Tomorrow: What’s Working on Google Cloud Marketplace Now
Hi, it’s Roman Kirsanov from the Partner Insight newsletter, where I deconstruct winning Cloud GTM strategies and the latest trends in cloud marketplaces.
Ahead of tomorrow’s event, I’m focused on one question: what’s working on Google Cloud Marketplace right now — and how can you replicate it?
Palo Alto Networks crossed $2B+ in GCP Marketplace sales. Optiv drove triple-digit marketplace growth. Quantum Metric is already scaling one of the earliest agentic AI solutions on GCP Marketplace. The leaders behind those numbers are joining our Google Cloud Marketplace event tomorrow.
28% of companies plan new Google Cloud Marketplace listings in 2026 — the strongest momentum of any hyperscaler, according to Tackle’s latest data. Their CEO also joins tomorrow’s event
Plus, Jensen Huang at GTC said $1T in AI infrastructure demand is coming through 2027, with 60% from top hyperscalers. His comments reveal what clouds actually want from strategic partners.
But first — Dai Vu recorded a personal invite from the floor of NVIDIA GTC. What Google Cloud’s Marketplace chief sees as the growth engine for partners in 2026
Special invite from Dai Vu to the “Google Cloud Marketplace Your Growth Engine for 2026" event
When the leader of Google Cloud Marketplace records a personal invite from the floor of NVIDIA GTC — that tells you where the momentum is heading.
Dai Vu, Managing Director of Google Cloud Marketplace, recorded this invite to our upcoming event (March 24) from the floor of GTC in San Jose, the biggest AI infrastructure event of the year.
Here’s what stood out:
Jensen Huang boldly projected the AI infrastructure market will hit $1 trillion by 2027 — double the previous estimate
His framing: this isn’t a bubble, it’s a once-in-a-century transition.
Dai’s question: once all that AI infrastructure is built out, how do you monetize and grow?
That’s exactly what he’ll cover in his keynote on March 24 — how Google Cloud Marketplace is becoming the growth engine for partners and ISVs in this new AI era.
This is our second annual Google Cloud Marketplace event with Dai keynoting.
A lot has changed since last year — GCP revenue from partner-built AI solutions grew ~300%, its cloud commitments jumped to $240B, and its revenue grew 48% YoY last quarter.
GCP new customer velocity doubled in Q4 vs Q1 and $1B+ customer deals in 2025 exceeded the previous 3 years combined.
Dai will share where Marketplace is heading next, what’s working for partners who are scaling, and how AI and co-sell motions are evolving in 2026.
Join our online event tomorrow, March 24 at 9-11.30 am PT.
Tomorrow: The Final 5 Speakers Joining Our GCP Marketplace Event (400 Leaders Already In)
Our “Google Cloud Marketplace: Your Growth Engine for 2026” event is tomorrow — here are the five outstanding speakers completing the lineup.
They join keynote speakers Jay McBain and Dai Vu, alongside panelists from Google Cloud, MongoDB, and TD SYNNEX.
These are the leaders behind some of the strongest numbers on GCP Marketplace right now — from $2B+ in marketplace sales to triple-digit growth in cloud marketplace to one of the first agentic AI solutions scaling on the platform.
Partner Ecosystem Panel
Munish Khetrapal — VP for Cloud Engagement, Palo Alto Networks
$2B+ in sales on Google Cloud Marketplace. 5 Google Cloud Partner of the Year awards in 2025 alone — including AI Security and Marketplace. No ISV has scaled harder on GCP Marketplace than Palo Alto Networks.
Munish leads cloud engagement at Palo Alto Networks — driving go-to-market strategy and building joint solutions that help customers securely accelerate adoption of multi-cloud infrastructure. Palo Alto Networks has 30+ listings on GCP Marketplace and 75 jointly engineered solution integrations with GCP.
The next wave of marketplace growth will come from knowing where channel partners create leverage, how to use MCPO effectively, and how to turn cloud commitments into faster, larger, more repeatable deals. That’s what we’ll break down with Munish.
Michael Peters — Vice President, Partners and Alliances, Optiv
Triple-digit growth in cloud marketplace business. 2025 Google Cloud Security Partner of the Year for North America. And one of the first to adopt Google Cloud MCPO at scale.
Under Mike’s leadership, Optiv has driven triple-digit growth in their cloud marketplace business while standing up new secure-use-of-AI motions that unlock AI compute in a security-forward way. Optiv operates at impressive scale: $3.8B+ in cybersecurity sales in 2025, 73% of the Fortune 100 as clients.
Few companies see more of the enterprise security buying landscape — and that’s what makes Mike’s insights on how channel and marketplace are converging so valuable.
Co-Sell & Joint GTM Panel
John Jahnke — CEO, Tackle.io
28% of companies are planning new Google Cloud Marketplace listings in 2026 — the strongest growth momentum of any hyperscaler. That’s from Tackle’s latest State of Cloud GTM report, and the leader behind that data is joining our panel.
Tackle (now part of AppDirect) essentially invented the Cloud GTM category in 2016 — before “cloud marketplace” was even a recognized channel. Today they process $1B in transactions per month, supporting 500+ ISVs like Salesforce, CrowdStrike, HashiCorp and GitLab.
John will cover what it takes to earn hyperscaler attention, accelerate co-sell, and how agentic AI is changing the game.
Russell Efird — Senior Director, Head of Strategic Partnerships, Quantum Metric
~60% of net-new revenue influenced by Google Cloud. A quarter of all revenue through GCP Marketplace. And one of the first Agentic AI solutions already scaling revenue on GCP Marketplace.
Under Russell’s leadership, Quantum Metric grew from one of the first ISVs on GCP Marketplace to a top performer in co-sell pipeline — and one of the first to scale an agentic AI solution through Marketplace.
Russell will break down how to scale agentic AI solutions through Google Cloud Marketplace and how to turn a Google Cloud partnership into repeatable revenue growth driver.
Marketplace Operations Playbook
Katie Landaal — Senior AVP, Strategic Alliances, ZoomInfo
$GTM. That’s ZoomInfo’s actual NASDAQ ticker. A $1.25B/year public company literally renamed itself after go-to-market. That tells you how central GTM has become as a category — and how much is at stake in getting marketplace operations right.
ZoomInfo won two Google Cloud Partner of the Year awards: Technology: Data Provider and Technology: Marketplace Business Application. Google Cloud also named ZoomInfo one of the business applications in GCP Marketplace driving the most significant business impact for joint customers across multiple regions.
Katie leads ZoomInfo’s global alliances and ecosystem strategy. Over 5+ years at the company, she has helped build and scale a $150M+ partner revenue ecosystem.
In our Marketplace Operations Playbook session, we’ll get into the operational side of scaling on GCP Marketplace — how Cloud GTM connects into company operations and RevOps, how to scale co-sell and boost it with automation, and how to turn Marketplace into a repeatable revenue driver.
All-Star Lineup — March 24, 9–11:30 AM PT:
Keynote from Jay McBain, Chief Analyst at Omdia
Keynote from Dai Vu, Managing Director of Google Cloud Marketplace
Co-Sell & Joint GTM Panel: Google Cloud + leaders from MongoDB, Tackle.io, and Quantum Metric
Partner Ecosystem Panel: Google Cloud + leaders from Palo Alto Networks ($2B+ in GCP Marketplace sales), TD SYNNEX, and Optiv
Marketplace Operations Playbook: Deep dive on automation, private offers, and operational excellence with ZoomInfo and Tackle
Nearly 400 leaders are already registered. Join them tomorrow.
What Jensen Huang Revealed About Winning Hyperscaler Partnerships
60% of NVIDIA’s business now comes from top 5 hyperscalers. At GTC Jensen Huang just showed what clouds actually want from strategic partners.
At GTC last week, Jensen Huang said NVIDIA now sees at least $1T of AI infrastructure demand through 2027. With 60% of it from hyperscalers, it’s a massive number.
But the part alliance leaders should pay attention to is the mechanism underneath it.
Jensen said NVIDIA doesn’t just sell infrastructure into the clouds. He said the company works with “a large ecosystem of AI natives” it can “bring to the clouds” so that massive compute investments get consumed.
The pitch is not just buy our chips.
It is also: we help drive the workloads, companies, and ecosystem activity that make those cloud investments more valuable.
That’s the part alliance leaders should study.
Because it reveals what hyperscalers really value in a strategic partner:
Partners that create customer demand
Partners that accelerate workload consumption
Partners that attract more ecosystem activity onto the platform
NVIDIA does all three.
In other words: the strongest partners are not just “integrated” with the cloud. They help the cloud win.
That’s what makes this relevant beyond NVIDIA itself.
Most companies are obviously not NVIDIA. But the underlying playbook is still highly transferable:
When you pitch a hyperscaler, don’t just explain why your product is great.
This is where many alliance teams undersell themselves.
They pitch features. They pitch why their company matters.
Explain why your company helps the cloud win.
Why does your presence make their platform more valuable?
Why does it help cloud sellers drive more consumption?
Why does it help customers deploy faster?
Why does it attract more partners and use cases around your category?
That’s one reason marketplace, co-sell, and ecosystem strategy are converging so fast.
The best partners are no longer just vendors. They are becoming demand creators, adoption accelerators, and ecosystem magnets for the cloud.
That may be the most important part of the NVIDIA story for alliance leaders.
When you present to cloud sellers, are you selling your product — or selling how you help the cloud win?
P.S. If you found these insights valuable, please forward this newsletter to your alliance lead or cloud/GTM counterpart - it’s how this community shares what works.