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After years of precipitous declines in the price of cloud computing, things seem to be stabilizing, and @Google #Cloud CEO @DianeGreene thinks that’s because the nature of the customer is changing.

Interview: How Google Cloud CEO Diane Greene is navigating the tricky world of cloud-based #AI
In an interview with @GeekWire on the sidelines of Google Cloud Next 2018, Greene discussed several aspects of the modern cloud computing world but took some time to discuss pricing. While cloud market share has been relatively fixed for the last few years — with @Amazon Web Services well out in front and Google trailing @Microsoft #Azure — the buyers of cloud services are changing as bigger multiyear deals get cut by high-ranking executives, as opposed to a dozen engineers running up bills on the company credit card.

And with those buyers, you take a different approach. And that is why Greene was hired to lead Google’s cloud group in 2015, when it was known for its prodigious tech skills and its difficulty related to the needs of average companies.

“You never want to win on price, you want to win on the value of your product,” Greene said. Enterprise customers want service-level agreements, bespoke consulting services, and integration help, and they are willing to pay for more than just the basic compute and storage services that launched cloud computing a decade or so ago.