Thomas Kurian is one of the most astute strategists in enterprise today. Congrats to Google for hiring him.
Over 9 years of working for him before going to the other cloud company (Salesforce), here is what I learned from him:
Over 9 years of working for him before going to the other cloud company (Salesforce), here is what I learned from him:
1: Buying the right startup at the right time is the single biggest leverage a software executive can have at a big company. M&A drives 90% of value creation.
2: Value of tuck-in.
While most press pages are spent on big M&A like Red Hat or Peoplesoft, the biggest arbitrage opportunity is buying startups with product-market fit in new markets adjacent to markets you already serve.
While most press pages are spent on big M&A like Red Hat or Peoplesoft, the biggest arbitrage opportunity is buying startups with product-market fit in new markets adjacent to markets you already serve.
3: Ecosystems over apps.
A lot of early success for database and app server for oracle was built on partner success - ISVs, SIs and others betting on oracle.
Expect him to double down on partners at Google.
A lot of early success for database and app server for oracle was built on partner success - ISVs, SIs and others betting on oracle.
Expect him to double down on partners at Google.
4: Anyone can be hired, almost.
He had an uncanny ability to hire the best people who didn’t even want to switch jobs. One of the best recruiting operations especially at executive levels.
He had an uncanny ability to hire the best people who didn’t even want to switch jobs. One of the best recruiting operations especially at executive levels.
5: Directed networking.
Most people waste time and effort in the name of networking. He is uniquely good at efficient networking with people he wants to hire and keep in touch with. And it’s mostly done in small, in office meetings.
Most people waste time and effort in the name of networking. He is uniquely good at efficient networking with people he wants to hire and keep in touch with. And it’s mostly done in small, in office meetings.
6: Win
Play to win. Software market rewards #1 and #2 way more than most other markets. He built Oracle into top 2-3 player in many, many markets.
Play to win. Software market rewards #1 and #2 way more than most other markets. He built Oracle into top 2-3 player in many, many markets.
7: So, get ready for $50-100B in M&A from Google Cloud in the next 12-18 months.
8: Massive sales hiring from enterprise software companies.
Thanks for all the feedback on this - public and private. Lots of people asking what won’t work/why it won’t.
I am an optimist - the key risk I can identify is culture fit and evolving the culture.
I am an optimist - the key risk I can identify is culture fit and evolving the culture.
