Building a Transformational Partner Business for the Enterprise

©2015, Amazon Web Services, Inc. or its affiliates. All rights reserved

Building a Transformational

Partner Business for the Enterprise

Dorothy Copeland, Head of Global Partner Programs

Barry Russell, Head of Marketplace Global Business Development

Stephen Orban, Head of Enterprise Strategy

Agenda

Trends in the partner ecosystem

Marketplace as a go-to-market

Enterprise CIO point of view for

partners

Trends in the partner ecosystem

AWS Partners nearly doubled

Partners are growing quickly

Managed services

Software as a service

AWS Marketplace

Consulting Partner best practices

Packaged

solution offerings

Fixed price

migration

Packaged service

offerings

DevOps

workshops

Security as a

service

Technology Partner best practices

Deploying

SaaS on AWS

Engaging

consulting

partners

Taking a solution

approach

Promoting solutions

with AWS

All-in on AWS

AWS resources to transform your business

APN Competency Program

Digital media

Storage

Life sciences Healthcare

SAP Oracle

Big data

Microsoft

AWS resources to transform your business

APN Competency Program

Acceleration Programs

MSP Partner Program

SaaS Partner Program

AWS Marketplace

Service Acceleration Program – Limited Preview (May launch)

• Enables AWS customers to quickly engage APN Partners for

packaged proof-of-concept solutions

– Database and big data with Redshift, RDS, and DynamoDB

– Mobile later in 2015

• Credits and funding for large DB and big data opportunities

Contact: [email protected]

©2015, Amazon Web Services, Inc. or its affiliates. All rights reserved

AWS Marketplace

Barry Russell

Head of Global Business Development

[email protected]

Why cloud changes software procurement

“35MM+ physical servers

globally today – only

15% in the cloud” *IDC

Cloud is shifting software from

perpetuity to subscription OR

consumption based

Enterprises invest $310B

annually in software

Selecting, purchasing and

deploying is still slow and

manual

“…50% of workloads will

move to the cloud by

2018” *IDC

Companies either bring

licenses or buy “as

needed servers” or

choose SaaS

AWS Marketplace

About us

• Launched in April 2012

• Publishes software

• Over 685 software partners

• More than 2,100 product listings

Benefits to customers

• Easy software discovery

• Simplifies buying for customers

• No license management

• One AWS bill

• Consume hourly, monthly, annually

AWS Marketplace customers – Who is buying?

Coming soon:

AWS Intelligence Community (IC) Marketplace

How do I build a transformational business

with AWS Marketplace?

• Use AWS Marketplace as a primary sales channel

• Train your technical and field staff on AWS (APN)

• GTM best practices– Comp your field, align with ours

– Build a landing page

– Develop quarterly GTM plan with $$$

• List your full suite, price annually

• Take advantage of PoC and GTM funds

The Enterprise CIO ViewpointPartnering with the top IT executive

Stephen Orban, Head of Enterprise Strategy

My history as an IT Executive

Various

leadership

positions CTO

Head of

Enterprise

StrategyCIO, CTO

CIO Solar System

CIO

Background

ExistingLegacy

Tenure

Staffing

StrategyCompany

Financials

Enterprise

IT Map

Security

Posture

Exec Team

Let’s talk about the CIO…

The CIO is a business executive. IT is their contribution to the business.

The CIO is a business executive

• Mission is to solve problems for the business, not buy technology

• They became a CIO through hard work, ambition, and help

• Partners understand and listen

• Partners help them solve problems and make them successful

Executive team

Understand executive team motivations, influence,

and pressures put on CIO

• Where does CIO report?

• Global or business unit matrixes?

• CEO - competition, innovation, costs

• CMO - BI, analytics, brand launches/microsites

• CFO - costs, opex vs. capex, the street

• CRO - product development/monetization

• Lieutenants in other departments, particularly Finance

and Marketing

• Where is there shadow IT?

CEOCompetitive advantage

Save money

CIOBusiness alignment

Move faster, more efficiency

CFOImproved cash flow

Save money

CMORespond to market changes

More experimentation, better analytics

CISO Visibility, auditability, control

CROGet more products to market

Move faster, more efficiency

Priority AWS Value

Experience

Pace of innovation

Service depth & breadth

Pricing philosophy

Ecosystem

Global

Executive team

Company financials

Never talk to an IT executive until you

understand their financial positioning

• Revenue/profit shrinking or growing

• Price sensitivity

• Public vs. private pressures are different

• IT budget will range from 2-10% of

revenue, product development is a wild

card

• Capex vs. opex

Staffing strategy

Never talk to an IT executive until you

understand their staffing strategy

• Size of staff, how they’re organized

• Staff as a percentage of IT budget (multiply by

$120,000-$180,000 depending on size of

industry/location)

• Propensity to outsource - bring in a partner

• Propensity to insource - talk about DevOps, cloud

CoE, staff skills

• Internal vs. vendor politics

IT map - Traditional IT

E-mail, Productivity,

Collaboration, HR,

Finance, ERP

Desktop Support, Device

Management, Telephony,

IT Support

Information Security, CISOEncryption, Key Management, Identity

Management, Firewalls, IDS, DDoS

Business ApplicationsCTO/VP Applications

Digital Products, Brand

Websites, Mobile

Applications, Point of Sale

Systems, Commerce

Corporate ApplicationsCIO/VP Corp Systems

End User ComputingVP IT Support

Infrastructure, VP InfrastructureServers, Storage, Networking, Databases,

Data Warehousing, Data Centers

IT map - Traditional IT with AWS

WorkMail, WorkDocs,

AWS Marketplace,

Directory Service, SaaS

WorkSpaces, AppStream,

AWS Marketplace,

Mobile, SaaS

Information Security, CISOIAM, CloudHSM, Key Management,

Security Groups, AWS Marketplace

Elastic Beanstalk,

Lambda, SQS, SNS,

Mobile, CloudFront

Corporate ApplicationsCIO/VP Corp Systems

End User ComputingVP IT Support

Infrastructure, VP InfrastructureEC2, S3, RDS, VPC, Direct Connect,

Directory Service, IAM, Service Catalog

Business ApplicationsCTO/VP Applications

IT map - A cloud-first tomorrow

Information Security, CISOIAM, CloudHSM, Key Management,

Security Groups, AWS Marketplace

Elastic Beanstalk,

Lambda, SQS, SNS,

Mobile, CloudFront

Business ApplicationsCTO/VP Applications

DevOps, VP DevOpsEC2, S3, RDS, VPC, Direct Connect,

Directory Service, IAM, Service Catalog

WorkMail, WorkDocs,

AWS Marketplace,

Directory Service, SaaS

Corporate ApplicationsCIO/VP Corp Systems

WorkSpaces, AppStream,

AWS Marketplace,

Mobile, SaaS

End User ComputingVP IT Support

Customers need partners to get there

Enterprise IT map - Considerations

• AWS can fit in anywhere - always be piloting.

AWS can help you (i.e. POC programs)

• Know where security reports

• How centralized is infrastructure

• How much autonomy do application groups

have

• Duplicated application teams will probably

mean more autonomy

Enterprise IT map - Infrastructure

• Key long term relationship

• DevOps or cloud division?

• Sentiment on existing private cloud?

Where are supporters?

• Win them over, carefully call out blockers

to CIO

Enterprise IT map - Identify key lieutenants

• Determine where most time needs to be spent:

• VP’s <$1B revenue

• Directors $1B+ revenue

• Who does CIO trust?

• Look for up and coming stars

• Have something new and meaningful when

going to CIO

• When possible, get lieutenants to advocate

The CIO’s background

Provides clues to their motivations

• Developer

• Infrastructure

• Finance

• Business

• Tenure (next)

The CIO’s tenure

Provides clues to their

appetite for change• Tenure with company

• In the CIO role at that company

• In the CIO role

A newly minted CIO will be looking to

make their mark

Existing legacy

The older the company, the more legacy

concerns and the longer their journey• 70’s-80’s – mainframes

• 90’s – heavy licensing and client server

• 00’s – outsourcing and frameworks

• 10’s – SaaS

When was the last big transformation?

Was it successful?

Increasing your customers’ security posture with the cloud

AWS Security

approach

Size of AWS

Security team

Visibility

PEOPLE & PROCESS

SYSTEM

NETWORK

PHYSICAL

Security

Each customer journey is unique, but here’s what

we see along the way…

Executive

Sponsorship

Experiment

Educate Staff

Making it Real

Cloud Center of

Excellence

Hybrid

Adoption

Cloud-First

Standard

Engage

Partners

Let’s get started! Help your customers to…

Help customers to understand costs

Insta

nce C

ou

nt

0

2

4

5

Day of Month

0 5 10 15 20 25

~75% Savings

Make sure you’re

comparing apples to

apples

AWS Cloud Adoption Framework

Professional

Services

Help your customers plan

Business

PerspectivePlatform

Perspective

Process

Perspective

People

Perspective

Maturity

Perspective

Operating

PerspectiveSecurity

Perspective

Create a center of excellence for your customers

Cloud best practices

Customer service oriented

Automate everything

EnableApp

Teams

Infrastructure

Teams

Example tenets:

SAN FRANCISCO