that are specific to the public sector. Given the scale at which data is being generated inside from this data, can no longer be. Did I put on prime traditional infrastructure in a beer and computer around story. So, customers are asking Iced Teas, how they can get inside from and act upon data at exabyte and feta bites, kill. And this involves being able to leverage streaming data and bastedo to be able to make Intelligent Decisions on the streaming data that is coming in. As the data is coming in, to be able to blend first-party data and third-party

coming from outside and enable business users at these, customers to be able to make those decisions. Such that they don't have to be a dick, and just be getting value from that data. And we going to talk about this in the customer story or the ice me story. Is there any BART station and segmentation? How can you be able to What's the engagement with the customers using broader or be able to segment the audience in the audience in the way you want? And what we've done is one, we providing a very rich set of a IMO capabilities and very

strong AI ml capability to be able to for example, of insight from vision from speech Etc. But we've also been Solutions on top of the AI example. We built a contact center a eye solution. We're in real time as customers will understand the intent of those customers and having a virtual agent, be able to engage with that customer across multiple times. Without needing an agent involved at all. Be able to do that in real time running on are cheap used to being able to get inside from the conversations that have been had.

If the not be solved by the virtual agent themselves, being able to transfer that over to a live agent and being able to provide the agent but intelligent Insight on how to respond. What is? Next best action that they should be suggesting. Some lady from documents being able to get inside from documents, for example, from a mortgage document. You know, how do you understand what is the, what is the financing terms of War, license being able to understand is this, which state does this driver's license or from contracts being able to get the sense of what

the terms have been a great addition of liability? And then from an analytics lens being able to provide you the ability to stream in data at large-scale into bigquery. Where you can we separated at compute and storage sets that you can ask Gail blender data a scale with in a petabyte of data being transmitted on at the same time, And then you can actually build monetization models on top of this data where customers who have really large amounts of data, that is really

vague access to the data. They can do governance and access control, and they can deliver both of those Journeys to differentiate with Innovation and to be able to get in size from real-time data. And what's really exciting is how I sneeze have, not only been in communication with the Google Cloud platform, but the broader Google properties that includes Google pay Google shopping, Android Chrome Etc, For example, in retail iceweasel, looking at how they can leverage Google shopping to be able to optimize the price that is being offered up by

March. Instead of selling on the top or to be able to improve the matching discoverability that exists for merchants and their platform on to Google shopping and we'll be talkin about how Google ads have been used by. That is deep and also devised. These are working on delivering very smart industry and horizontal solutions by embedding intelligence to deliver business processes. That are much better in understanding. What should be happening? What is the customer looking for in very specific Industries? No one is around developer engagement

developers, as we know, are the new kingmakers and everyone is focused on how to get these developers attached to the platform. And so I see these are looking at how we can help the developers upscale with new technologies such as containerization microservices, and how can be improved devops nsre capabilities to deliver that same capability of tart, scale? The developers are trying to provide insight into product analytics to the product managers. So which features have been used, what functionality has been used and what are some informed intelligent recommendations on how to

enhance the usage of the And then, you know, application application of Boston extension platform capabilities to provide business extensions that can ride the ice VR start application. And then we're a focused and partnering for joint success with the Icees, Icees of asked us what we doing to invest in developing and innovating with you, how we can increase the joint, go to market with the ice and how we can access distribution with the ice Beast. So we're making

corned Westmont decisions to provide any product, engineering, a coronavirus Define enjoin. Go to market, with vertical ization, Market, expansion planning, or Global, reach and absolute distribution. How we make sure that our customers are onboarding. I'm being very successful to deliver multi, Cloud capabilities to deliver. But also the broader product area. I'm really excited to invite to this discussion. I held her from open text, whose team has done an amazing job and driving navigation to deliver value to their customers. Welcome guy.

Great to have you on this discussion here. So, can you just do a little background on your shop and open text? I'm responsible for product management in our digital experience Friday. Open text is very large Information Management Solutions company. As we focus on digital experience, content Services, business Network information. Security helps our customers to transform the area of digital experience, that's really about. Helping our brand customers be able to drive conversions of for customers with digital experience to grow Revenue

in to do that on all the different channels, that a customer journey and touch points that a customer Journey occurs on That's wonderful guy that sounds like they happy with your solution because it's higher conversion on top line for them. So can you share an example of how? This might be, expedient sport spine and customer off your customer and buy the marketing organization in your customer, purchasing a house. And if a customer at Target, customer of mine is purchasing a house than they're looking for a new house

insurance provider. They might be, they might come from a different set of backgrounds, maybe different interests of geography. And so, as they're searching on my site for product information, anonymously marketing platform. Is able to help understand and model their behavior and then what we're trying to do is on that site, help? The our brand customers be able to provide the most relevant. Has customers knowing knowing their interests and just being able to go to Target and to personalized the most effective way whether that's on the

site, a mobile app. I in the contact centers you've already discussed in any type of touchpoint chat, any of those, That's exciting. So the pages deliver to them and the experiences saying even if they start the transaction on one channel and continue the frost, the other channels. So you know this question is coming guy but what made you think of Google apartment with Google? What is unique about Google that helped you deliver the solution to your call? As we talked about, I think the the thing that our customers are interested in

is how to make sure that the customers journey is as relevant as possible to make sure that that customer understands products really well, end in finds the right products and services, and how to use them in the, in, in the long run, that means being able to help both Anonymous users and customers as well as the login customer. And to do this, you need content. You need a lot of content and you need the date of the information, the context, and the understanding of that information. That contacts to make the experience really relevant. So, our experience platform helps to deliver

brand experiences, customer portals, Commerce experiences. Communications, all of these while the marketing platform is delivering that same brand experience through advertising into so many different touch points that are off the site deliver by Google marketing platform. So, the first place has been around understanding content and as you've already talked about content comes in many different forms course, meet at imagery can be audio voice. It could be all kinds of audio that goes with video. Of course, understanding video and the nature video intelligence for that. And being able

to translate content with all of those those Solutions with its platform on the Google Cloud platform. But we're also innovating around the use of data together with both the query and The Google marketing platform. Amazing integration that you've done or your team has done working with Google. Can we died? Just a little bit deeper into Vision. A i r e used to make a marketing job easier is really wear her rubber, meets the road. So it with all of this content in all of these experiences

marketers need tools, that allow them to understand it, to automate it to work with it without having to do a lot of manual effort. So, so Vision AI all of the, the AI media-centric schools, they hopeless specifically, to be able to pull out. Is there a bicycle in this timid, or to be able to understand that? There is a bicycle it's outdoors. Or maybe there's branding logos that are in particular image, or maybe there's actually a product that's displayed or being reference. Hear all that information is really critical to be able to automate what a marketer works with in the first

place. Wow that tagging to be used even 2 to deliver advertising in a more accurate and relevant so that the marketing platform can use that tagging to be very relevant for and customers and so that whether it's on images or on video or on speech. All of that, that that kind of understanding of content is really important. That's Goosebumps Excellence that we give me a bit about how they help you understand a great question. And this is where I want to bring in the big query side

of things because customers have so much third-party data, they have transactions. Are they have information about their products? I have information about customers from their CRM systems. They have all kinds of very specific first-party data bringing those models together with the advertised. It allows customers to build a very rich learning model to understand how to augment the audiences and to be able to Target until we've worked with the center of excellence, to be able to understand how the Google cloud services can can do that with our experience platform

and end how it rolls out for the customer. They've been instrumental to understand the model and how that actually gets used by our customers. Great. Now I'm really proud to hear that. The Centre of Excellence has been helpful in defining. The architecture in Working Hands on with you to put a POC together and do hope you feel comfortable around the platform. So thank you so much, this is wonderful and it's this kind of innovation when a nice place like open text leverages Google marketing platform which uses AI from the Google Cloud platform. Leverages big party for

large-scale data and then deploy is all of this on Google new product for themselves that differentiate them and deliver significant value to their customer and their customers customer. Save this one message I wanted to take away its this it's not about what is but what could be? It's not about what exists but we can create together. Nothing is impossible and failure, should be welcomed to learn from and help create an X opportunities. That's Google culture, that's Google call Innovation to feel

comfortable. Learn and then create a next opportunities. Not just about gcp on Google Cloud platform, but the broader Google capabilities of Google, Google marketing platform, Search, Android Chrome, Etc. We providing a catalyst to providing brushes and a beautiful palette of colors and we look forward to seeing you paint your vibrant, masterpieces onto this campus. Please come share your ideas with us. We're here to help. Thank you.

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Siddhartha Agarwal
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