AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015 AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015 Overview of AWS Partner Programs in the Public Sector Dan Kasun Jarrod Buckley Sr. Manager Sr. Manager WW Public Sector AWS Channel Programs Amazon Web Services Amazon Web Services
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Overview of AWS Partner Programs in the Public Sector
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AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015
AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015
Overview of AWS Partner Programs in the Public Sector
Dan Kasun Jarrod BuckleySr. Manager Sr. Manager
WW Public Sector AWS Channel Programs
Amazon Web Services Amazon Web Services
AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015
• Best Practices in the AWS Partner Ecosystem
• APN and AWS Global Partner Programs
• 2015 New and Key Partner Resources
• Opportunities in Public Sector
Agenda
PartnerNetwork
AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015
• Best Practices in the AWS Partner Ecosystem
• APN and AWS Global Partner Programs
• 2015 New and Key Partner Resources
• Opportunities in Public Sector
Agenda
PartnerNetwork
AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015
Enterprises are:• Asking for Managed Services for AWS• Increasingly Deploying SaaS Software• Using AWS Marketplace software for production
Trends in the AWS Partner Ecosystem
AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015
Provide:• Software• Databases• OS and tooling solutions
Provide:• Professional services• AWS integration, migration,
managed services
Technology Partners Consulting Partners
AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015
Consulting Partner best practices
Packaged service & solution offerings
Fixed price migration
DevOps workshops
Security as a service
Consulting Partner collaboration
AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015
Technology Partner best practices
Deploying SaaS on AWS
Engaging Consulting Partners
Taking a solution approach
Promotion via the AWS Brand
All-in on AWS
18% of all software delivery will be SaaS by 2017 (IDC)
Cloud Software will grow to $76.1 billion by 2017 (IDC)
AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015
• Best Practices in the AWS Partner Ecosystem
• APN and AWS Global Partner Programs
• 2015 New and Key Partner Resources
• Opportunities in Public Sector
Agenda
PartnerNetwork
AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015
Premier
Advanced
Standard
Registered
Delivery Model ExpertiseExperiencePartner Type
Your Roadmap: AWS Global Partner Programs
Channel Programs
MSP Program
SaaS Program
Competency Program
Government Program
Test Drive
AWS Marketplace
Consulting
TechnologyGTM Resources
Go-To-Market
PartnerNetwork
AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015
APN Benefits for PartnersTraining & EnablementOn-Demand Sales & Technical Training & AccreditationsAPN Webcast Videos20% discount Classroom TrainingSolution Architect Office HoursAWS QuickStartsSubsidized Classroom TrainingProServe Bootcamp TrainingProduct Development CreditsNamed Solution Architect10 Days Free AWS ProServe
Marketing & Go-to-MarketSyndicated Web ContentEmail Marketing PlatformPartner enablement guidesOpportunity registrationListing in the AWS DirectoryMarketing Development FundingDemand Generation CampaignsAWS Written Case StudyProof-of-Concept Credits/FundingListed on AWS Solution PagesNamed Partner Manager
AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015
APN Program: Consulting
Partner Requirements
AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015
APN Program: Technology
Partner Requirements
AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015
• Validates Partners with Proven Workload and Vertical Capabilities
• Differentiates APN Partners to AWS Customers• Validated based on:
• Customer success, AWS Certifications, technical readiness, AWS product or practice review, customer references
APN Competency ProgramForConsulting &
TechnologyPartners
AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015
Current APN Competencies
Digital media
Storage
Life sciences Healthcare
SAP Oracle
Big data
Microsoft
AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015
Channel Reseller Program• Enables qualified APN Consulting Partners to
resell AWS services to both commercial and public sector AWS Customers
• Ideal for Partners building value-added offerings on AWS
• Partner handles billing, procurement, and support for their customers
ForConsultingPartners
“Being an AWS Channel Reseller enables us to establish an even closer partnership with our customers and deliver value to them by accelerating adoption of the services provided by AWS.“ - Cloudreach
AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015
AWS Managed Services ProgramFor Consulting Partners offering Managed Services on AWS• Technical Enablement – Dev Ops Approach, Security, Customer
Expectations• Business Enablement – Marketing and Go-to-Market
Validation Audit to Qualify for the Program• Migration, operations, security and cloud infrastructure management
• Proactive monitoring and automation of customer’s environment
Self-Assess with the Validation Checklist in the APN Portal
ForConsultingPartners
“AWS is raising the bar on partners to ensure a consistent and rewarding customer experience” – 2nd Watch
AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015
Software-as-a-Service Program (Preview)
Enables Partners to deploy on AWS in a SaaS Delivery Model
Technical & Business Enablement • Apply on APN Portal Today• SaaS Reference Page on Portal• SaaS Webcasts• SaaS Program Office Hours• Creating a SaaS Partner Community to
collaborate and share best practices
ForTechnologyPartners
“By 2017, about 26.2% of all new business software purchases will be of service-enabled software.” - IDC
“We are pleased to be one of the members of AWS’ SaaS Partner Program, which gives us access to tools and training to assist us in designing and delivering cloud-based applications.” - PegaSystems
AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015
• Best Practices in the AWS Partner Ecosystem
• APN and AWS Global Partner Programs
• 2015 New and Key Partner Resources
• Opportunities in Public Sector
Agenda
PartnerNetwork
AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015
APN Portal
AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015
AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015
Customer Opportunity Registration• Available to all Partners in the APN Portal• Qualifies Partners for higher tiers• Enables Faster Engagement with AWS Sales and SAs
AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015
AWS Quick Start Reference Deployments• Reference Deployments Supporting Key Enterprise Workloads• AWS CloudFormation Automates the Deployment• Incorporate Solution Architect Best Practices• Released First to APN Partners