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Google > Tech Industry & Sales Concepts > Flashcards

Tech Industry & Sales Concepts Flashcards

1
Q

What does the bet X (formerly known as Google X) do?

A

A team of designers, researchers and engineers who go out into the world to think about the largest problems we can solve with truely moonshot ideas.

Several ideas have graduated from X into other bets, inclduing Waymo and Wing.

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2
Q

What does the bet Fiber do?

A

Bring high speed internet to new commuities.

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3
Q

What does the bet Verily do?

A

Trying to make the world’s health data useful so that people enjoy healthier lives.

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4
Q

What does the bet Calico do?

A

Tackling aging and increasing healthspan through cutting edge technology.

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5
Q

What are the two investment bets that Alphabet has under its umbrella and how do they differentiate?

A

CapitalG - Invests in growth, helps technology companies scale with support from Google’s cast expertise and resources.

GV - Provides VC funding to companies in life science, AI, robotics, transportation, cyber security and agriculture.

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6
Q

What does the bet Waymo do?

A

Self-driving (automated) vehicles.

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7
Q

What does the bet Wing do?

A

Drone delivery of food and goods.

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8
Q

What does the bet DeepMind do?

A

Attempting to build general artificial intelligence.

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9
Q

What does the bet Intrinsic do?

A

Industrial robotics for businesses.

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10
Q

What does the bet Isomorphic Labs do?

A

Reimagining the entire drug discovery process from first principles with an AI-first approach.

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11
Q

What does the bet Sidewalk Labs do?

A

Sustainability, affordibility, mobility and economic oportunity via Smart Cities.

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12
Q

What did the “I’m Feeling Lucky Button” used to do?

A

The “I’m Feeling Lucky” button took you directly to the first website that would have been returned on the search results page.

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13
Q

When did Sundar Pichai join Google?

A

Sundar Pichai interviews at Google on the day Gmail launched, April Fools 2004. He was interviewed about the product and thought it was an April Fools joe. He joined a few weeks later.

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14
Q

What is Project Euphonia?

A

Project Euphonia expands our voice models so the assistant can understand more users, including those that have multiple sclerosis, who are deaf, who had a stroke and who stutter.

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15
Q

What is the most famous cafe at Mountain View and where did it get its name from?

A

Yoshka’s Cafe in mountain view was named after the first dog to ever visit the Google campus in 1999.

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16
Q

Where did Moma get its name from?

A

During the early days, Google named its linux servers after San Fran city landmarks. The old main intranet file was called Moma, named after San Francisco Museum of Modern Art.

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17
Q

What was Google Nose?

A

An April Fools joke in 2013 allowing users to smell their search results.

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18
Q

What year was Google App Engine released?

A

2008

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19
Q

What year was AWS launched?

A

2006

20
Q

What year was Microsoft Azure released?

A

2010

21
Q

What year did the Google Cloud brand launch?

A

2016

22
Q

How does Google Cloud organise its customers by segment?

A

Select - accounts represent the largest potential Google loud accounts globally.

Enterprise - Strategic account with more than $1bn revenue or more than $100m in VC funding Tier 1 markets, $500m VC funding in Tier 2 markets.

Corporate - $300m in revenue or more than $30m in Tier 1 VC markets, or more than $100m in revenue for Tier 2 VC funding.

SMB - Those that do not fit in any of the above categories.

23
Q

What are the simple reasons customers would pick any of the 3 primary cloud providers?

A

AWS - Efficiency, quickly save money by running in the cloud and have a broad range of tools for helping you do it.

Azure - Convienience, Familiarity and running services you have used for years as managed services.

GCP - Capability, enabling Serverless, data processing, multi-cloud and AI/ML

24
Q

What are some of the benefits of AWS over competitors?

A

1) First mover advantage in IaaS
2) Heavily integrated into vendor tech stacks, enabling vendor lock in.
3) More products than any other vendor, enabling conversations to start with customers from anywhere.
4) Huge catalog of customer references.
5) AWS has the most security and compliance certifications, making them a favourite for Public Sector.

25
Q

What are some of the disadvantages of AWS over competitors?

A

1) Cost structure and product suite can be overly complex.
2) Very closed source, absorbing a lot of open source projects and repurposing them for their own cloud suite without returning anything to the community.
3) Limited data services.

26
Q

What are some of the benefits of Azure over competitors?

A

1) 30+ years of enterprise sales.
2) Moving legacy software into the cloud to reduce risk of using new tools (Windows Server, Office, SQL Server,, Sharepoint)
3) More regions than any other cloud provider.
4) Progressing towards more openness through the acquisition of GitHub.

27
Q

What are some of the disadvantages of Azure over competitors?

A

1) Limited innovation.
2) Vendor lock-in is frequent when architectures are implemented using Microsoft stack.
3) Region lock-in and limited fail-safe optionality.

28
Q

What is the difference between Gross Revenue and Sales / Net Revenue at Google Cloud?

A

Gross Revenue - The monetised usage of Google Cloud, including customer negotiated discounts.

Sales Revenue - The revenue Google Cloud sees after all credits, free trials and marketplace discrepancies are applied.

29
Q

What is the difference between Net New Growth and Organic Growth at Google Cloud?

A

Net New Growth - Revenue generated from a customer or new workloads with an existing customer.

Organic Growth - Revenue from existing workloads that grows from increased utilisation, scope of functionality.

30
Q

What is the average month-on-month (MoM) growth you need aim for on any metric in order to double your business in a year?

A

6% (technically 5.95%)

31
Q

What is an ISV?

A

Independent Software Vendors create software in a Cloud marketplace that the provider charges via infra usage.

32
Q

What is the Rule of 78 in recurring revenue models?

A

If you sold $1 in January of any given year at a recurring monthly cost, and then sold that same deal again every month for the whole year, you wouldn’t make $12 for the whole year. You would make $78. That’s the power of recurring revenue.

33
Q

What is ARR?

A

Annualised Run Rate - Last months run rate (amount spent by a GCP customer on Cloud) multiplied by 12.

This is dynamic during ramping phase and will stabilise once you hit steady state.

34
Q

What is the difference between Bookings (previously bucket 1) and Revenue (previously bucket 2)?

A

Bookings (bucket 1) is about subscription, committed revenue over a set period of time.

Revenue (bucket 2) is about consumption, and is usually non-committed revenue that can be as a result of organic growth or workloads that are ramping.

35
Q

What is a Watermark in Bookings sales?

A

A watermark is the existing ACV (Annualised Contract Value) of a previous contract when you are negotiating a new one. For the business to grow and be incremental, the new ACV must be higher than the watermark.

For example if you have a TCV of £10m over 5 years, your ACV would be £2m and your watermark when negotiating would be £2m.

If it is a new customer, the watermark is zero.

36
Q

What are the 3 Opportunity Record Types in Vector?

A

1) Standard - A GCP or workspace pursuit that is not a commitment contract such as individual workloads, proof-of-concepts.

2) Commit - Used for only GCP (not workspace), for any Commitment contractural pursuits. It can also be used to wrap multiple workloads.

3) Renewal - Used for Workspace for a re-commit contract.

37
Q

What are the 5 stages of forecasting within Vector?

A

1) Omit - Default for unqualified opps, for “Standard” record types.

2) Pipeline - Early stages of an opportunity still in scoping and designing phase.

3) Upside - Fully qualified opportunity with close plan, proposal / negotiation still in progress, but still with some unknowns around technical or business factors.

4) Commit - Awaiting customer board approval. Close plan with mitigation plan for any identified risks.

5) Close / Won

38
Q

What does SKU stand for and what is it?

A

Stock Keeping Unit - A distinct type of item for sale, that has a unique set of attributes that distinguish it from other products/services. These attributes can be manufacturer, number of users, QPS or QPA etc.

39
Q

What is Microsoft’s AR headset called?

A

Hololens (Mark I and II)

40
Q

What is TAM?

A

Total Addressable Market - The overall revenue opportunity that is available to a product or service if 100% market share was achieved.

There are two methodologies of calculating TAM:

Top-Down – calculated using industry research and reports.
Bottom-Up – calculated using data from early selling efforts.

41
Q

What is TAM vs SAM vs SOM?

A

Total Addressable Market vs Serviceable Addressable Market vs Serviceable Obtainable Market

SAM assumes firms can only service markets that are core or directly adjacent to its current customer base.

SOM also addresses market share % or projected market share.

42
Q

What is a PRD?

A

Product Requirements Document - Used for capturing initial requirements from a customer in order for a Product Manager to estimate effort.

43
Q

What does NIU stand for?

A

Novice Internet Users, typically in emerging markets.

44
Q

What does UGC stand for?

A

User Generated Content

45
Q

What does DRF stand for (internal Google Cloud term)?

A

Discount Review Forum

Google (7 decks)

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