Insiders say Google Cloud CEO Thomas Kurian’s secret weapon against Amazon and Microsoft is giving its salespeople the right incentives to sell its partners’ software alongside its own

Google Cloud’s master plan to take on Amazon Web Services and Microsoft Azure hinges in no small part on its investment in good relationships with the top partners who sell software that runs on its platform.

“In that way, the salesforce is properly incentivized to sell the best thing for the customer, rather than selling all the Google Cloud native stuff,” David Allen, the global lead cloud architect at the $2.25 billion database startup Neo4j, which partners with Google Cloud, told Insider.

Read more: