Nuance Communications: Kubernetes Training to Revenue Success

Executive Summary

Delivered high-quality Kubernetes Technical Architecture Workshop that increased customer trust in Google’s container expertise, directly leading to a $150K Professional Services win and positioning $1.75M in 2019 cloud revenue for their first workload migration.

Challenge

Nuance Communications required comprehensive container expertise to support their cloud transformation:

• Technical Validation: Need to assess Google’s Kubernetes expertise before committing to major cloud initiative
• Trust Building: Required demonstration of deep technical competency to justify platform investment
• Migration Planning: First workload migration requiring careful technical planning and risk mitigation
• Strategic Partnership: Evaluation of Google Cloud as long-term strategic technology partner

Approach & Solution

As Kubernetes specialist and workshop leader, I developed a comprehensive solution:

• Technical Architecture Workshop: Delivered comprehensive Kubernetes TAW focused on Nuance’s specific use cases and requirements
• Expertise Demonstration: Showcased deep Kubernetes knowledge and practical implementation experience
• Migration Strategy: Provided concrete guidance for first workload migration approach and best practices
• Partnership Foundation: Built technical credibility establishing foundation for strategic partnership

Results & Impact

Quantifiable Outcomes

• Immediate Revenue: $150K Professional Services engagement won directly following workshop
• Pipeline Development: $1.75M in 2019 target revenue for first workload migration
• Customer Confidence: Significantly increased trust in Google’s Kubernetes expertise
• Strategic Partnership: Established Nuance as strategic Google Cloud customer with expansion potential

Business Value

The solution delivered significant business impact through:

• Revenue Generation: Direct correlation between technical workshop and immediate revenue capture
• Market Entry: Enabled Nuance’s first workload migration to Google Cloud Platform
• Competitive Advantage: Technical expertise differentiated Google from competing cloud providers
• Customer Success Foundation: High-quality delivery created foundation for long-term customer success

Key Learnings

Workshop to Revenue Excellence

1. Direct Correlation: High-quality technical workshops directly correlate with immediate revenue generation
2. Trust Building: Demonstrating deep Kubernetes expertise essential for building customer confidence
3. First Workload Impact: Initial workload migrations create significant revenue opportunities and strategic partnerships

Technical Architecture Workshops

1. Quality Delivery: High-quality workshop delivery increases customer trust in technical expertise
2. Use Case Focus: Workshops must be tailored to customer’s specific technical requirements and use cases
3. Migration Strategy: Concrete guidance on workload migration essential for customer confidence

Professional Services Integration

1. PSO Pipeline: Technical workshops create direct pipeline for Professional Services engagements
2. Revenue Acceleration: Expert technical delivery accelerates revenue capture and customer commitment
3. Strategic Foundation: Technical credibility establishes foundation for long-term strategic partnerships

“Christopher did an amazing job leading a Kubernetes TAW to Nuance Communications with high quality. Your delivery increased the customer’s trust in our expertise in Kubernetes. This in turn led to a win for PSO ($150K) and their first workload with Google Cloud (targeting $1.75M in 2019).” — Omar Shorbaji, Google Account Team