AWS Managed Services and SaaS Partner Programs

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AWS Managed Services and SaaS

Partner ProgramsBrian Matsubara, Head of Ecosystem Strategy

Kelly Hartman, Global Segment Leader, MSPs


Building and Growing SaaS on

AWS for Partners

Brian Matsubara, Head of Ecosystem Strategy

Why AWS?

Building and managing cloud since 2006

40+ services to support any cloud workload

History of rapid, customer-driven releases

11 regions, 29 Availability Zones, 53 edge locations

48 proactive price reductions to date

Thousands of partners; 1900+ AWS Marketplace products

Experience

Service Breadth & Depth

Pace of Innovation

Global Footprint

Pricing Philosophy

Ecosystem

*as of July 31, 2014

Administration

& Security

Access

ControlIdentity

Management

Key Management

& Storage

Monitoring

& Logs

Resource &

Usage Auditing

Platform

Services

Analytics App Services Developer Tools & Operations Mobile Services

Data

Pipelines

Data

Warehouse

Hadoop

Real-time

Streaming Data

Application

Lifecycle

Management

Containers

Deployment

DevOps

Event-driven

Computing

Resource

Templates

Identity

Mobile

Analytics

Push

Notifications

Sync

App

Streaming

Email

Queuing &

Notifications

Search

Transcoding

Workflow

Core

Services

CDNCompute(VMs, Auto Scaling

& Load Balancing)

Databases(Relational,

NoSQL, Caching)

Networking(VPC, DX, DNS)

Storage(Object, Block

and Archival)

Infrastructure

Availability

Zones

Points of

PresenceRegions

Enterprise

Applications

Business

Email

Sharing &

Collaboration

Virtual

Desktop

Technical &

Business Support

Account

Management

Partner

Ecosystem

Professional

Services

Security &

Pricing Reports

Solutions

ArchitectsSupport

Training &

Certification

Service breadth & depth

Thousands of partners around the world

Provide:

Professional Services

AWS Integration and

Migration

Managed Services

Provide:

Software

Databases

OS and Tooling

Solutions

AWS ISV landscape

Operating Systems

Networking

Database

Security

Sto

rage

DevO

ps

AppD

ev

Mobile

IoT

FS

I

Me

dia

He

alth

Ca

re

Life

Scie

nce

s

Analytics

BIBig Data ERP

CRM BPMContent

Management

GIS SCM HRM

CommerceDigital

MarketingDesign

Engineering

AWS

Utility

No long-term

commitments.

License is included in

the metered AWS

offering (i.e. hourly on

Amazon EC2).

AWS Marketplace

License mobility

a.k.a. Bring Your Own

Licenses (BYOL).

Customer acquires

license from

traditional channels

for software running

on AWS.

SaaS

License is managed

at the application tier

by the ISV.

AWS provides the

global infrastructure

for a best-of-breed

solution.

Free trial

Trial licenses to speed

up the sales cycle and

prove value of ISV

solution.

AWS Test Drive &

Technology Partner

GTM Activities.

Software licensing models on AWS

The power of SaaS

By 2017, about 26.2% of all

new business software

purchases will be of service-

enabled software, and SaaS

delivery will constitute about

18% of all software spending

and nearly 20% of

applications spending.”

IDC "Worldwide SaaS and Cloud Software 2013–2017 Forecast and 2012 Vendor Shares" Doc #245084 Dec 2013

The world is moving to SaaS

Why SaaS for ISVs?

• Sell more

• Sell faster

• Improve customer

experience

• Reduce support and

engineering

Why SaaS on AWS?

SaaS characteristics:

Priced Based on Value

Self-Service

Multi-Tenant, Shared

Infrastructure

Elastic Usage

Global Market

AWS characteristics:

Pay for Use

Resources On-Demand

Highly Scalable and

Durable Services

Auto-Scaled and

Scriptable Resources

Global Reach

Data analytics platform on

AWS

CRM, enterprise asset

management, enterprise

resource planning, financial,

human capital, performance,

product lifecycle, supplier

relationship, and supply chain

management

Drupal on AWS and

hosting services

Business process management

and software for customer-

centricity, helps organizations

enhance customer loyalty,

generate new business, and

improve productivity

Many paths to SaaS

Evolve Extend Innovate Innate

AWS SaaS partner program

Benefits Stage APN tier

SaaS community webinar series

Specialized technical content

Technical and business office hours

Learn

Build

Access to product development funding

SaaS-specific reference architectures

AWS training and certification

Grow

Market development funding

Access to sales alignment initiatives

Investment in lead generation campaigns

Regis

tere

d

Sta

ndard

SaaS Program Benefits Stage APN TierRegistered Standard Advanced

APN Webcast for SaaS Partners Series

LearnSpecialized Technical Content

Technical and Business Office Hours

AWS Training & Certification

BuildSaaS Specific Reference Architectures

Access to Innovation Sandbox (Product

Development Funding) *

AWS Test Drive for SaaS

Grow

Lead Generation Campaigns *

APN SaaS Logo Usage

Access to Sales Alignment Initiatives *

Case Studies *

SaaS Customer Free Trials (Market Development

Funding)*

Learn

Build

Grow

*Eligibility Rules Apply


Managed Services on AWS:Finding or Becoming an MSP

Kelly Hartman, Global Segment Leader, MSPs

Pocket Understandings

1) Managed Services are different in the cloud

2) We have a program that will help you:A. Find a qualified AWS Managed Service Partner

and/or

B. Provide a structure and best practices to follow if running your

own MSO

3) Juggling is hard

AWS Managed Service Provider Partners…

• Seamless Transition

• Innovation

Migrate & Build

• Monitoring

• Service Desk

Run

• New Services & Features

• Lower Costs

Optimize

• High Availability

• Automation

Plan & Design

Prerequisites

aAPN Member

aCertified Staff

aAWS Revenue

aCustomer References

Business Management

Solution Design Capabilities

Infrastructure & Application Migration Capabilities

Security Management

AWS Managed Service Program

Process & Cost Optimization

SLAs & Reporting

Customer Obsession

Service Desk & Customer Support

Third-Party Capabilities Validation Audit

AWS Managed Service Program

?

Prerequisites

aAPN Member

aCertified Staff

aAWS Revenue


AWS Managed Service ProgramThird-Party Capabilities Validation Audit

Business Management• Company Overview

• Resource Planning

• Job Roles & Staffing

• Customer Contracts

• Supplier Management

• AWS Support Plan

Prerequisites

aAPN Member

aCertified Staff

aAWS Revenue



Solution Design Capabilities

Detailed Design Document

• Customer

Requirements

• Assessment of Current

Environment

• Security Assessment

• Design Architected

According to AWS Best

Practices

Prerequisites

aAPN Member

aCertified Staff

aAWS Revenue




Infrastructure Architecture

Utilizes Services

• Multi-AZ

• Auto Scaling

• Amazon Virtual Private

Cloud

• Elastic Load Balancing,

Multi-AZ Amazon

Relational Database

Service

Prerequisites

aAPN Member

aCertified Staff

aAWS Revenue




Application Architecture

• Provides Continuous

Integration

• Automated Deployment

• Takes Advantage of

Elastic, Highly Available

Infrastructure

• Tooling Abstracts App

Deployment from

Infrastructure Deployment

Prerequisites

aAPN Member

aCertified Staff

aAWS Revenue



Security Management

• Internal & Customer

Systems Protected

• Quorum Based Access

• Encryption at Rest

• MFA Activated

• Event Logs Retained

• AWS Identity & Access

Management (IAM)

• Service

Continuity/Disaster

Recovery

Prerequisites

aAPN Member

aCertified Staff

aAWS Revenue




• 24 x 7 Availability

• Local Language Support

• ITSM Ticketing System

• Escalation Process

• Integration with AWS

Support

• Proactive Monitoring &

Alerting

Prerequisites

aAPN Member

aCertified Staff

aAWS Revenue




• Event Management

• Incident Management

• Problem Management

• Asset Management

• Configuration & Change

Management

• Release & Deployment

Management

Prerequisites

aAPN Member

aCertified Staff

aAWS Revenue



Customer Obsession

• Customer Satisfaction

Data Collected

• Low Score Follow-Up

• Customer Review

Meetings

• Ongoing Assessment &

Recommendations

Prerequisites

aAPN Member

aCertified Staff

aAWS Revenue



SLAs & Reporting

• Response SLAs

• Solution-Specific SLAs

• Reporting

• Self-Service Web Portal

Prerequisites

aAPN Member

aCertified Staff

aAWS Revenue



Process & Cost Optimization

• Internal Operational

Efficiencies

• Process Efficiencies

• Financial Efficiencies

• Continual Improvement of

Performance to SLAs

AWS Managed Service Program Validation ChecklistStandard for Cloud Managed Services

www.aws.amazon.com/partners/managed-service

Audited AWS Managed Service Partners

Softchoice

Datacom

InfoReliance

Cloudnexa

www.aws.amazon.com/partners/msp

Cascadeo

Smartronix

2nd Watch

Datapipe

Rightbrain Networks

Day1 Solutions

Cloudreach

Corp Info

Apps Associates

NRI

Smart421

ICF International

REAN Cloud

Minjar

Summary

• AWS Managed Service Partners are the Go-To Partners

for All Phases of the Cloud Services Lifecycle: Plan,

Migrate, Run, Optimize

• Look for Audited MSPs

• Leverage the AWS Managed Service Program Validation

Checklist as a Guide if Running Your Own AWS

Environments

…and now

CHICAGO

AWS Managed Services and SaaS Partner Programs

Technology

metered aws

saas license

amazon web services

migration managed services

growing saas

cloud software

saas delivery

power of saas