GOOGLE CLOUD | NETWORK MODEL SALES PLAN & AI ECOSYSTEM EXPANSION

Cloud

ENTERPRISE SALES & GROWTH | 2026

Google Cloud Network Model

Sales Plan & AI Ecosystem

Expansion

Google Cloud + AI

Account Executive

Customer Engineer

AI / Industry

Partner Team

Deal + Customer Success

$240B

Google Cloud backlog at Q4

2025

48%

Q4 2025 Cloud revenue

growth

75%

Cloud customers using

vertically optimized AI

8M+

Gemini Enterprise paid

seats at year-end 2025

Planning thesis: coordinate sales, technical, AI, partner and customer-success capabilities around large enterprise

opportunities, then convert cloud adoption into deeper AI and platform consumption.

Google Cloud Enterprise AI Sales Plan & Growth Strategy — page 2

GOOGLE CLOUD | NETWORK MODEL SALES PLAN & AI ECOSYSTEM EXPANSION

01 Executive Summary

Google Cloud’s enterprise sales motion is increasingly organized around the combined value of infrastructure, data, AI,

security and partner capabilities. Alphabet reported Q4 2025 Google Cloud revenue of $17.7 billion, up 48% year over year,

with backlog reaching $240 billion.

• Grow new enterprise relationships while accelerating the velocity from initial cloud workload to production.

• Use AI as an expansion layer across existing infrastructure, data and security relationships.

• Coordinate account executives, customer engineers, AI specialists, industry teams, partners and deal management

around complex opportunities.

• Translate technical proof into multi-year commitments and measurable consumption growth.

• Use customer-success and technical teams to turn contracted capacity into active production workloads.

2026 enterprise growth priorities

Priority

Commercial objective

Leading indicator

Net-new enterprise

Win strategic accounts with differentiated AI + cloud propositions

Qualified pipeline

AI expansion

Move existing customers from core cloud into Gemini, AI

infrastructure and data-to-AI workflows

AI workload adoption

Consumption growth

Increase production usage after migration or pilot

Cloud consumption

Partner scale

Multiply implementation capacity through GSIs, ISVs and channel

partners

Partner pipeline

Google Cloud Enterprise AI Sales Plan & Growth Strategy — page 3

GOOGLE CLOUD | NETWORK MODEL SALES PLAN & AI ECOSYSTEM EXPANSION

02 Google Cloud AI Portfolio

Solution

Enterprise role

Sales entry point

Google Cloud infrastructure

Compute, storage, networking and platform foundation

Migration / modernization

Gemini Enterprise

Enterprise AI and agent platform for employees and

workflows

AI productivity / agents

Vertex AI / Agent Platform

Model development, generative AI and agent building

Developer / data-science workloads

Google Kubernetes Engine

Managed container platform for cloud-native workloads

Application modernization

BigQuery

Data-to-AI analytics platform

Data modernization

Google Cloud security

Cybersecurity capabilities across cloud and AI environments

Security transformation

AI infrastructure / TPUs

AI-optimized compute using TPUs, GPUs and supporting

infrastructure

Model training / inference

Current platform context

Google Cloud describes its AI stack as spanning infrastructure, models, platforms and enterprise AI applications. In 2026 it

expanded AI infrastructure with eighth-generation TPUs and its AI Hypercomputer architecture, while Gemini Enterprise

evolved into an end-to-end agentic platform.

Google Cloud Enterprise AI Sales Plan & Growth Strategy — page 4

GOOGLE CLOUD | NETWORK MODEL SALES PLAN & AI ECOSYSTEM EXPANSION

03 Target Enterprise Segments

Segment

Typical need

Initial proposition

Large enterprises

Complex modernization and AI transformation

Integrated cloud + AI architecture

Fortune 500

Scale, governance, global operations

Strategic account transformation

Technology

Developer productivity, AI infrastructure, cloud-native

applications

GKE + AI platform + infrastructure

Financial services

Data, security, analytics, AI and regulatory requirements

Data + AI + security

Healthcare

Data modernization, analytics, workflow and security

Data cloud + AI + security

Retail

Customer analytics, supply chain, personalization

AI + data + application modernization

Manufacturing

Industrial data, automation and predictive analytics

Data + AI + infrastructure

Media & telecom

Content, network, analytics and AI workloads

AI infrastructure + data

Public sector

Security, data sovereignty and modernization

Governed cloud transformation

Google Cloud Enterprise AI Sales Plan & Growth Strategy — page 5

GOOGLE CLOUD | NETWORK MODEL SALES PLAN & AI ECOSYSTEM EXPANSION

04 Sales Objectives & Targets

Planning field

2026 planning target

Measure

New enterprise customers

Set by region and strategic-account tier

New logos won

Existing-account expansion

Quarterly whitespace target

Expansion bookings

AI solution adoption

Set by qualified installed-base opportunity

AI-enabled accounts /

workloads

Cloud consumption growth

Set against account baseline

Consumption run rate

Multi-year commitments

Set by strategic-account portfolio

Committed contract value

Pipeline value

Coverage multiple against required bookings

Qualified pipeline

Customer retention

Annual portfolio target

Renewal / expansion rate

Public benchmark context

Alphabet reported that Google Cloud signed more than $1 billion in deals during 2025 than in the prior three years

combined, and that existing customers were outpacing their initial commitments by more than 30% at year-end. These are

company-reported performance indicators, not 2026 sales quotas.

Google Cloud Enterprise AI Sales Plan & Growth Strategy — page 6

GOOGLE CLOUD | NETWORK MODEL SALES PLAN & AI ECOSYSTEM EXPANSION

05 Network Model Sales Strategy

Large enterprise opportunities require coordinated commercial and technical ownership. The operating model below treats

specialists as a connected opportunity team rather than isolated sales functions.

Account Executive

Customer Engineer

AI / Industry

Partner Team

Deal + Customer Success

Role

Primary responsibility

Account Executive

Account strategy, executive relationships, commercial ownership

Cloud Specialist

Architecture, migration and workload strategy

AI Specialist

Gemini, model, agent and AI-infrastructure opportunity design

Customer Engineer

Technical validation, proof of concept and deployment readiness

Industry Team

Industry-specific business case and regulatory context

Partner Team

GSI, ISV and channel coordination

Deal Management

Complex commercial structure, approvals and contracting coordination

Customer Success / Technical

Account

Post-sale adoption, consumption ramp and expansion

Google Cloud Enterprise AI Sales Plan & Growth Strategy — page 7

GOOGLE CLOUD | NETWORK MODEL SALES PLAN & AI ECOSYSTEM EXPANSION

06 Land-and-Expand Strategy

Cloud

AI workload

Gemini

Consumption

Services

Expansion

Stage

Sales motion

Expansion trigger

Initial cloud adoption

Migration, infrastructure modernization or new application

Production workload established

AI workload

Identify data, developer or customer-facing AI use case

AI proof produces measurable value

Gemini adoption

Introduce Gemini Enterprise / agents to relevant functions

Employee or workflow adoption

Consumption growth

Move pilots into production and scale infrastructure

Usage exceeds initial baseline

Additional services

Add data, security, GKE, analytics and partner solutions

Adjacent technical need

Enterprise expansion

Broaden across business units, regions and workloads

Strategic renewal / commitment

Google Cloud Enterprise AI Sales Plan & Growth Strategy — page 8

GOOGLE CLOUD | NETWORK MODEL SALES PLAN & AI ECOSYSTEM EXPANSION

07 Enterprise Opportunity Pipeline

Account

Industry

Opportunity

Solution

Stage

Value

Next action

Enterprise A

Financial

Services

AI modernization

Vertex AI / Agent

Platform

Discovery

$XXM

Executive meeting

Enterprise B

Retail

Cloud migration

Google Cloud

Proposal

$XXM

Solution review

Enterprise C

Technology

AI development

Gemini Enterprise

Negotiation

$XXM

Contract review

Enterprise D

Media

Data modernization

BigQuery + AI

Qualified

$XXM

Architecture

workshop

Pipeline governance

Every opportunity carries a named executive sponsor, business problem, technical architecture, commercial value,

expected close, probability, partner involvement, consumption hypothesis and next action.

Google Cloud Enterprise AI Sales Plan & Growth Strategy — page 9

GOOGLE CLOUD | NETWORK MODEL SALES PLAN & AI ECOSYSTEM EXPANSION

08 AI Ecosystem Expansion

Expansion layer

Enterprise value

Account motion

Gemini

Employee productivity, enterprise agents and workflow

automation

Department → enterprise adoption

AI infrastructure

Training, inference and scalable AI compute

AI workload → consumption

Data analytics

Data foundation for AI and decision intelligence

BigQuery / data modernization

Cybersecurity

AI-era threat detection and security operations

Cloud workload → security expansion

Cloud migration

Infrastructure modernization and application

transformation

Core cloud → AI

Developer tools

Code modernization, testing and development productivity

Developer team → platform adoption

Partner ecosystem

Implementation capacity and specialized industry

solutions

Co-sell → Marketplace → expansion

Ecosystem context

Google Cloud’s 2026 Partner Network spans ISVs, resellers, systems integrators and other partners, with competencies

across AI, application modernization, data and analytics, infrastructure and security. Google Cloud also describes

Marketplace as a procurement and distribution channel for partner software, agents and services.

Google Cloud Enterprise AI Sales Plan & Growth Strategy — page 10

GOOGLE CLOUD | NETWORK MODEL SALES PLAN & AI ECOSYSTEM EXPANSION

09 Sales Channels & Partnerships

Channel

Commercial role

Primary use

Direct enterprise sales

Strategic account ownership

Large transformation programs

Google Cloud sales teams

Specialist-led opportunity development

AI, data, infrastructure and security

motions

Strategic technology

partners

Co-sell and integrated solutions

Complex ecosystem opportunities

Systems integrators

Implementation and transformation capacity

Large-scale migration and AI

programs

Independent software

vendors

Specialized applications and agents

Industry and workflow expansion

Cloud Marketplace

Procurement and partner distribution

Private offers, agents and software

Partner-led acquisition

Extend geographic and industry reach

New-logo and expansion pipeline

Partner operating principle

The partner motion should be attached to customer outcomes: technical delivery, industry expertise, software integration,

managed services or procurement acceleration. Google Cloud says its Partner Network is designed around simplicity,

outcomes and automation.

Google Cloud Enterprise AI Sales Plan & Growth Strategy — page 11

GOOGLE CLOUD | NETWORK MODEL SALES PLAN & AI ECOSYSTEM EXPANSION

10 Sales KPIs & Forecast

KPI

Definition

Cadence

Forecast use

Qualified opportunities

Opportunities meeting commercial and technical

qualification

Weekly

Pipeline health

Pipeline value

Qualified opportunity value by close period

Weekly

Coverage

Win rate

Closed-won / qualified opportunities

Monthly

Forecast confidence

Average contract value

Booked value per strategic deal

Monthly

Deal mix

New customers

New enterprise accounts won

Monthly

Acquisition

Expansion revenue

Revenue from existing-account growth

Monthly

Installed-base growth

Cloud consumption

Customer usage against baseline / commitment

Monthly

Backlog conversion

AI workload adoption

Production AI workloads or accounts

Monthly

AI expansion

Gemini adoption

Active enterprise use / seats / workflows

Quarterly

AI platform expansion

Customer retention

Renewed strategic relationships

Quarterly

Recurring base

Forecast vs. actual

Booked revenue / consumption compared with plan

Monthly

Variance management

Forecast discipline

Weighted pipeline = opportunity value × stage probability. Pair the weighted result with consumption ramp,

implementation readiness, procurement timing and partner capacity before treating a commitment as forecastable

revenue.

Google Cloud Enterprise AI Sales Plan & Growth Strategy — page 12

GOOGLE CLOUD | NETWORK MODEL SALES PLAN & AI ECOSYSTEM EXPANSION

11 2026 Sales Action Plan

Priority

Action

Team

Timeline

KPI

Enterprise acquisition

Identify and tier strategic accounts by transformation potential and AI

readiness

Sales

Qualified

opportunities

AI expansion

Introduce Gemini, AI infrastructure and data-to-AI solutions into

existing accounts

AI Sales

Q1–Q2

AI pipeline

Cloud expansion

Increase production workloads and consumption across strategic

accounts

Account Teams

Q2–Q3

Consumption

growth

Partner growth

Develop joint opportunities with GSIs, ISVs and channel partners

Partner Team

Q2–Q4

Partner pipeline

Customer retention

Expand strategic accounts through adoption, technical success and

executive reviews

Customer

Success

Q3–Q4

Retention

Operating cadence

Weekly

Pipeline movement, blockers, qualification and next actions

Monthly

Bookings, consumption, AI adoption, partner contribution and forecast variance

Quarterly

Executive account reviews, expansion whitespace and customer outcomes

Annual

Segment strategy, AI portfolio, partner capacity and next-year account plan

Target Accounts → Customer Need → Google Cloud Solution → Sales Opportunity → Pipeline → Network Sales Team → Deal

→ AI/Cloud Adoption → Account Expansion → Revenue Growth

Google Cloud Enterprise AI Sales Plan & Growth Strategy

Prompt to Clone This Google Cloud Enterprise AI Sales Plan & Growth Strategy

Apply this example's core structure, strategic pacing, and structural hierarchy directly to your own topic.

What are you generating today?