Google Cloud Partner Advantage Program Guide - Y23

Partner Advantage
Program Guide
H2 2023
Google Confidential For more information visit partneradvantage.goog

TABLE OF CONTENTS
WELCOME 3
PROGRAM BASICS 3
Partner Advantage Overview 3
Partner Program Support 9
VALUE TO PARTNERS 10
Why Google Cloud? 10
Differentiation 11
Benefits and Incentives 12
ENGAGEMENT MODELS AND REQUIREMENTS 13
Engagement Models 13
Requirements Overview 13
Sell Engagement Model 15
Service Engagement Model 20
Build Engagement Model 23
LEGAL TERMS AND DEFINITIONS 31
Definitions and Interpretation 31
Legal Terms 39
Partner Standards of Conduct 41
Google Confidential For more information visit partneradvantage.goog

WELCOME
Welcome to Google Cloud’s partner program, Partner Advantage. In this guide, you’ll learn how to
optimize your business across Google Cloud, Google Workspace, and Chrome. You’ll access insights
and technology to grow your business for any business model—selling, service/implementation, or
software development. This guide supersedes all previously published guides.
PROGRAM BASICS
Partner Advantage Overview

Google Cloud Partner Advantage enables organizations with complementary solutions, services, and
offerings to deliver the transformational power of Google Cloud. This guide is your gateway to
understanding how to leverage the program, understand requirements, and access the benefits and
resources that best fit your business needs. This guide may be updated from time to time and is
accessible on the Partner Advantage portal. English/Japanese are the only two languages currently
supported in Partner Advantage.
Participation - Partner Levels

Partner Advantage is designed to maximize your success across business Engagement
Models—aligned to customer requirements, success metrics, and your strategic priorities.
Google Cloud defines organizations in Partner Advantage as follows:

● Partner Level is earned by companies that have met the corresponding requirements for
Partner Level in specific Engagement Model(s) and product families. At Partner Level, you are
eligible for benefits (such as marketing tools) that focus on delivering customer excellence.
● Premier Level is reserved for companies that have demonstrated the highest capability and
performance within Engagement Model(s) and product families. At Premier Level, you are
eligible for benefits beyond Partner Level that focus on customer transformation and
innovation.
Please note that eligibility for participation in Partner Advantage excludes Google entities and
organizations with fewer than five employees. Organizations pursuing a Sell Authorization with fewer
than five employees will be redirected to Distribution.
Member Designation
Please note, “Member” designation is the entrypoint to Partner Advantage that provides the technical
training and resources needed to progress to Partner Level in your chosen Engagement Model(s).
● Members typically advance to the Partner Level within six months, following execution of the
Google Cloud Partner Program Agreement, attainment of legal and program requirements,
and any other commercial contracts.
● Some Member organizations may buy through a Distributor and are not authorized to transact
directly with Google.
● Some benefits may be provided by Distributors, at Google Cloud’s and the Distributor’s
discretion.
Google Cloud Partner Advantage Program Guide December 2023 Google Confidential Information 2
As a Member, you can access the benefits outlined in the table below:
Member benefit Description
Internal use of Google Members who do not have a subscription for Google Workspace may obtain
Workspace (new coupons for 5 Enterprise Plus licenses Valid for 12 months (up to a $1,800 value) to
subscriptions) allow your organization to experience the power of Google Workspace. At the end
of the 12 months, Members will need to pay the full price of the Google Workspace
licenses they need if they wish to continue using Google Workspace.
On-demand technical Access on-demand technical training and labs, at no charge. Certain courses are
training and labs required to earn credentials.
Partner Advantage Access webinars to keep you up to date on the latest news and information.
Live
Partner Advantage Access the comprehensive set of tools and information via the Partner Advantage
portal portal.
Google Cloud VMware Non-production sandbox trial for test and demo purposes.
Engine Sandbox
Note: Some benefits may require completion of Due Diligence as a condition of access or eligibility.
Questions? Contact our Partner Support Desk

For Partner Advantage related questions, including how to access benefits, meet requirements, or
achieve certification and Authorizations:
● Open a case with the Partner Support Desk (g.co/cloud/psd-partner) via the Get Help page on
the Partner Advantage portal
● If you can’t access the Partner Advantage portal, open a case at g.co/cloud/psd-public.
Partner Affiliates
A company may request in writing that Google allow one or more Affiliates to join Partner Advantage
(with the consent of each relevant Affiliate). Google will then determine whether to allow a nominated
Affiliate to participate in Partner Advantage as an “Approved Affiliate” and to achieve Partner
Advantage requirements.
● A company must ensure that any Affiliate that it nominates consents to being contacted by
Google for approval and onboarding purposes. The company will use reasonable efforts to
provide any information requested by Google to allow Google to complete its due diligence
processes for such nominated Affiliates.
● An Approved Affiliate must sign a separate Program Agreement. A consent letter, which must
be signed by a company (i.e., the parent) and its Affiliate, will be used to confirm that the
Affiliate being onboarded meets the “Affiliate” definition.
● Once approved, an Approved Affiliate will receive the same status as the requesting company,
once the Approved Affiliate meets the same Authorization requirements.
● Approved Affiliates may not nominate other Affiliates to participate in Partner Advantage. All
Affiliate nominations must come from the company who originally joined Partner Advantage.
Partner Authorization
Authorizations are the cornerstone of Partner Advantage requirements. Companies will apply for an
Authorization for a specific product family in one or more of the three Engagement Models. An
Authorization ensures that companies are well equipped to sell, provide services, or build solutions
with Google Cloud, Google Workspace, and/or Chrome in defined regions. Earn Authorizations by:
● Meeting the minimum requirements by Engagement Model (Applying for an Authorization) and
● Executing additional Program Agreement(s) as may be required by Google
Once you have completed all the tasks required for a new Authorization, you can submit for review.
Authorizations comprise a chosen Engagement Model + region + product; however, the Build
Engagement Model is not region specific. View the examples below:
Sell Engagement Model Service Engagement Model Build Engagement Model
Example: Sell + DACH + Chrome Example: Service + Japan + Example: Build + Google
Google Cloud Workspace
Partner Level Changes

Organizations in Partner Advantage are evaluated annually on the calendar year against program
requirements. Releveling, including access to associated benefits, is effective in January of the
following year. If your level changes during the annual evaluation cycle, resources are available to
support this transition. If you meet the requirements to progress to the next level, you’ll be notified.
● Premier Level organizations that do not continue to meet requirements at annual evaluation for
Premier will be releveled to Partner Level. Organizations in the Sell Engagement Model that
have been releveled to Partner Level with existing business will be able to continue to support
their existing customers at their existing discount level, but any new customers will be added
at Partner Level with corresponding discount and other benefits.
● Partner Level organizations that do not meet requirements at annual evaluation for Partner
Level will be releveled to Member designation. Organizations in the Sell Engagement Model
that have been releveled to Member designation with existing business will be able to continue
to support existing customers but will not be able to add new customers to their console.
○ A releveled Member may establish a relationship with a Google Cloud Distributor to
receive benefits and support, and to transact with new customers. Distributors may
also assist in guiding Members to achieve Partner Level and beyond in Partner
Advantage. Only Member-designated benefits will be available at this time through
Google.
Note: Releveling down will only happen during the annual evaluation cycle, however upleveling can
happen throughout the year. Partner Advantage runs frequent reports to identify organizations that
have recently met requirements and are eligible for a promotion. If you’ve recently become eligible,
you will be notified of the change.
Product Family Alignment
Google Cloud’s products are divided into the following three categories, or “product families.”
Includes Google Cloud, Includes Google Workspace, Includes ChromeOS and

Google Maps Platform, AppSheet, Google Chrome for Education
Apigee, Chronicle, Looker Workspace for Education
Partner Initiatives
Initiatives are specialized partner experiences with a precise go-to-market effort and an enhanced
value proposition to customers that are extended by invitation only to partners that meet specific
requirements. Partners may be eligible for specialized benefits and generally have separate guidelines
over and above what may be found in this guide. Initiatives require that participants remain in Partner
Advantage, in good standing, at the Partner or Premier Level.
Approved Territories
Organizations in Partner Advantage should be familiar with the Approved Territory List to learn where
partners are able to engage with end customers on behalf of Google Cloud.
Customer Success
Customer Success Stories Partners can showcase business impact, knowledge, and
accomplishments with Customer Success Stories. Once a Customer Success Story has been reviewed
and approved (by Google Cloud and the customer), it can apply toward Premier Level, Expertise, and
Specialization. Customer Success Stories are valid for two years from the Google verification date. For
Specialization, a points system is used to track Customer Success Stories with these categories:
● Public: Google Cloud Customer Showcase: A customer story that is co-produced with Google
Cloud and featured on our website’s customer showcase page (for example, the story URL
must contain cloud.google.com or workspace.google.com) (8 points).
● Public: A customer approved PDF asset which is published on your Google Cloud Partner
Directory profile (4 points).
● Private: A private customer reference shared with Google Cloud only (2 points).
For Premier Level attainment, Google Cloud tracks the number of Customer Success Stories specific
to the Engagement Model and product family.
Solution Design Wins A Solution Design Win is a summary of a solution that represents a new
offering to the market that is driving measurable revenue from a new or existing customer. Solution
Design Wins must meet the following criteria for approval:
● Solution is confirmed to be a new offering to the market that is a repeatable, packaged
solution.
● Solution is attached to a current Google customer account.
● Solution has driven at least $25,000 in revenue.
Certifications and Credentials
Customers want partners who are well-versed in delivering and implementing our solutions. Program
requirements measure the total number of individuals, meaning full-time employees, with credentials
and certifications for Sell and Service to help you to create a broader bench of service-capable talent.
SELL SERVICE
2023 Credentials and Certifications
Partner Premier Partner Premier
Associate Cloud Engineer Certification 1
✓ - - -
Professional Cloud Architect Certification ✓ ✓ ✓ ✓
Professional Cloud Database Engineer Certification ✓ ✓ ✓ ✓
Professional Cloud Developer Certification ✓ ✓ ✓ ✓
Professional Cloud DevOps Engineer Certification ✓ ✓ ✓ ✓
Technical Professional Cloud Network Engineer Certification ✓ ✓ ✓ ✓
Professional Cloud Security Engineer Certification ✓ ✓ ✓ ✓
Professional Data Engineer Certification ✓ ✓ ✓ ✓
Professional Machine Learning Engineer Certification ✓ ✓ ✓ ✓
Google Cloud Certified Fellow: Hybrid Multicloud ✓ ✓ ✓ ✓
Maps Technical Fundamentals Credential 2
✓ ✓ ✓ ✓
Google Cloud Sales Credential ✓ ✓
Sales Cloud Digital Leader Certification ✓ ✓
Google Maps Sales Fundamentals Credential 2 ✓ ✓
Professional Google Workspace Administrator ✓ ✓ ✓ ✓

Certification
Technical Google Workspace Deployment Services
✓ - - -
Credential 1
Google for Education Deployment Credential 3 ✓ ✓ ✓ -
Google Workspace Sales Credential ✓ ✓

Sales 3
Google for Education Sales Credential ✓ ✓
Chrome Enterprise and SMB Deployment

✓ ✓ - -
Credential
Technical Professional ChromeOS Administrator
✓ ✓ ✓ ✓
Certification
Google for Education Deployment Credential 3 ✓ ✓ - -
Chrome Enterprise and SMB Sales Credential ✓ ✓
Sales 3
Google for Education Sales Credential ✓ ✓
1. This applies to Partner Level requirements only. This does not apply to Premier Level requirements.
2. Google Maps Platform Sell Authorization is by invitation only. Google Maps Technical Fundamentals Credential will count
toward Google Cloud Sell and Service Partner Level and Premier Level requirements for partners that have an active Google
Maps Platform Sell Authorization.
3. Authorization for Google Workspace for Education (EDU) is for Partner Level only. Certain Google for Education credentials
will count toward Google Workspace credential requirements.
2023 Credentials and Certifications SELL SERVICE
Partner Premier Partner Premier

Google for Education Deployment Credential ✓ - - -
Google
Workspace Google Workspace Deployment Services Credential
for ✓ - - -
Technical
Education 4 Certified Educator Level 1 - - ✓ -
Certified Educator Level 2 - - ✓ -
Sales Google for Education Sales Credential ✓ - - -
Google Technical Google Maps Platform Technical Credential ✓ - - -
Maps
Platform 5 Sales Google Maps Platform Sales Credential ✓ - - -
4. Partners with an active Google Workspace for Education (EDU) Authorization can achieve Premier Level by meeting the
Google Workspace Premier Level requirements.
5. Google Maps Platform Sell Authorization is by invitation only. Partners with an active Google Maps Platform Sell.
Authorization can achieve Premier Level by meeting the Google Cloud Premier Level requirements.
● View the Engagement Models for how certified individuals will contribute to Premier status.
● View credentials and certifications for credentials, certifications, training, and resource details.
Note: A credentialed or certified individual may count towards requirements for more than one
Engagement Model if they hold a credential or certification that meets the requirements for the same
product family. For details, visit the Partner Advantage portal.
Tracking Your Progress

Partner Admins and Partner Executives may visit the Partner Performance Dashboard (PPD) to view
their organization’s achievements against requirements by Engagement Model, Level, and product
family. They can download a progress report (CSV file) to track progress toward meeting Partner or
Premier Level requirements. If a partner is unable to see Affiliate consumption or bookings, it may be
because they or the Affiliate have not given Google Cloud consent to share that information.
Consumption or bookings that are sold through Distribution may not appear in the PPD but may be
considered toward achievement of a specific level.
Leaving Partner Advantage

Both Google and the organization that has signed the Partner Program Agreement (PPA) can
terminate participation in Partner Advantage, with or without cause, by giving 30 days’ written notice
to the other party.
Google has discretion to terminate the PPA upon immediate written notice if a partner does not
satisfy contractual requirements, violates Terms of Service or billing policies, is in breach of the
Partner Standards of Conduct, or if the organization does not address specific concerns to Google’s
satisfaction within a reasonable timeframe after receiving a written warning.
Available Technical Support
There are a variety of technical support options for organizations in Partner Advantage.
Product Partner Premier
-SELL- -SELL-
May purchase Standard, Enhanced or May purchase Standard, Enhanced or
Premium Support for their own use. Premium Support for their own use.
Delivering support services to resold

customers may be eligible to subscribe to
Partner-led Premium Support.
-BUILD- -BUILD-
May purchase Standard, Enhanced or May purchase Standard, Enhanced or
Premium Support for their own use. Premium Support for their own use.
May be eligible to enroll in Tech Partner May be eligible to enroll in Tech Partner
Premium Support. Premium Support.
-SELL- -SELL-
Standard Support SLOs as defined in Standard Support SLOs1 as defined in
Section 4.4 (Support Hours and Target Initial Section 4.4 (Support Hours and Target Initial
Response Times) of the Google Workspace Response Times) of the Google Workspace
TSSG. TSSG.
Business SKUs receive Standard Support Business SKUs receive Standard Support
SLOs and Enterprise SKUs receive SLOs and Enterprise SKUs receive Enhanced
Enhanced Support SLOs. Support SLOs.
-SELL- -SELL-
Standard Support Response Times as Standard Support Response Times as
defined in the Google Maps Platform TSSG. defined in the Google Maps Platform TSSG.
Participants also have access to the phone Participants also have access to the phone
support hotline (number and PIN available in support hotline (number and PIN available in
the Google Cloud Console). the Google Cloud Console).
1. SLO Service Level Objective
Build and Sell Engagement Model partners activated prior to June 1, 2022 may have an existing
Metallic Support entitlement. This Metallic support is intended for partner internal-use only and not for
customer support cases. New Metallic Support entitlements will no longer be provisioned for partners.
Additional information on SLOs is defined in the Silver, Gold, Platinum Support section of the Google
Cloud TSSG. Metallic Support access will end of life on December 31, 2023. All partners on Metallic
Support will need to transition to an existing support offer listed above.
Partner Program Support

the Partner Advantage portal.
VALUE TO PARTNERS
Why Google Cloud?

With Google Cloud Partner Advantage, you can deliver the transformational power of Google Cloud,
discover resources to help your business thrive, have the flexibility to choose your own path, and earn
rewards for achieving the highest quality customer outcomes. Partner Advantage offers you:
● Innovation: Accelerate your customers’ digital transformation through best-in-class data
analytics, application and infrastructure modernization, workplace collaboration, and security,
the power of Generative AI and our AI-optimized infrastructure.
● Agility: Tailor your innovation path based on how you go to market: Sell, Service, Build.
Customize your path through designated journeys to brand your success and credentials in the
market.
● Growth: Grow your business through the innovation and support of Google Cloud—with tools
designed to raise the bar on customer excellence. Enjoy benefits and financial incentives that
drive profitability in an ever-changing landscape.
Source: Internal Google Cloud Data, 2022
Help your customers solve their biggest challenges with Google Cloud’s unique offerings including:
● Trust: Our global partner ecosystem has been specially trained and certified to deliver cloud
solutions that address industry-specific needs. Customers may find partner-built solutions that
are ready to use in our Cloud Marketplace, or work with our ISVs and SIs to create custom
solutions.
● Speed and quality: Your customers may expedite time to value with partner-led and delivered
services and leverage end-to-end solutions through seamless integration of partner technology
on Google Cloud and realize the value of data, analytics, and AI/ML in a secure environment.
Differentiation
Google Cloud partners can stand out in the market and bring more value to their customers by
following the Partner Advantage Differentiation journey. These partners have a progression of
validated certifications and credentials required for Authorization, have achieved repeatable customer
success, and have earned Partner Expertise and Specialization.
Expertise
Once you have obtained an Authorization, it’s recommended that you invest in achieving one or more
Partner Expertise designations. Partner Expertise is the first available company-level designation and
it allows you to indicate where you have demonstrated customer success by product, solution, and/or
industry based on a defined set of requirements by Expertise area. Expertise is earned and
designated on a country-level basis and is tied to the location of the work. You may achieve the same
Expertise designation in multiple countries by submitting a separate application for each. Customers
can search by Expertise area and find a matching partner on the external Partner Directory. Expertise
designations are valid for two years from the date of achievement and allow you to showcase your
skills early while you work to achieve a Specialization, Expertise is awarded based on this criteria:
● Two Google Cloud certifications/credentials earned for Sell and Service partners.
● One Customer Success Story (publicly referenceable stories are preferred).
Specialization
Specialization is Partner Advantage’s highest technical designation that you can achieve; it recognizes
partners with an established Google Cloud practice, demonstrated repeatable customer success, and
that technical capabilities have been vetted by Google and a third-party assessor. A Specialization is
valid for three years from notice of achievement, as long as you demonstrate successful ongoing
engagement within the Specialization area. After three years, you must meet the current requirements
for a Specialization to be renewed. You may achieve the global designation for a given Specialization
once you earn three regional designations in the same Specialization area. To achieve Specialization,
you must meet the following requirements in the region in which you are applying:
● Active Google Cloud certifications as indicated in each Specialization checklist.
● Required 10 points for Customer Success Stories.
● Successfully pass the capability assessment (technical requirements vary by Specialization).
If you meet the Specialization requirements you may be approved to receive Deal Acceleration Funds
(DAF) or Partner Services Funds (PSF) and may have access to additional benefits as detailed on the
Incentives Overview page. View the Partner Funding FAQ for a list of all eligibility requirements.
Net Promoter Score (NPS)
Net Promoter Score (NPS) measures customer satisfaction with partner engagements and offers an
objective perspective on how the market perceives our joint business. Encouraging customers to
participate in the survey helps us address feedback for the future and acts as a differentiator. The
newly launched NPS survey in October 2023 is aligned only to PSF engagements and a unique survey
link is sent to the customer contact provided by the partner in the PSF Claim form and to the
customer contact on the PSF Fund Request.
Delivery Readiness Index (DRI)

The Delivery Readiness Index is a platform to showcase and increase your Google Cloud skills and
delivery readiness. Based on your unique DRI profile inputs, the DRI will provide you with customized
Google Cloud learning and development recommendations such as technical certification, technical
training, use case learning, and challenge labs. Key things to consider:
● Your organization and certified team member enrollment for a specific Specialization solution
area is required.
● DRI showcases practitioner readiness to deploy Google Cloud solutions by assessing Google
Cloud proficiency (certifications, solutions training, industry expertise, delivery skills, and
customer project experience).
● Register your certified individuals via the Delivery Readiness Index. You may view the DRI User
Guide to help expedite your enrollment.
Benefits and Incentives

Benefits
You will earn benefits commensurate with your Engagement Model and Level through participation in
Partner Advantage. Benefits address your business holistically, with specific elements intended to
bring more to your business, technical, marketing, and sales functions. Throughout the year, new
benefits, such as tools and resources, may be offered to you. Benefits may vary, subject to eligibility
and availability and Google Cloud reserves the right to provide varying benefits to similarly eligible
companies where Google Cloud deems it appropriate in the interests of Partner Advantage, Google
Cloud customers, and/or Google Cloud products.
Branding
An organization that achieves Premier Level will receive a badge that can be used on external
materials (e.g., press releases, blogs, website, emails) in accordance with brand guidelines. This badge
serves as an external signal to customers and showcases their talents, experience, and customer
success to the market through individual certifications, Expertise, and Specializations. If partners
allow their certifications, credentials, and designations such as Expertise, Specialization, Google Cloud
Ready, and Solution Validation to expire resulting in a Level change, brand resources and badges
associated with these achievements can no longer be used. A 30-day grace period is granted for the
removal of these external brand recognition resources. Partner Advantage may conduct audits to
monitor appropriate use. If, after the grace period, the logo continues to be in use, Partner Advantage
may issue a written warning that outlines remediation requirements.
Discounts and Incentives

Organizations in the Sell Engagement Model with a direct partnership with Google are offered
programmatic discounts based on Level and product family. Partner and Premier Level organizations
in all Engagement Models have the opportunity to earn other incentives, subject to compliance with
the applicable terms as detailed on the Incentives Overview page. View the Partner Funding FAQ for
all eligibility requirements. Organizations buying through the Distribution channel are offered
discounts through their Distributor.
ENGAGEMENT MODELS AND REQUIREMENTS
Engagement Models
Engagement Models are based on product-specific tracks and different levels of partner
participation; you may choose to participate in one or more Engagement Models.
● Sell - Companies in the “Sell Engagement Model” generate revenue by selling Google Cloud,
Google Workspace, or Chrome products. Selling activities may include ongoing account
management and renewals associated with a company’s customers.
● Service - Companies in the “Service Engagement Model” provide services to customers such
as consulting, training, implementation, and technical support related to Google Cloud, Google
Workspace, or Chrome products.
● Build - Companies in the “Build Engagement Model” provide their own solutions that
complement, enhance, or extend the reach or functionality of Google Cloud and/or Google
Workspace products.
Requirements Overview
Companies that participate in Partner Advantage must meet certain requirements commensurate
with the chosen Engagement Model(s), product family, and level. Requirements must be met annually
and are based on the calendar year; requirements are structured to ensure you are well equipped to
meet customer needs and address business, technical, marketing, and sales commitments.
Requirements fall into these categories: General Business Alignment, Technical Capabilities, Revenue
Attainment, and Customer Success; you may meet the requirements of Engagement Model(s),
product family, and level via Affiliates participating in Partner Advantage. View the legal terms.
Annual Business Plan You should plan to submit an Annual Business Plan, ideally in the first half of
each calendar year. Premier Level organizations working to develop a Joint Business Plan (JBP) with
their Google Cloud Partner Manager can substitute the JBP in place of the standard Annual Business
Plan, provided the JBP is current.
General Business Alignment

As a first step, all companies must sign the PPA and provide essential enrollment information such as
corporate email contact information and corporate web domains. Partner Advantage Program
Agreements and Consent Letters are non-negotiable.Organizations that plan to transact or engage
with customers in any capacity will be required to fulfill the following requirements to progress to
Partner Level.
Current Contact Information Contact information in your profile must be current for at least the
following contacts: Administrator, Executive, Marketing, Sales, Technical, and Alliances. Administrators
(Partner Admins) are expected to manage the company’s information in the Partner Advantage portal
and review the guide and program information regularly. Administrators will also receive important
communications on behalf of Google Cloud which should be shared with relevant stakeholders within
your organization.
Due Diligence and Credit Check: Any organization that plans to transact in any manner with Google
Cloud will be required to pass a Due Diligence check as well as a credit check.
Technical Capabilities
Certifications/Credentials for Sell and Service Engagement Models Credentials and certifications
validate your organization's ability to transform businesses with Google Cloud solutions. To help you
build the sales and services capacity and know-how that customers need, you must meet a minimum
threshold for the number of certified individuals within certain product areas. The Credentials and
Certification Overview outlines Sell and Service technical and sales certifications and credentials
needed to meet Partner and Premier Level requirements.
Solution Qualification for the Build Engagement Model The path to a Build Authorization is initiated
through completion of a solution qualification assessment, formerly known as product integration.
Solution qualification is a lightweight assessment of a partner’s own solution and is designed to simply
confirm that the solution drives Google Cloud usage and is viable in the broader market.
● This is a requirement for all solutions prior to engaging in any co-marketing, co-selling, or other
Google-supported activities.
● View Build Engagement on the Partner Advantage portal.
Revenue Attainment
Qualified Consumption or Qualified Bookings Partner Advantage measures qualified consumption
for Google Cloud and qualified bookings for Google Workspace and Chrome.
Qualified consumption and qualified bookings are requirements for Premier status and are now
measured by individual product families (i.e., Google Cloud/Google Maps Platform, Google
Workspace/Chrome), not aggregated across all product families.
For details on how qualified consumption and qualified bookings will contribute to Premier status refer
to the Sell Engagement Model and the Service Engagement Model requirements.
Customer Success
Customer Success and Solution Design Wins You can showcase business impact, knowledge, and
accomplishments with Customer Success Stories for all partners, and Solution Design Wins for Build
partners. Visit the Partner Advantage portal to view the requirements.
Specialization
Premier Level requirements for Google Cloud and Google Workspace in the Service Engagement
Model require Specializations. Learn more about how to differentiate your business with
Specializations.
Sell Engagement Model
The “Sell” Engagement Model is designed for complementary organizations that generate revenue by
selling Google Cloud, Google Workspace, or Chrome products. Selling activities may include ongoing
account management and renewals associated with a company’s customers. View comprehensive
documentation and resources on the Partner Advantage portal’s Sell Engagement page.
Sell Partner Requirements (Authorizations)

As a Sell company, you can meet Authorizations requirements by:
● Meeting the minimum Sell Engagement Model requirements; and
● Executing additional Program Agreement(s) as may be required by Google.
Authorizations comprise a chosen Engagement Model (Sell) + region + product family, to understand
Authorization requirements, view the example below:
● Example: Sell + DACH + Chrome
Once you complete all the tasks required for a new Authorization, you can submit for review. For
assistance on how to add a new Authorization or region, refer to the Applying for an Authorization
Quick Resource Guide.
A company seeking to resell Google Cloud products through an authorized Distributor must be
accepted into Partner Advantage before it can select a Distributor and become eligible to resell. Once
the company achieves Partner or Premier Level, they will be eligible to receive Partner Level or
Premier Partner Level benefits through both Partner Advantage and their named Distributor.
Security Requirement All companies authorized to resell Google Cloud and Google Workspace
must enable the following technical controls for their Google Admin consoles:
● Enable 2-Step Verification (2S) for all users with Admin access (at minimum). Learn how.
● Set Less Secure Apps to “off.” Learn how.

Google Cloud Partner Advantage Program Guide December 2023 Google Confidential 14
Sell Engagement Model Requirements
SELL
Engagement Model Includes Google Maps Includes AppSheet and Includes ChromeOS and
Platform, Apigee, Chronicle, Google Workspace for Education Chrome for Education
Looker
Annual Business Plan (recommended)

Alignment
Up-to-date Business Profile
2 individuals with Google 2 individuals with Google 2 individuals with Chrome

Cloud product family Workspace product family technical
technical certifications/ technical certifications/ certifications/credentials
Partner
credentials per region credentials per region per region
Capability
Cloud product family sales Workspace product family sales sales credentials per region
certifications/credentials credentials per region
per region
Annual Business Plan or Joint Business Plan (recommended)

Alignment

Cloud product family Workspace product family technical
professional certifications professional certifications or certifications/credentials
or qualifying credentials qualifying credentials (across (across regions)
Capability (across regions) regions)

Cloud product family sales Workspace product family sales sales credentials (across
certifications/credentials credentials (across regions) regions)
(across regions)
Premier 1 Bookings/ Qualified consumption for Qualified bookings for Google Qualified bookings for
Consumption Google Cloud product Workspace product family Chrome product family
family (influenced & (influenced & resold): $500K (resold only): $500K
resold): $1M (Developed (Developed Markets) or $250K (Developed Markets) or
Markets) or $500K (Growth Markets) $250K (Growth Markets)
(Growth Markets)
Customer 5 Google Cloud product 3 Google Workspace product 3 Chrome Customer

Success 2 family Customer Success family Customer Success Success Stories specific to
Stories specific to the Sell Stories specific to the Sell the Sell Engagement Model
Engagement Model Engagement Model
3 new Google Cloud 3 new Google Workspace 12 new Chrome customer

customer acquisitions customer acquisitions (each acquisitions (each year)
(each year) year)
1. Strategic Online Scaled Partners ( OSPs) may meet Premier Level requirements with the following items: an Annual or Joint Business Plan,
reseller API solution integration, 50+ paid customers, and $500K in Google Workspace qualified bookings for Developed Markets or $250K in
Google Workspace qualified billings for Growth Markets. Online Scaled Partners (OSPs) may meet the Partner Level capability requirements
with reseller API integration.
2. These requirements will be measured starting in the January 2024 evaluation period.
Sell Engagement Model Benefits
Business Technical Marketing Sales
Partner
● Partner Support Desk ● On-demand technical ● Marketing training and ● Partner program
● Partner Advantage Live training assets discount
webinars ● Access to Google Cloud ● Co-branding with ● Deal Registration
● Partner Advantage Skills Boost Google Cloud logos ● Access to Sales
portal ● Internal use of Google ● Turnkey campaign kits promotions
● Branding and logos Workspace in Partner Marketing ● Access to Performance
● Sandbox Toolkit Studio Incentives
● Partner Directory listing
● Instructor-led technical ● Customer Success
● Participation in
training Story template
invite-only Partner
Advantage events ● Google Cloud VMware ● Consideration for
Engine Sandbox access to select
● Named Partner Advisor
Partner Marketing
● Technical support
Funds
priority
● Use of Google
trademarks in Google
Ads
● Google Cloud free
trial credit for
prospects
● Press release
template access
Premier - All Partner Level benefits plus access to:
● Preferred listing in ● Non-public product ● Priority consideration ● Increased partner

Partner Directory roadmap for Partner Marketing program discount
● Named Partner Advisor Funds (Google Cloud and
with proactive outreach ● Priority consideration Google Maps Platform)
● Priority access to for co-branded
meeting space at Customer Success
Story development
Google Cloud Next
event (conditions ● External use Premier
Level Badge
permitting)
● Dedicated webcasts ● Eligible for quote to
support press
and webinars
releases
Sell Engagement Model Discounts
Products and discounts Partner Premier
Google Cloud
All Standard Orders and Minor Internal Use Orders; the following are excluded: other
Internal Orders of Google Cloud, Transferred Customer Orders (Google Cloud), and 5% 12%
Third-Party Product Orders
All non-standard Google Orders; deals ineligible for Deal Registration rebate (some
Up to 5% Up to 5%
exclusions may apply); view the Incentives Overview
Standard, Enhanced, and Premium Technical Support 5% 5%
Google Maps Platform
All Standard Orders and Internal Orders of Google Maps Platform 5% 12%
All Google Maps Platform Support Orders 5% 5%
Google Workspace
All Standard Orders and Internal Orders of Google Workspace (including Google 20% 20%
Workspace for Education)
Google Workspace Renewal Orders 20% 20%
Chrome
All orders placed through Channel Services (Partner Sales Console or Channel 25% 25%
Services APIs) for these SKUs: Chrome Enterprise Upgrade (Annual), Kiosk & Signage
Upgrade (Annual)
All orders for these SKUs: Chrome Education Upgrade (Perpetual) and Chrome 20% 20%
Non-Profit Upgrade (Perpetual)
● Partner program discounts described in the discount schedule apply only to partner orders
placed directly with Google. Initiatives may have separate partner program discounts.
● For non-standard Google Cloud orders, the partner program discount will be applied at
Google’s discretion, with a 5% cap.
○ In Japan, the above changes to the partner program discount on non-standard deals
will take effect on April 1, 2024.
○ These changes do not apply to orders for Google Workspace, Chrome, and Google
Maps Platform products.
● Some partners may have different negotiated discounts based on prior negotiated contracts.
● Internal Orders of Google Cloud (other than Minor Internal Use Orders) and third-party
product orders are not eligible for Partner Level or Premier Level discounts.
● Internal Professional Services Orders are not eligible for partner program discounts.
● Google may require a company to set up multiple Cloud Billing accounts and subaccounts to
receive partner program discounts for Transferred Customer Orders (Google Cloud).
● Resellers are authorized to sell Google Cloud Marketplace products under these terms. Your
customers may be able to make self-serve purchases of eligible Google Cloud Marketplace
products billed through you.
Transferred Customer Order Discounts
A Transferred Customer Order discount may apply when sellers change, depending upon the end
customers’ principal place of business or location where the customer conducts deal negotiations.
Product or solution Transferred customer located in or Transferred customer located in

customer negotiated from EMEA, or customer negotiated from
Japan, South Korea, or deal is NorthAm, LATAM, or APAC1
Public Sector
Google Cloud 5%
Standard partner program discount 10%
Google Workspace
Resell-eligible First-Party Solutions Tied to associated product family
1. Excluding Japan and South Korea, subject to applicable local requirements.
● Google may require a company to set up multiple Cloud Billing accounts and subaccounts to
receive partner program discounts for Transferred Customer Orders (Google Cloud).
● For Transferred Customer deals originating in EMEA, Japan, or South Korea, or if it is for
Public Sector, the Transferred Customer Order discount will not be applied.
● Transfer Customer accounts may be eligible for post-close rebates and incentives based on
the eligibility criteria of those offerings.
● Application of regional guidelines follows the end or resold customers’ principal place of
business or location where the end or resold customer conducts or chooses to conduct
deal negotiations.
Service Engagement Model
The “Service” Engagement Model is for complementary organizations that provide consulting and
integration services, transform and manage customer applications and workloads, and provide
Google Cloud–authorized training. View comprehensive documentation and resources on the Partner
Advantage portal’s Service Engagement page.
As a Service company, you can meet Authorizations requirements by:

● Meeting the minimum Service Engagement Model requirements; and
Authorizations comprise a chosen Engagement Model (Service ) + region + product family; view the
example below:
● Service + Japan + Google Cloud

Service Engagement Model Requirements
SERVICE
Engagement Includes ChromeOS and
Includes Google Maps Includes AppSheet and
Model Platform, Apigee, Google Workspace for Chrome for Education
Chronicle, Looker Education

Alignment
2 individuals with 2 individuals with Chrome

Partner 2 individuals with Google
Google Cloud product product family professional
Workspace product family
Capability family professional certifications per region
professional certifications or
certifications or
qualifying credentials per
qualifying credentials
region
per region

Alignment
6 individuals with 6 individuals with Google 4 individuals with Chrome

Google Cloud product Workspace product family product family professional
family professional professional certifications certifications (across
certifications or (across regions) regions)
qualifying credentials
Capability
(across regions)
2 Google Cloud 1 Google Workspace

Specializations Specialization
Premier
Bookings/ Qualified consumption Qualified bookings for Qualified bookings for
Consumption for Google Cloud Google Workspace product Chrome product family
product family family (influenced & resold): (influenced & resold only):
(influenced & resold): $500K (Developed Markets) $500K (Developed
$1M (Developed or $250K (Growth Markets) Markets) or $250K (Growth
Markets) or $500K Markets)
(Growth Markets)
Customer 5 Google Cloud product 3 Google Workspace 3 Chrome product family

Success 1 family Customer product family Customer Customer Success Stories
Success Stories specific Success Stories specific to specific to the Service
to the Service the Service Engagement Engagement Model
Engagement Model Model
Service Engagement Model Benefits
Partner
● Partner Support Desk ● On-demand technical ● Marketing training and ● Access to Partner
● Partner Advantage Live training assets Services Funds 1
webinars ● Access to Google Cloud ● Co-branding with ● Access to Deal
● Partner Advantage Skills Boost Google Cloud logos Acceleration Funds 1
portal ● Partner internal use of ● Turnkey campaign kits ● Access to Deal Referral 1
● Branding and logos Google Workspace in Partner Marketing ● Access to additional
Studio incentive programs 1
● Partner Directory listing ● Sandbox Toolkit
● Google Cloud support ● Customer Success
● Participation in
credits Story template
invite-only Partner
Advantage events ● Instructor-led technical ● Consideration for
training access to select Partner
● Named Partner Advisor
Marketing Funds
● Google Cloud VMware
Engine Sandbox ● Use of Google
trademarks in Google
Ads
● Google Cloud free trial
credit for prospects
● Press release template
access
Premier Partner - All Partner benefits plus access to:

● Preferred listing in ● Non-public product ● Priority consideration ● All Partner Level benefits
Partner Directory roadmap for Partner Marketing
● Named Partner Advisor Funds
with proactive outreach ● Priority consideration
● Priority access to for complimentary
meeting space at co-branded Customer
Google Cloud Next Success Story
event (conditions development
permitting) ● External use Premier
● Dedicated webcasts Level Badge
and webinars ● Eligible for quote to
support press releases
1. Companies that meet the Partner Specialization requirements may be approved to receive Deal Acceleration Funds (DAF)
or Partner Services Funds (PSF) and may have access to additional benefits as detailed on the Incentives Overview page.
Please refer to the Partner Funding FAQ for a list of all eligibility requirements.
Build Engagement Model
The “Build” Engagement Model is designed for complementary organizations that use Google Cloud
to complement, enhance, or extend the functionality of their solution portfolios to better serve
customer needs. Independent Software Vendors (ISVs), OEMs, Data Providers and Technology
organizations play an important role in the Google Cloud partner ecosystem. Building or integrating
solutions on a given platform provides customers with choice and more solutions in the market.
Google Cloud has a large portfolio of products, primarily divided into three main categories: Google
Cloud (formerly Google Cloud Platform, or GCP), Google Workspace, or Chrome products. Chrome is
not currently available for Build partners. You can integrate with these products by making your
solutions available to customers through Google Cloud. You may choose to build solutions with
specific published APIs, libraries, and development tools to extend and enhance various Google Cloud
and Google Workspace products. View comprehensive documentation and resources on the Partner
Advantage portal’s Build Engagement page.
As a Build company, you can meet Authorizations requirements by:

● Meeting the minimum Build Engagement Model requirements; and
Build Authorizations comprise a chosen Engagement Model (Build ) + product family; view the
example below:
● Build + Google Workspace

Build Engagement Model Requirements
BUILD
Engagement Includes
Includes Google Maps Platform, Includes AppSheet and
Model Apigee, Chronicle, Looker Google Workspace for Education ChromeOS and
Chrome for
Education

Alignment
Partner 1 Google Cloud product family 1 Google Workspace product

solution qualification OR family solution qualification
Capability
1 Google Cloud Ready
designation

Alignment
1 Google Cloud Solution 2 Google Workspace product Chrome is not
Validation OR family solution qualifications available under
2 Google Cloud Ready the Build
Capability
designations OR Engagement
3 Google Cloud product family Model
solution qualifications
Premier Bookings/ Qualified consumption for Qualified bookings for Google

Consumption Google Cloud product family Workspace product family
(sell-through): $1M (Developed (sell-through): $500K (Developed
Markets) or $500K (Growth Markets) or $250K (Growth
Markets) Markets)
Customer Any combination of 3 Google 1 Google Workspace product

Success 1 Cloud product family Solution family Solution Design Win OR 1
Design Wins and/or Customer Customer Success Story specific
Success Stories specific to Build to Build Engagement Model
Engagement Model
For organizations pursuing the Build Engagement Model, Google is introducing two solution-level
designations: Google Cloud Ready and Solution Validation.
Google Cloud Ready is a designation awarded to solutions that have successfully met integration
requirements for a specific Google Cloud offering through a technical assessment against published
integration requirements. This achievement will include a visual designation and search differentiation
within Partner Directory. Google Cloud Ready designations are valid for two years from the date of
achievement. There are four Google Cloud Ready designations: BigQuery, Sustainability, Sovereign
Solutions, and AlloyDB for PostgreSQL with more coming throughout the year. Submit requests via:
● The Partner Advantage portal or
● A Google employee nomination of a partner’s solution(s).
If you have multiple solutions, this designation will only apply to solutions that have met the
assessment criteria. There is no limit to the number of solutions you can submit for a Google Cloud
Ready designation. View the Google Cloud Ready overview.
Solution Validation is a designation that is awarded to third-party solutions (developed by Google
Cloud ISVs) that have passed a technical/business assessment against industry best practices
conducted by an expert third party. Solution Validation designations are valid for two years from the
date of achievement.
● This achievement includes a visual designation of “Validated Solution” and search
differentiation within the Partner Directory. If you have multiple solutions, this designation will
only apply to solutions that have met the assessment criteria.
● There is no limit to the number of solutions you can submit for Solution Validation however
each assessment will require a fee. Solutions must have completed the solution qualification
assessment to be considered.
Build Engagement Model Benefits

Partner
● Partner Support Desk ● On-demand technical ● Marketing training and ● Access to Deal
● Partner Advantage Live training assets Referral
webinars ● Access to Google ● Co-branding with Google ● Access to additional
● Access to Partner Cloud Skills Boost Cloud logos incentive programs
Advantage portal ● Partner internal use of ● Turnkey campaign kits in
● Branding and logos Google Workspace Partner Marketing Studio
● Partner Directory listing ● Sandbox Toolkit ● Customer Success Story
● Google Cloud support template
● Consideration for a
Google Cloud credits ● Solution Design Win
Marketplace listing ● Access to Customer template
● Participation in Reliability Engineering ● Consideration for access
invite-only Partner resources to select Partner
Advantage events ● Instructor-led technical Marketing Funds
● Partner Advisor training ● Use of Google trademarks
● Google Cloud VMware in Google Ads
Engine Sandbox ● Google Cloud free trial
credit for prospects
● Press release template
access
● Partner Marketing Hub
Premier Partner - All Partner benefits plus access to:

● Named Partner Advisor ● Non-public product ● Priority consideration for ● Eligible to apply for
with proactive outreach roadmap Partner Marketing Funds co-sell
● Priority access to ● Priority consideration for
meeting room space at complimentary
Google Cloud Next co-branded Customer
(conditions permitting) Success Story
● Dedicated webcasts development
and webinars ● Premier Level Badge
● Eligible for quote to
support press releases
AT A GLANCE
Summary of Benefits
✽ Partners transacting through a Distribution may access benefits through the Distributor.
Business benefits Description Partner Premier
Branding and -SELL- -SERVICE- -BUILD-

Logos Access to branding and logos to use in partner marketing materials ✓ ✓
and websites
Partner Directory -SELL- -SERVICE- -BUILD- ✓ ✓

listing Public-facing website for potential or existing customers to search
for any partner participating in Google Cloud Partner Advantage
Google Cloud -BUILD- ✓ ✓

Marketplace listing Sell your solutions on Google Cloud Marketplace
Invitation to annual -SELL- -SERVICE- -BUILD- ✓ ✓

partner events Invites and exclusive offers to attend Google Cloud partner events
(conditions apply)
Partner Support -SELL- -SERVICE- -BUILD- ✓ ✓

Desk Open a case with the Partner Support Desk
(g.co/cloud/psd-partner) via the Get Help page on the Partner
Advantage portal
Partner Advisor✽ -SELL- -SERVICE- -BUILD- ✓ ✓

The business point of contact for a participant at Partner and
Premier Levels
Partner Advantage -SELL- -SERVICE- -BUILD- ✓ ✓

Live webinars Online events on the latest news and information
Partner Advantage -SELL- -SERVICE- -BUILD- ✓ ✓

portal Access to a comprehensive set of tools and information via the
Partner Advantage portal
Priority access to -SELL- -SERVICE- -BUILD- ✓

meeting space at Priority access to available meeting space at Google Cloud Next
Next (conditions permitting)
Dedicated Premier -SELL- -SERVICE- -BUILD- ✓

Level quarterly Webcasts on a variety of topics
webcasts
Technical benefits Description Partner Premier
Access to Google -SELL- -SERVICE- -BUILD- ✓ ✓

Cloud Skills Boost Free access to self-paced lab environment to practice using
Google Cloud services outside of a live production environment
Sandbox Toolkit -SELL- -SERVICE- -BUILD- ✓ ✓

Specialized in a particular product group, free use in development
and testing environments for customer demonstrations, and
customer Proof of Concept (POC)
On-demand -SELL- -SERVICE- -BUILD- ✓ ✓

technical On-demand technical training at no charge; certain courses are
training1 required to earn credentials
Instructor-led -SELL- -SERVICE- -BUILD- ✓ ✓

technical training Access to instructor-led trainings
Non-public (NDA) -SELL- -SERVICE- -BUILD- ✓ ✓

product roadmap Premier Level can preview the non-public Google Workspace
product roadmaps
Partner and Premier Level can preview the non-public NDA Google
Cloud product roadmap
Discounted -SELL- -SERVICE- -BUILD- ✓ ✓

internal use of All new partners can obtain coupons for a set amount (depending
Google on Level) of new Google Workspace Enterprise Plus subscriptions
Workspace for internal use at no charge
Existing Google Workspace subscriptions can obtain Enterprise
Plus licenses at a discounted rate for internal use
Technical support -SELL- ✓ ✓

priority Partners are entitled to Level-specific support offerings for internal
use
Google Cloud -SELL- -SERVICE- -BUILD- ✓ ✓

VMware Engine Non-production Sandbox trial for test and demo purposes
Sandbox
1. Complete the training request form to access on-demand technical training and self-paced labs.
Marketing benefits Description Partner Premier
Marketing training -SELL- -SERVICE- -BUILD- ✓ ✓

and assets ✽ Access Marketing training and a wide variety of Google Cloud
co-marketing resources
Co-branding with -SELL- -SERVICE- -BUILD- ✓ ✓

Google Cloud Google Cloud partner badges/logos to communicate partnership to
logos customers
Access to Partner -SELL- -SERVICE- -BUILD- ✓ ✓

Marketing Studio Customizable, turnkey campaigns with Partner Marketing Studio
Access to the Build -BUILD- ✓ ✓

Partner Marketing Access scalable, programmatic partner marketing benefits to
Hub support demand and conversion
Co-branded -SELL- -SERVICE- -BUILD- ✓

Customer Success Consideration for co-branded Customer Success Stories promoted
Story nomination by Google Cloud
Access to -SELL- -SERVICE- -BUILD- ✓ ✓

Customer Success Create a ready-to-share Customer Success Story PDF
Story template
Access to the BUILD ✓ ✓

Solution Design Create a ready-to-share Solution Design Win PDF
Win template
Access to Partner -SELL- -SERVICE- -BUILD- ✓ ✓

Marketing Funds ✽ Partners may be eligible for Partner Marketing Funds
Use Google -SELL- -SERVICE- -BUILD- ✓ ✓

trademarks Permission to run Google Ads using Google trademarks upon
in Google Ads request
Google Cloud free -SERVICE- -BUILD- ✓ ✓

trial credit for $200 of additional Google Cloud credit for prospects on top of
prospects $300 free trial credit
Google -SELL- -SERVICE- -BUILD- ✓ ✓

press release Publish press releases when you have news related to Google Cloud
support ✽ (Google PR must review and approve all partner press releases)
Premier Level -SELL- -SERVICE- -BUILD- ✓

Badge Premier Level badge for use in external marketing and
communications
Google Cloud free -SELL- ✓ ✓

trial credit (billing Offer a $500 free trial to prospective customers via Google Cloud
partner) console
Sales benefits Description Partner Premier
Partner Program -SELL- ✓ ✓

Discount ✽ Orders for Google Cloud products placed directly with Google are
eligible for a purchase discount
Deal Registration -SELL- ✓ ✓

✽ Deal Registration offers rebates for sourcing and closing deals
Deal Referral -SELL- -SERVICE- -BUILD- ✓ ✓

Deal Referral offers rebates to non-reselling partners for sourcing
and helping close Google Cloud deals
Deal Acceleration -SERVICE- ✓ ✓

Funds Partners may be eligible to receive funding for partner-delivered
services to increase customer awareness and demonstrate Google
Cloud technology. View the Partner Funding FAQ for eligibility
requirements.
Partner Services -SERVICE- ✓ ✓

Funds Partners may be eligible to receive funding for partner-delivered
services to accelerate Google Cloud deployments. View the
Partner Funding FAQ for eligibility requirements.
Eligible to apply -BUILD- ✓

for co-sell Eligible to apply for co-sell in Cloud Marketplace and ISV Solutions
Connect

Summary of Requirements
-SELL- -SERVICE- -BUILD-
Partner ● 2 individuals with tech certs/creds 2 ● 2 individuals w/ professional ● 1 Google Cloud solution
● 2 individuals with sales certs/creds 2 certs/qualifying creds 2 qualification OR 1 Google Cloud
● Annual Business Plan* ● Annual Business Plan* Ready designation
Includes ● Annual Business Plan*
Google
Maps
Platform, Premier ● 6 individuals w/ professional ● 6 individuals w/ professional ● 1 Google Cloud Solution
Apigee, certs/qualifying credentials 1 certs/qualifying credentials 1 Validation OR 2 Google Cloud
Chronicle, ● 4 individuals with sales ● 2 Google Cloud Specializations Ready designations OR 3
Looker certs/creds 1 ● $1M (Developed Markets) OR Google Cloud solution
● $1M (Developed Markets) OR $500K (Growth Markets) in qualifications
$500K (Growth Markets) in qualified consumption (influenced ● $1M (Developed Markets) OR
qualified consumption (influenced & resold) $500K (Growth Markets) in total
& resold) ● 5 Service Customer Success sell-through consumption
● 5 Sell Customer Success Stories3 Stories3 ● 3 Solution Design Wins and/or
● 3 new customer acquisitions ● Annual Business Plan or JBP* Build Customer Success Stories3
(each year)3 ● Annual Business Plan or JBP*
● Annual Business Plan or JBP*
Partner ● 2 individuals with tech ● 2 individuals w/ professional ● 1 Google Workspace solution

certs/creds 2 certs/qualifying creds2 qualification
Includes ● 2 individuals with sales ● Annual Business Plan* ● Annual Business Plan*
AppSheet credentials 2
and Google ● Annual Business Plan*
Workspace
for Premier ● 6 individuals with professional ● 6 individuals with professional ● 2 Google Workspace solution
Education
certs/qualifying creds 1 certs 1 qualifications
● 4 individuals with sales ● 1 Google Workspace ● $500K (Developed Markets) OR
credentials 1 Specialization $250K (Growth Markets) in
● $500K (Developed Markets) OR ● $500K (Developed Markets) OR qualified bookings (sell through)
$250K (Growth Markets) in $250K (Growth Markets) in ● 1 Solution Design Win or Build
qualified bookings (influenced & qualified bookings (influenced & Customer Success Story3
resold) resold) ● Annual Business Plan or JBP*
● 3 Sell Customer Success Stories3 ● 3 Service Customer Success
● 3 new customer acquisitions Stories3
(each year)3 ● Annual Business Plan or JBP*
Partner ● 2 individuals with tech ● 2 individuals with professional

certs/creds 2 certs 2
● 2 individuals with sales ● Annual Business Plan*
Includes
credentials 2
Chrome for
● Annual Business Plan*
Education
Premier ● 6 individuals with tech ● 4 individuals with professional NOTE: Each requirement is
certs/creds 1 certs 1 specific to product family
● 4 individuals with sales ● $500K (Developed Markets) OR
credentials 1 $250K (Growth Markets) in 1
Across regions
2
$500K (Developed Markets) OR qualified bookings (resold only) Per region
3
$250K (Growth Markets) in ● 3 Service Customer Success These requirements will be
qualified bookings (resold only) Stories3 measured starting in the January
● 3 Sell Customer Success ● Annual Business Plan or JBP* 2024 evaluation period.
Stories3
● 12 new customer acquisitions * Recommended
(each year)3 JBP - Joint Business Plan
View the Requirements Overview and Engagement Models for specific details on requirements.
LEGAL TERMS AND DEFINITIONS
Definitions and Interpretation

Terms used in this Partner Advantage Program Guide that are not defined above will have the
meanings stated below. The term “include(s)” or “including” means include(s) or including but not
limited to.
$ means US dollar, unless indicated otherwise.
Affiliate Any entity that directly or indirectly controls, is controlled by, or is under common control
with a company.
Affiliate Adoption Agreement An agreement that Google may require for a parent company to
onboard an Affiliate.
Annual Business Plan An online submission that describes the company’s go-to-market plan,
associated resources, and expected performance metrics for a specified period of time. An Annual
Business Plan is recommended for all Premier Level organizations across all Engagement Models,
either as a Joint Business Plan created in collaboration with an assigned Partner Development
Manager (PDM), or using the standard Business Plan template. Submission of the Annual Business Plan
may be waived at Partner Level across all Engagement Models.
Approved Opportunities Opportunities that have been reviewed and approved by Google.
Business Profile The online profile, including company information, key contacts, assessment of
company capabilities, and other relevant information as outlined in the Partner Advantage portal.
Companies are required to keep their business profiles current.
Certification A demonstration of associate and advanced levels of technical skills and experience as
indicated at https://cloud.google.com/certification/.
Co-sell Designed to help partners authorized for the Build Engagement Model to close new qualified
business opportunities, the program provides greater support in co-selling through opportunity
registration, account mapping, and joint pipeline management processes. Google Cloud sellers can
retire quota by helping partners close these new opportunities. Talk to your Partner Manager or
Partner Advisor to better understand eligibility criteria.
Channel Services A platform where direct resellers and Distributors can purchase Google Cloud
products (including Google Cloud, Google Workspace, and Chrome), accessed via Channel Services
APIs or the Partner Sales Console.
Credential A demonstration of competency in a product and/or role that may include completing
courses made available by Google Cloud and passing exams and other activities, as detailed on the
Partner Advantage portal.
Customer Reliability Engineering Customer Reliability Engineering (CRE) is the name of a team of
Site Reliability Engineers (SRE) whose mission is to help customers and partners achieve Google-level
reliability on Google Cloud by partnering with them to implement operational best practices. Partners,
with an approved Build Engagement Model, can request to engage with the CRE team for specific
questions on improving reliability of their products built on Google Cloud.
Customer Success Story A case study regarding a successfully delivered customer project that:
● Involves a company’s own solutions or services used together with a Google Cloud product
● Includes a customer name and appropriate content as required by Google at the time of
publication
● Follows the format communicated by Google to the company and
● May be a non-published or public reference ( customer reference letter, case study, or other
demonstrations of customer success)
Deal Acceleration Funds Google Cloud–sponsored incentive funds allocated for company-delivered
workshops and pilots/proof-of-concept services to customers.
Deal Referral Deal Referral offers rebates to partners authorized for the Service and Build
Engagement Models for sourcing Google Cloud deals. It is designed to incentivize and reward
partners who bring more deals to Google Cloud. Google may drive referred deals to close, or
reallocate to partners authorized for the Sell Engagement Model.
Deal Registration Deal Registration offers rebates to partners authorized for the Sell Engagement
Model for sourcing and closing deals within 180 days. It is designed to incentivize and reward partners
who bring more deals to Google Cloud and help close them. The registered partner is expected to
lead and close the sale. Public Sector partners may have different deal closing timelines. Please refer
to the Deal Registration documentation.
Developed Market(s) For a particular product, any country (or countries) defined as such on the
Partner Advantage portal.
Direct Customer Billings The total US dollar amount (or equivalent in accepted local currency)
directly payable (or paid) to Google by an end customer under executed orders placed by the
customer with Google (including orders for Google Cloud usage).
Distributor A company accepted into the Distribution Initiative, a subset of the Sell Engagement
Model, and authorized by Google to appoint indirect resellers to sell or supply products under Partner
Advantage.
Due Diligence Google will send a mandatory due diligence questionnaire to organizations interested
in joining Partner Advantage. Once completed, the due diligence review process will be initiated to
ensure that organizations in Partner Advantage meet local and regional requirements.
Google Cloud Trial Credits Incremental free trial credits that partners can offer to their customers
to enable them to try Google Cloud.
Google Cloud Ready is a designation awarded to third-party solutions that have successfully met
integration requirements for a specific Google Cloud offering through a technical assessment against
published integration requirements. This achievement will include a visual designation and search
differentiation within Partner Directory. Today there are four Google Cloud Ready designations:
BigQuery, Sustainability, Sovereign Solutions, and AlloyDB for PostgreSQL with more coming
throughout the year.
Growth Market(s) For a particular product, any country (or countries) defined as such on the Partner
Advantage portal.
Indirect Reseller A company that purchases products from a Distributor, and is authorized to resell
those products to end customers and other authorized resellers.
Initiative An “invitation only” community opportunity that unlocks communities, special resources,
and a deeper engagement with Google Cloud. Initiatives may be available for specific go-to-market
models, specialty products, solutions, verticals, and time-bound campaigns.
Influenced revenue Google Cloud recognizes the importance partners play in influencing customers
and closing deals. In order to receive influenced revenue credit, partners must fulfill one of these
requirements:
● Referred to Google via Deal Referral.
● Any closed deals tagged in the sales system by a Google sales rep as having provided post-close
material value to the booking. Post-close material value includes the following services:
Deployment/Delivery, Transformation, Support, Custom Application Development, and Partner
Services Organization.
Internal Order Any product order placed or provisioned by a company participating in Partner
Advantage for the company’s own internal business use, or for its Affiliate’s use for the Affiliate’s own
internal business purposes, including an order for Google Cloud usage.
Minor Internal Use Order An Internal Order of Google Cloud where the average monthly usage of
Google Cloud by a company participating in Partner Advantage for its own internal business purposes
and/or by any of the company’s Affiliates for the Affiliate’s own internal business purposes is less than
10% of the average monthly usage of Google Cloud (for all purposes) by company and/or company’s
Affiliates over the prior 12-month period.
Monthly Active Users (MAU) Customers who access and use a company’s own product at least
once a month, for each of the previous three calendar months, as determined by Google in its sole
discretion.
Multi-Year Order An order for a product involving payment for a period of more than 12 months.
Named Resource A person who serves as the single point of contact for a specified role.
New Customer An end customer who places (including as a result of Google Cloud usage) an order
for products with a partner participating in the Sell Engagement Model, if:
● For Google Cloud, the customer has not had any active Google Cloud consumption within the
previous 12 months, either via a reseller or directly from Google.
● For Google Workspace, the customer has not had an active Google Workspace product order
within the previous 12 months, either via a reseller or directly from Google.
● For Chrome:
○ For Chrome Enterprise, the customer has purchased 3 licenses or more for the first
time in 60 months (renewals excluded). This includes Chrome Enterprise Upgrade
bookings or Chromebook Enterprise (CBE) Enrollment.
○ For Chrome Education, the customer has purchased 40 licenses or more for the first
time in 60 months (renewals excluded) This includes Chrome Education Upgrade
bookings and Chromebook bundled with Chrome Education Upgrade Enrollment.
New Customer Order Any product order (other than a Professional Services Order) placed
(including as a result of Google Cloud usage) by a partner participating in the Sell Engagement Model
for a new customer, including any related upsells by that company for that customer during the period
of the order, except that flexible plan orders and multi-year orders, including related upsells, will be
considered new customer orders only during the 12-month period starting on the activation date (60
months for Chrome).
Non-Standard Order Any product order placed (including as a result of Google Cloud usage) by a
partner participating in the Sell Engagement Model for an end customer or other authorized reseller,
including any upsells that includes Enterprise, SKU or Service Family discounting.
Opportunities New customer leads for a particular product.
Paid Enrollments The total number of end customers enrolled by a company in any Google Cloud
courses provided by the company, excluding any end customers enrolled in Google Cloud courses
provided by the company free of charge in accordance with the Program Agreement.
Partner Support Desk A team that helps organizations in Partner Advantage navigate and maximize
their use of Partner Advantage benefits. Open a case with the Partner Support Desk
(g.co/cloud/psd-partner) via the Get Help page on the Partner Advantage portal.
Partner Advantage portal A Google-owned website that provides individualized and relevant
Partner Advantage information. This site may be renamed and periodically updated by Google Cloud.
Partner Advisor The business relationship point of contact designated by Google Cloud for a
company participating at the Partner Level or Premier Level in Partner Advantage.
Partner API(s) The APIs specified by Google and made available under the Google APIs Terms of
Service at https://developers.google.com/terms/ to certain companies participating in Partner
Advantage at Partner Level or Premier Level.
Partner Badge Partner Level and Premier Level companies may use the Google Cloud branded
badge based on the terms found in the Partner Advantage Badge Guidelines.
Partner Bookings The total US dollar (or equivalent in accepted local currency). We will count the net
value of the booking minus the discount.
Partner Consumed Monthly Billings The monthly consumption that is billed for the end customer via
the Partner Sales Console. The total qualified billings per calendar year are counted towards the
annual requirements for Google Cloud products.
Partner Directory The public-facing Google-owned website that allows prospective or existing
customers to search for any company participating in Partner Advantage at Partner Level or Premier
Level.
Partner Program Discount The percentage indicated in the discount schedule for Sell Engagement
Model benefits by which Google’s list price (in effect for the applicable region on the date of the
applicable executed order) is discounted for the purchase of a product directly from Google Cloud by
a partner participating in the Sell Engagement Model.
Partner Expertise Partner Expertise highlights demonstrated customer success across

pre-determined solution areas (workload, product/technology, and/or industry) as an early signal of
your company’s skills to customers and Google.
Partner Internal Use of Google Workspace The reduced price or coupons that a company can
receive for the internal use of Google Workspace select SKUs. More information can be found in the
Incentives page of the Partner Advantage portal.
Partner Marketing Funds The Google-sponsored incentive to aid in the development and execution
of marketing plans, as detailed on the Marketing Funds page of the Partner Advantage portal, allows
for payment of funds to qualifying companies when corresponding pipeline targets are achieved,
and/or required supporting documentation is provided.
Partner Marketing Studio The marketing campaign materials and tools made available by Google
Cloud to certain companies to support their demand generation efforts.
Partner Sales Console The web interface and related tools provided by Google Cloud to a partner
participating in the Sell Engagement Model, via the administrative panel of the company’s Google
Workspace and Google Cloud account(s), to facilitate order management and provisioning, and
management and suspension of customer accounts for the Google Workspace and Google Cloud
products.
Partner Sales Tool (PST) A tool (other than the Partner Sales Console) that allows resellers to submit
orders offline.
Partner Services Funds Google Cloud-sponsored incentive funds allocated for company-delivered
deployment services to customers. Please refer to the FAQ on the Partner Advantage portal.
Partner-Sourced New Bookings Means new bookings that, at the time placed (including as a result
of Google Cloud usage) of a company’s relevant order(s) (for the relevant product(s) and region(s))
with Google Cloud:
● Did not have any associated opportunities in Google systems, or
● Had associated opportunities that had been inactive in Google Cloud systems for longer than
one year, or
● Are deemed by Google in its sole discretion to have been sourced by the company on an
exception basis.
Partner Specialization Partner Specializations are demonstrations of deep technical proficiency,

competency, or proven repeatable success in any solution or service area supported by an
established practice. For more details, view Specialization.
Partner Support Availability Availability of support that a partner authorized for the Sell
Engagement Model provides on its own product to its own customers.
Performance Incentives Incentives that may be made available for performance, activities, or
objectives achieved, as defined by Google Cloud on the Partner Advantage portal.
Pipeline Target The US dollar value (or equivalent in accepted local currency), as determined by
Google, which must be achieved in connection with associated Approved Opportunities before any
Partner Marketing Funds will be paid by Google.
Product(s) Google Cloud products and services covered by Partner Advantage. Products may not be
available for resale in certain countries, as described in the applicable Program Agreement(s).
Product Family Google Cloud’s products are divided into the following three categories, or “product
families.”
● Google Cloud: includes Google Cloud, Google Maps Platform, Apigee, Chronicle, and Looker.
● Google Workspace includes Google Workspace, AppSheet, and Google Workspace for
Education.
● Chrome includes ChromeOS and Chrome for Education.
Professional Services Order Any order for Professional Services placed by a company for an end
customer.
Program Program Agreement (PPA) The applicable agreement(s) between a company and Google
Cloud that allows the company to participate in Partner Advantage and incorporates this Partner
Advantage Program Guide. All organizations are required to sign a PPA.
Qualified Bookings Google Workspace and Chrome bookings across Google Workspace and
Chrome products, respectively, within a partner’s authorized regions to include:
● All resold partner revenue
● Direct customer revenue with Material Partner Value
● Note: The amounts payable or paid to Google by a company under any professional services
order will not count toward qualified bookings
Qualified Consumption Google Cloud consumption (including Google Maps Platform) across
Google Cloud products within a partner’s authorized regions to include:
● All resold partner revenue
● Direct customer revenue with Material Partner Value
● Note: The amounts payable or paid to Google by a company under any professional services
order will not count toward qualified consumption
Qwiklabs Credits Credits for use on Qwiklabs, a Google Cloud training platform.
Region The category of countries defined as a “Program Region”. This listing can be found in the
Program Overview page of the Partner Advantage portal under legal documents.
Renewal Order Google Workspace renewal ordered by a company for a customer or other
authorized reseller who previously qualified as the new customer of that company.
Sandbox Toolkit The set of products made available by Google Cloud for use by a company strictly
in development and testing environments, for customer demonstrations and for customer proofs of
concept, as described on the Partner Advantage portal and subject to the terms of use made available
on the Partner Advantage portal. Such products may not be used for the company’s or any customer’s
production purposes.
Solution Qualification A lightweight assessment of a partner’s own solution that is designed to

simply confirm that the solution drives Google Cloud usage and is viable in the broader market.
● This is a requirement for all solutions prior to engaging in any co-marketing, co-selling, or other
Google-supported activities.
● View the Build Engagement Model on the Partner Advantage portal for details.
Solution Validation is a designation that is awarded to third-party solutions that have successfully
passed a technical and business assessment against industry best practices, that is conducted by an
expert third party. This achievement will include a visual designation and search differentiation within
Partner Directory. Each solution must have completed the solution qualification assessment before it
can be considered for Solution Validation.
Standard Order Any product order placed (including as a result of Google Cloud usage) by a partner
participating in the Sell Engagement Model for an end customer or other authorized reseller, including
any upsells that do not include custom discounting/pricing.
Solution Design Win A summary of a solution that represents a new offering to the market that is
driving measurable revenue from a new or existing customer. Solution Design Wins must meet the
following criteria for approval:
● Solution is confirmed to be a new offering to the market that is a repeatable, packaged
solution.
● Solution is attached to a current Google customer account.
● Solution has driven at least $25,000 in revenue.
Strategic Online Scaled Partner / Strategic Telco In order to be eligible for the Strategic OSP/Telco
Google Workspace discount, certain requirements must be met. Please contact your PDM for further
details on the requirements.
Termination Either Google or any company that has signed the Program Agreement can terminate
participation in Partner Advantage, with or without cause, by giving 30 days’ written notice to the
other party. Google has discretion to terminate the Program Agreement upon immediate written
notice if a partner does not satisfy the Partner Standards of Conduct, and fails to address behavior to
the satisfaction of Google within a reasonable amount of time after receiving a written warning.
Technical Support Partners at the Partner Level or Premier Level authorized for the Sell Engagement
Model are entitled to technical support services per product.
Territory Those countries where Google has approved and enabled the relevant product for resale.
Territory excludes any countries where either party is prohibited from providing (or reselling, as
applicable) the product due to applicable laws. An updated Approved Territory List (EN / JA) can be
found within the legal documents area of the Program Overview page of Partner Advantage.
Third-Party Product Orders Orders of third-party product offerings integrated with or running on
Google Cloud including but not limited to premium operating systems (such as Windows, Red Hat
Enterprise Linux (RHEL), or SUSE licenses).
Transferred Customer Order (Google Cloud) In impacted regions regions, any order placed by a
company participating in the Sell Engagement Model (the “Incoming Partner”) as a result of Google
Cloud usage by an end customer:
● Who qualified as the New Customer of another company participating in Partner Advantage at
any time or whose Google Cloud access had initially been provisioned directly by Google; and
● Whose average monthly billings for Google Cloud product usage for the three-month period
prior to placement of the relevant order by the Incoming Partner were greater than $150,000
per month (net of any applicable partner program discount).
Transferred Customer Order (Google Workspace) in impacted regions, any renewal or upsell of
Google Workspace ordered by a company participating in the Sell Engagement Model (the “Incoming
Partner”) for an end customer:
● Who qualified as the New Customer of another company participating in Partner Advantage
after the effective date of the Incoming Partner’s program agreement; or
● Who had initially ordered Google Workspace directly from Google Cloud (whether before or
after the effective date of the Incoming Partner’s program agreement).
Transferred Customer Orders include orders that contain upgrades or a change in the selected billing
option (such as a change from a monthly subscription plan to an annual subscription plan).
Technical Support Services Guidelines (or TSSG) The then-current technical support guidelines
applicable to a particular product or reseller tool or Engagement Model.
Upsell Sale of any add-on, additional license, or additional unit of a product ordered by a company for
an end customer or other authorized reseller who already has an existing order for the product.
US Public Sector Customer Any federal, state, or local government entity in the United States but
excluding any:
● Non-profit entities (as defined under applicable federal, state, and local laws, rules and
regulations), and
● Educational institutions providing legitimate educational or instructional services.
Legal Terms
Affiliated Entities A company may request in writing that Google allow one or more Affiliates to join
Partner Advantage (with the consent of each relevant Affiliate). Google will then determine whether to
allow a nominated Affiliate to participate in Partner Advantage as an “Approved Affiliate” and to
achieve Partner Advantage requirements as if it and the company were operating as one entity.
● A company must ensure that any Affiliate that it nominates consents to being contacted by
Google for approval and onboarding purposes. The company will use reasonable efforts to
provide any information requested by Google to allow Google to complete its due diligence
processes for such nominated Affiliates.
● An Approved Affiliate must sign a separate Program Agreement (if required by Google). A
consent letter, which must be signed by a company (i.e., the parent) and its Affiliate, will be
used to confirm that the Affiliate being onboarded meets the “Affiliate” definition.
● Once approved, an Approved Affiliate will receive the same status as the requesting company,
once the Approved Affiliate meets the same Authorization requirements.
● Approved Affiliates may not nominate other Affiliates to participate in Partner Advantage. All
Affiliate nominations must come from the company who originally joined Partner Advantage.
Brand Guidelines Partner Advantage companies should follow Google brand permissions located at
https://about.google/brand-resource-center/ (or any other URL as may be updated by Google from
time to time). Google Cloud guidelines are on the Partner Advantage portal marketing page. Google
grants a non-exclusive, non-royalty bearing, and non-sublicensable license to Partner Level and
Premier Level organizations, to display Google’s brand features for the marketing of the products as
outlined in this Program Guide and the Brand Guidelines. Google may revoke a company's right to use
its Brand Features with written notice and a reasonable period to stop the use.
Compliance with Cyber Security Regulation Companies participating in Partner Advantage are
responsible for collection, validation, and retention of information about their customers as prescribed
under applicable cyber security laws and regulations. If regulators request such information from
Google through formal Legal Process (as defined in the Partner Advantage Program Agreement),
Google may direct such request to the Partner. Additionally, Google may require Partners to collect
additional information about their customers and provide such information to Google. If additional
information gathering is required, Google will provide instructions to Partners on the process and/or
tools to use, as well as required timelines.
Google Public Sector LLC Google Public Sector LLC (“GPS”) is a wholly owned subsidiary of Google
LLC that provides products and services to US Public Sector customers. The benefits described in this
guide apply to Google partners that order through GPS or its authorized Distributors.
Legal Effect of the Partner Advantage Program Guide This Partner Advantage Program Guide is
incorporated into the Program Agreement. If Google onboards a company to participate in any
Initiative, then the applicable Initiative Guide and the Partner Advantage Program Guide, taken
together, will constitute the Partner Advantage Program Guide for that company. Except as expressly
modified by this Partner Advantage Program Guide, the Program Agreement remains in full force and
effect. If there is a conflict between the Program Agreement and the Partner Advantage Program
Guide, the Partner Advantage Program Guide will prevail unless otherwise stated specifically in the
Partner Advantage Program Guide.
Multiple Partner Entities Companies may meet Engagement Model and Level requirements via
approved Affiliated Entities participating in Partner Advantage.
Responding to US Public Sector Solicitations Upon request, Google will provide a partner pricing
package to resellers that are responding to US Public Sector solicitations. Resellers can request a
partner package by reaching out to their assigned Google contact.
Sales to US Public Sector Customers Companies that wish to resell products to US Public Sector
Customers (a “US Public Sector Sell Partner”) must execute additional Program Agreement(s) as
required by Google, which may include applicable addenda.
● US Public Sector Sell Partners must place product orders for US Public Sector Customers
through a Google Authorized Distributor unless otherwise approved in writing by Google.
● The applicable terms of service for those products for US Public Sector Customers (“US
Government Terms”) will be the terms of service provided by the Google Authorized
Distributor.
● A US Public Sector partner authorized for the Sell Engagement Model must pass down the US
Government Terms to US Public Sector Customers, notwithstanding any other product terms
of service that may be referenced in the US Public Sector Partner Program Agreement.
Teaming Agreements and Letters of Authorization A Partner’s Authorization to sell Google

products and services is documented in the company's Commercial agreement (or resale agreement
with a Google Authorized Distributor, as applicable). Partners can request a certificate from Google
that provides the partner’s status in the program. This certificate can be used instead of a Letter of
Authorization. Opportunity-specific teaming agreements or customized Letters of Authorization will
not be provided unless otherwise approved in writing by Google.
Updating the Partner Advantage Program Guide Google may update the Partner Advantage
Program Guide at any time.
● Google will provide a minimum of 30 days’ notice of material changes. Material changes will
become effective 30 days after notice is given, or at a later specified date, at which time an
up-to-date version of the guide will be available on the Partner Advantage portal.
● Any companies continuing to participate in Partner Advantage after such time confirm by their
continued participation that they agree to the updated guide.
● Companies must periodically review the Partner Advantage Program Guide while participating
in Partner Advantage to ensure their compliance with any updates.
Waiver Google may, by email or other written communication, waive any of the requirements stated
in this Partner Advantage Program Guide.
Partner Standards of Conduct
Google Cloud Partner Advantage expects all participants to adhere to the standards of conduct
identified below. Companies found to be in violation of the standards of conduct may be subject to
suspension or termination.
● Partners will conduct all activities relating to the program in a professional and competent
manner.
● Partners will avoid public disparagement of Google Cloud products, services, and personnel.
● Partners will comply with all applicable local laws, regulations, and orders of any governmental
authority, including export control laws.
● Partners will not engage in any illegal, harmful, false, or deceptive acts or practices, including
conducting or allowing activities that facilitate circumvention of payment for Google Cloud
products or services.
● Partners will only use information obtained through participation in the program for reselling,
promoting, and/or servicing Google’s products and services and not for any other purpose.
● Partners will respect all contractual commitments with Google for products, services, and
support. This includes making timely payments, providing services to downstream customers
in accordance with commercial commitments, and compliance with all other commercial
agreements with Google and partner’s downstream customers.
● Partners will maintain fair, nondiscriminatory screening, hiring, and employment practices, as
mandated by local laws and regulations, and specifically commit to not engage in
discriminatory practices based on gender, race, nationality, ethnic origin, religion or belief,
disability, age, or sexual orientation.
● Partners will demonstrate courtesy and professionalism when interacting with Google Cloud
personnel, Google Cloud partners, and Google Cloud customers. Non-professional behavior
includes offensive language, name calling, sharing details of grievances with mailing lists,
executives, or others unaffiliated with the circumstances, and repeated unwelcomed requests,
advances, or contact with Google personnel, downstream customers, or prospective
customers.
● Partners will not offer or accept any form of bribery, corruption, extortion, or embezzlement,
and will implement monitoring and enforcement procedures to ensure compliance with
anti-bribery and anti-corruption laws.
● Partners will respect intellectual property rights of Google and all third parties, as well as the
confidentiality of all Google and third-party information received related to partner’s
participation in the program and as relating to engagements involving use of, access to, or
enablement of Google Cloud products and services.

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Partner Advantage

Google Confidential For more information visit partneradvantage.goog

Google Confidential For more information visit partneradvantage.goog

Partner Advantage Overview

Participation - Partner Levels

Google Cloud defines organizations in Partner Advantage as follows:

Member benefit Description

Questions? Contact our Partner Support Desk

Sell Engagement Model Service Engagement Model Build Engagement Model

Partner Level Changes

Includes Google Cloud, Includes Google Workspace, Includes ChromeOS and

Professional Google Workspace Administrator ✓ ✓ ✓ ✓

Google Workspace Sales Credential ✓ ✓

Chrome Enterprise and SMB Deployment

Partner Premier Partner Premier

Tracking Your Progress

Leaving Partner Advantage

Product Partner Premier

Delivering support services to resold

1. SLO Service Level Objective

Partner Program Support

Why Google Cloud?

Source: Internal Google Cloud Data, 2022

Net Promoter Score (NPS)

Delivery Readiness Index (DRI)

Benefits and Incentives

Discounts and Incentives

ENGAGEMENT MODELS AND REQUIREMENTS

General Business Alignment

Sell Partner Requirements (Authorizations)

Questions? Contact our Partner Support Desk

Annual Business Plan (recommended)

2 individuals with Google 2 individuals with Google 2 individuals with Chrome

Annual Business Plan or Joint Business Plan (recommended)

6 individuals with Google 6 individuals with Google 6 individuals with Chrome

4 individuals with Google 4 individuals with Google 4 individuals with Chrome

Customer 5 Google Cloud product 3 Google Workspace product 3 Chrome Customer

3 new Google Cloud 3 new Google Workspace 12 new Chrome customer

Business Technical Marketing Sales

Premier - All Partner Level benefits plus access to:

● Preferred listing in ● Non-public product ● Priority consideration ● Increased partner

Products and discounts Partner Premier

Standard, Enhanced, and Premium Technical Support 5% 5%

Google Maps Platform

All Google Maps Platform Support Orders 5% 5%

Google Workspace Renewal Orders 20% 20%

Transferred Customer Order Discounts

Product or solution Transferred customer located in or Transferred customer located in

Resell-eligible First-Party Solutions Tied to associated product family

1. Excluding Japan and South Korea, subject to applicable local requirements.

As a Service company, you can meet Authorizations requirements by:

Questions? Contact our Partner Support Desk

Annual Business Plan (recommended)

2 individuals with 2 individuals with Chrome

Annual Business Plan or Joint Business Plan (recommended)

6 individuals with 6 individuals with Google 4 individuals with Chrome

2 Google Cloud 1 Google Workspace

Customer 5 Google Cloud product 3 Google Workspace 3 Chrome product family

Business Technical Marketing Sales

Premier Partner - All Partner benefits plus access to:

As a Build company, you can meet Authorizations requirements by:

Questions? Contact our Partner Support Desk

Annual Business Plan (recommended)