Google Cloud Marketplace Marvels | Google Cloud & Box

Clips
News
More from Google Cloud Marketplace Marvels

Stephen Orban

VP of Migrations, ISVs & Marketplace

Google Cloud

Diego Dugatkin

CPO

Box

Box deepens AI-driven content management with Google Cloud Marketplace partnership

When organizations adopt cloud marketplaces, they’re not just streamlining procurement — they’re reshaping how they innovate, collaborate and scale.For Box Inc., Google LLC’s Google Cloud Marketplace has done just that, opening up new avenues for AI-driven enterprise content management while accelerating deals and deepening customer relationships. The company has expanded integrations across Google Cloud services, from security and AI to analytics and storage, while strengthening collaboration between technical and sales teams.“The people working from the Google side have been a delight to partner with,” said Diego Dugatkin (pictured, right), chief product officer at Box

play_circle_outline Co-innovation and co-selling between Box and Google Cloud

play_circle_outline Maximizing Marketplace Opportunities Through Accelerated Integrations and Lucrative Six/Figure Deals

play_circle_outline The Influence of Google Marketplace on the Chief Product Officer's Role and the Power of Collaborating for Fast Integration

Info
Transcript

Google Cloud & Box

Stephen Orban

VP of Migrations, ISVs & Marketplace Google Cloud

Diego Dugatkin

CPO Box

TheCUBE Research’s John Furrier talks to Stephen Orban, VP of migrations, ISVs and Marketplace at Google Cloud; and Diego Dugatkin, CPO of Box, as they delve into the evolving landscape of intelligent content management as a part of theCUBE's Google Cloud Marvel Series.

Explore the Google Cloud Marketplace Marvels series on theCUBE: https://www.thecube.net/events/google/marketplace-marvels

Orban and Dugatkin discuss the strategic partnership between Google Cloud and Box, focusing on co-innovation with Google Vertex AI and Gemini models. The... Read more

explore Keep Exploring

What is the success and impact of the partnership between Box and Google Cloud in terms of co-innovation and marketplace integration? add

What is the business value and integration strategy of the marketplace being discussed? add

What are the benefits and successes of the partnership with Google in terms of technical integration and business collaboration? add

bolt Powered by CUBE AI

Google Cloud & Box

search

>> Hello, everyone. Welcome to theCube Studio here at Palo Alto. I'm John Furrier, host of theCube. We are here kicking off another episode of Google Cloud Marvel Series of leaders in the industry. We have Stephen Orban, VP in Migrations and ISVs and Marketplace at Google Cloud. Great to see you, Stephen. We've got Diego Dugatkin who's the Chief Product Officer at Box. Diego, great to see you and thanks for coming on theCube. Love your company.

Stephen Orban

>> Thank you.

>> Love what Box is doing. We've been following you guys since the startup date. So again, continuing to go next level. Great to see you.

Diego Dugatkin

>> Thank you for hosting us.

Stephen Orban

>> Thanks for having us.

>> Yeah, great to see you, Stephen, again. Obviously, the Marketplace Marvel Series about the leaders in the marketplace. Diego, you guys have had a partnership with Google. Box has been around, a lot of generative AI stuff going on right now. We're seeing a lot of Box action. Aaron's always on X sharing his opinion, but you guys are implementing a lot of cool generative AI stuff in practice. You guys have a perfect use case, you have great customer base. How are you guys doing with your business and your partnership with Google? Take us through quick, the value proposition, then we'll get into some of the marketplace opportunities.

Diego Dugatkin

>> Great question. Box is a leader in intelligent content management and we have a deep partnership with Google, including co-innovating on both Google Vertex AI and Gemini models. We've been collaborating on helping both what Google is doing, but also helping us accelerate our go-to-market with great innovation. Now, also, Box is deeply integrated across Google Cloud, including GCP, BigQuery, Chronicle, Vertex AI Search and Google Workspace. So in many areas of Google, we collaborate.

>> I have to ask you, just because you're the Chief Product Officer, you have the keys to the kingdom. You have to see the market and work on building. As you guys look at your business, it's really a perfect scenario for what you guys are doing with your customer base. How has the GenAI wave changed your world? Because I think this is a great use case where you can move very quickly. We've had many leaders on Box on theCUBE. You've been working on this for a while. Take us through why it matters now for you guys?

Diego Dugatkin

>> It matters for so many reasons. First, we have more than an exabyte of content, a 1,000 petabytes of content of really valuable information that virtually more than 70% of Fortune 500 companies keep with Box and many others. And in order to really extract intelligence from there, the use of AI brings paramount opportunities to really make more value out of that content. Now, Box can help fast-track those document AI use cases for GCP customers. So we have both the technological and the business opportunity to collaborate on this together.

>> Stephen, weigh in on this because Google has been clearly consistent on the marketplace, the co-selling, but the co-innovation is shining right now. Talk about that piece here because with Box and a variety of customers, but specifically Box, they have all the data. You follow the data, you see where the AI value is. So talk about the co-innovation that marketplace and how you guys are connected there?

Stephen Orban

>> Yeah, that's right, John. I'd like to think of the Box and the Google Cloud relationship a little bit like peanut butter and jelly. It just goes so well together in any way you slice it, pun intended. From the very beginning of Google Cloud, we knew that we were going to need to have the world's best software and tools that our customers use on a day-to-day basis and have it work really well together with the tools they use from Google Cloud. So as Diego mentioned, Box is integrated in a number of different places, whether it's into our BigQuery engine, our Vertex engine, into our Workspace engine, and a lot of the stuff we've been doing of late around artificial intelligence where Box is using some of our models and Vertex platform to help their customers classify things that are in their documents, summarize them so they don't have to read the whole thing, and a lot of that area was just really getting a lot of customer momentum has been really what's making this partnership differentiated. There's a lot of unique things that Box and Google are doing together that frankly, customers can't get anywhere else. And it's only been now a little over a year since Box has been on our marketplace and they have a tremendous amount of momentum where we've done a number of six and seven-figure deals on our marketplace in the last couple of quarters alone, that is really demonstrating not just Box's product market fit, but how much demand we have for customers who want to use it using the integrations that we've done together.

>> Talk about the business value of the marketplace? Everyone knows I'm kind of biased. I love marketplaces because you meet the customer where they are. With the integration piece now, you got the backend with some of the big stuff that Google offers, BigQuery, et cetera, but you mentioned Fastrack too, that's a frontend. So you got the two theaters enabling more value. How are you guys thinking about the marketplace from a go-to-market and talk about that integration piece?

Diego Dugatkin

>> Like you, I'm very, very excited about this channel. It brings a ton of opportunities to do jointly, basically the activation, global expansion to virtually every area and to basically build a pipeline together from a business perspective, and customers get the advantages of basically reducing procurement cycles. So it's much quicker, it's simpler to buy it through Google this way, and it includes the consolidated version of using Google Cloud Billing, purchase through Google Cloud Marketplace, but also provides customers with more options to bill against existing Google Cloud commitments, which helps reduce cost for customers. So thinking customers first, this is a win-win-win, and it's proving real. What Stephen just mentioned, we have many six-figure and even seven-figure deals either done or coming up. So it's super exciting. We see a ton of acceleration.

>> Got to love the revenue performance there, Stephen. Six, seven-figure deals, what do those deals look like?

Stephen Orban

>> Yeah, hopefully Diego would agree, we're Box to help them close larger deals faster and really shortening those procurement cycles. The one thing, Diego, he touched on it very quickly, but I'd like to highlight maybe a little bit more is also the work we're doing together with resellers and we added a capability to our marketplace back in Q2 of 2024 where a customer who prefers to transact through a reseller, either because they're consolidating some of their procurement down to fewer vendors and they just know their business better, or because they're working with them as part of their Google Cloud relationship, that's something that Box has really embraced as well and taken advantage of. And it's particularly valuable for ISPs like Box when they have other international geographies where they might not have a lot of sellers on the ground yet, but those resellers that have people who can help them get introduced to and close deals with customers. So super excited about Box leaning in that and really, they've pushed us a lot to make that feature better and more compelling as well.

>> So you have the global side covered, did you say? So how does that impact Box, Diego? What's that mean for you guys?

Diego Dugatkin

>> Well, we are already a global company, but this accelerates business everywhere, but also, not only brings the opportunity to cover every geography, but also address technology in ways that are more appropriate or specific to use cases that might also be geographically unique. So this helps in every way. It accelerates business and accelerates development.

>> Talk about the product integrations because with the cloud marketplace, you've got obviously billing and procurement cycles are reducing, deals are bigger, which means that you get more action going on globally. What's the integrations look like? Can you share specifically some of those product integrations and some of the technology pieces that you both bring to the table? I'd be curious.

Diego Dugatkin

>> Yeah, so from a collaboration perspective, we're working in every area together, technology, services, and also sales. Now, from an AI product portfolio growth, we are working with Vertex and with Gemini models. We are also doing deep integrations with cloud in, I mentioned Vertex, Chronicle, Key Management and Workspace. So all these areas all are coming together. And from a document AI use cases, we have metadata and metadata extraction, content insights. So multiple areas that we are accelerating at Box that can also benefit from these components from Google. Now, from the co-selling and co-marketing perspective, we mentioned that Marketplace is also very much active, but from a technology point, all these areas I mentioned are really moving faster. We're investing quite big in metadata extraction and we see also, an acceleration in app creation with Box apps. That is actually a brand new way to create no-code apps within the platform, that need the metadata extraction, that benefit from the technology components that Google provides as well. So fully integrating into our roadmap for all of this.

>> Stephen, talk about the integrations and some of the complexities that is solved with the, "Better together," message here? You mentioned data, when you start getting this large scale, you have governance, you've got all kinds of security challenges, but with you guys, talk us through that value proposition. I think this is a key point because certainly, you see the value on the revenue side, get that.

Stephen Orban

>> It certainly is, and I think, look, Diego should speak more to this, but one of the reasons that we see a lot of customers choosing Box is because they have very strict regulatory requirements around governance and data lineage and who has access to what one, et cetera, and Box's platform does a wonderful job of creating that governance later for customers to be able to not just enforce it, but audit it as well. And then when they take things like our Gemini models or integrate with our Vertex platform, they're also able to help customers do things like summarize a document or help a user find all of the contracts that meet a particular criteria very quickly using some of the search capabilities we have, and then summarizing, let's say what the difference between all those documents are. So I think particularly in those sorts of use cases where a customer might be using Google Workspace for their mail, their sheets, their drive, but also still doing it with Box and then Box adding that capability where they have much higher levels of governance, summarization, search, et cetera, has really been a game-changer for customers.

>> Diego, weigh in on the product side because I can almost imagine the complexity or effort you'd have to hire against and deliver roadmap against and build.

Diego Dugatkin

>> Yeah, absolutely. The evolution that we went through, first being a place where you keep content in the cloud, to then make it secure, compliant, and governable. Like Stephen was saying, Box is known to be the trusted partner that you know is going to keep your content compliant to virtually every regulation. At the same time, having governance where you can decide who can do what with the content from where at the same time of home and for what purpose is also a very important layer of what we have, but we continue to expand from being the place where you keep content and where you keep it secure and compliant and governable, to also collaborate on that content and have multiple people participate, and then expanding, applying AI where you can extract intelligence and create workflows that basically are automated using AI and extracting content to then facilitate the process further. All of that is coming to play together. So the integration of the technologies that Google has to not only help us host and also accelerate the development but compound it with the governance and compliance that Stephen was referring to is accelerating the opportunity to extract value. So we're putting all of those into one single platform. Another distinctive point is that we are very flexible and very integrated, so allowing the customer to basically work in ways that sometimes it's working directly with components that are within Box, sometimes are components from Google, but all seamless as one single integrated way.

>> It's a great example of what was Cloud SaaS now, and also an end user experience. We're a customer of Box. We use it all the time, but it has to go everywhere. It could integrate into other cool user experiences and products where the customers are working where they are and I see that clearly. Can you give some other customer proof points on where this is going? Can you share how customers are leveraging this today? Because obviously, the user product is phenomenal, but then it starts getting integrated into the workflows, you mentioned. That's a data thing, right? So take us through some examples.

Diego Dugatkin

>> Well, we have a great example on Jam City, basically a customer story that is super exciting and we see this award-winning mobile entertainment company providing these unique but deeply engaging games that are appealing to everybody. But basically, they need to have the right content platform and basically, they use Good Cloud platform to basically have the perfect infrastructure, compounded with the benefits of working with Box to really work with the content, have governance and compliance on it, and maintain it, secure and basically integrate with everything else they do. So it's a truly joint effort where we basically are better working together. We have a genuinely, "Better together," story here that starts with the ability to integrate with workspace and offer that all in one environment to Jam City.

>> Steve, how about the deal? Was this come through the marketplace? Was it a big deal? Can you share figures? Probably not, but it sounds like a big deal, one of those six or seven-figure deals. Take us through how this went down?

Stephen Orban

>> Well, I'll at least say it was a meaningful deal for Box and for Google to really help Jam City take the best of both of our products, get them together under that peanut butter and jelly sandwich as we talked about, and really get a lot of value out of it. The one thing I would just add, look, because the integrations are so tight and the platforms work really well together, it is quite easy to sell and present to customers. But this Jam City example is one of many examples where also, our sales teams are collaborating on a regular basis and sharing what we know about the customer challenges and the pain points and making sure that we're helping each other show up in the best way. And so we have relationships not just with Diego and his team, but also with their Chief Revenue Officer and the sellers and really making sure that we're working together on all of the accounts that we work with to make sure we show up together in the right way.

>> Diego, final question for you. How has the Google Marketplace relationship, both from obviously accelerated go-to-market and then integration, changed how you do your job as a Chief Product Officer? I can imagine that it maybe changes the speed, what you work on. What are some of the things that's changed in your world with some of these efficiencies?

Diego Dugatkin

>> Well, there's one dimension that sometimes it's overlooked, but the people working from the Google side have been a delight to partner with. So we've been able to do things together fast and basically effectively. We solved the technical challenges that were sometimes part of the process of figuring out how to do integration. And so that's working well. We have expanded integrations in so many areas with GCP services. We have Eton running on GCP, but we have now key management. We've been able to have GCP Chronicle for security, we have connectors for Vertex AI Search. So we continue to work in every area. The point that Stephen made is that it's not only a product partnership. It's a product and business partnership. So we're doing both and both are moving fast and well. So it's also a moment to say thank you for everybody to being good partners.

>> And the whole world is connected now. And so with data being the key ingredient for AI and generative AI, connected ecosystems are great. Stephen, just summarize this for us. What does this mean going forward as we look at the horizon, multi-year deals coming out of these marketplace opportunities, technical integrations that's value at the platform level, faster partner value and revenue and product success? As the world is accelerating, now we're seeing a lot more efficiency coming. You still got the infrastructure to work on, but the software is accelerating quickly. Quick view of what's coming down the pike?

Stephen Orban

>> Yeah, look, I would just say that while we have a lot of momentum and a lot of great integrations done already, the best is yet to come. And as with any great partnership, we continue to learn from each other and learn from our customers who are using the products together, and they often push us to do more and more together. So we have a pretty robust roadmap of more integrations we want to do, not just in the artificial intelligence space, but across analytics and storage and security, as Diego said, and a good pipeline of customers that we're going to continue to present that value proposition to and continue to make that flywheel spin and the partnership get stronger and stronger over time.

>> You guys got good results. Diego, we'll let you have the last word. Your vision, Box. You've got a great market for what you're doing as a product leader. You're the chief, you got the keys to the kingdom. What's your view of the next year or two?

Diego Dugatkin

>> The next year is amazing for Box, is amazing for our customers. We are truly building intelligent content management at scale where you can actually access the value of your content within the platform. We can only do it also with the right partners, which we're doing here with Google. So we are super excited about what's coming next. We have a number of releases we just announced, with a few more coming now in February and in the future as well. So this is super exciting for what the customers can do all in one integrated platform.

>> We've been seeing a lot of great results from you guys. Congratulations with all the great work and more to come, a lot more value as GenAI adoption continues to accelerate. Gentlemen, thank you so much for being part of this Marvel Series. Diego, great to have you on. Stephen, great to see you. Thanks for coming on.

Diego Dugatkin

>> Thank you.

Stephen Orban

>> Thanks as always, John.

>> Okay. I'm John Furrier, here at theCUBE. Thanks for watching.