In this session, we will cover how ISV and SI partners have successfully integrated their products with AWS and developed their sales and marketing strategy to transform their businesses. Learn best practices on how ISVs such as Infor have leveraged the global AWS platform and how to build a consulting practice around cloud enablement, the skills that are required, as well as examples of successful programs that have been delivered by AWS partners at F2000 clients and Public Sector accounts.
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Public SectorJeff Kratz, Principal Sales, WWPS, AWS
Who are Public Sector Customers?• Federal, National or Central Governments
• State & Local, Regional or Provincial Governments
• Higher Education and K-12 Education
• Non-Profits and Quasi-governmental Organizations
• Prime contractors serving Government and Education
• Serves the mission of government and education customers with industry solution knowledge, enterprise computing experience and the support of our public sector partner ecosystem.
Partner Success Opportunities in Public Sector
• Deliver consulting and
system integration
projects faster and with
lower operating expense
for Govt. customers
• Build a new managed
services annuity revenue
stream (ex: HED
storage)
• Redeploy your
government & education
software apps or
platform to AWS
• Capture new sales while
helping your customers
with tight budgets
• Path to meeting
“CloudFirst” mandates
• Win new projects by
proposing disruptive
cloud computing and
storage solutions
• Resell or Integrate AWS
services in combination
with your solutions
• Use Contract “Tech
Refresh” provisions to
get a head start
Partner Engagement in Public Sector
• Web site hosting
• Application hosting / SaaS scenarios
• High performance computing, batch data
processing, and large scale analytics
• Content Delivery & Media Distribution
• Internal IT distribution
• Storage, backup, and disaster recovery
• Development and test environments
AWS GovCloud Region• Special region for U.S. Government and ecosystem
partner workloads– De facto USG community cloud
• Customers/tenants: U.S. Persons only– Special contract addendum
– Vetted for export control sanctions
– ITAR requirements and workloads optional
• AWS: all logical and physical access by U.S. Persons only
– ITAR-compliant cloud environment enables (but does not require) customer ITAR workloads
– Bi-annual ITAR audits
• Minor technical differences– VPC-only region
– FIPS 140-2 certified endpoints for S3, APIs, and VPNs
Availability
Zone A
Availability
Zone B
GovCloud (OR)
Maximizing Your AWS Engagement
• Deliver solutions using the AWS GovCloud Region
• Leverage your knowledge of AWS Shared Security Model and
Government Accreditation processes (ex: FedRAMP)
• Use Solution Architect “Office hours” to address questions
• Participate in AWS Public Sector events that focus on government
and education customers (ex: June DC Symposium)
• Engage Capture Team for responding to bid/tender notices
Technology PartnersScott Barneson, Senior Manager, Business Development, AWS
Brian Rose, Senior Vice President, Infor
Two Categories of Partners
Consulting Technology
• Consulting Partners
• Professional Services
• Value Added Resellers
• Software Partners
• Regardless of deployment model
• Regardless of license model
ISV Ecosystem
Partner EngagementTechnical Enablement Business Model Enablement
SupportJoint Go-To-Market
• Develop technical assets
(AMIs, CloudFormation)
• Architecture guidance
• Roadmap updates
• Beta participation
• License portability &
enforcement
• Cloud pricing
• Market expansion
• Programs!
• Demand generation
• Field engagement
• Content creation
• Events
• Certification
• Support statement
• What happens when a
customer calls?
Best PracticesTechnical Enablement Business Model Enablement