Partnering with AWS

March 9, 2017 Amsterdam

AWSome Day

©2016, Amazon Web Services, Inc. or its affiliates. All rights reserved.

The conversation for CIOs has

shifted from a skeptical

discussion of “Why the Cloud?” to

a pragmatic discussion of “When

and How?”

Source Gartner. Learn more and Request the full Report at:

http://www.gartner.com/doc/reprints?id=1-2G2O5FC&ct=150519&st=sb

Your Hosts

Arjen Vriens

Partner Development Manager

Nicolas Dubois

Partner Development Representative

AGENDA

The Partnership Vision

AWS Value Proposition for Partners

Business Opportunities with AWS

Make it Happen

The Partnership Realization

Make it Work

Going to Market with AWS Team

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2

3

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Source Gartner. Learn more and Request the full Report at:

https://www.gartner.com/doc/reprints?id=1-2G2O5FC&ct=150519

“Q2 2016 revenue for the

AWS segment increased

58.2% y/y to $2.9 billion,

making AWS a more than

$11 billion run rate

business”

“AWS is the fastest

enterprise IT vendor to

reach a $10 billion run-rate”

“We’re Customer Obsessed. We Start

with the Customer and We Work

Backwards.”

More than 95% of AWS new Features

come from Customer Feedback.

Flywheel of Success

Lower Infrastructure

Costs

Reduced Prices

More Feedback

More Innovation

More Customers

More AWS Usage

More Infrastructure

Economies of Scale

Cloud is Disrupting Every Industry

Media & Entertainment GamingHealthcare

Financial Services

GovernmentEnterprise IT

Manufacturing Travel/Hospitality Life Sciences Retail

Cloud is Driving New Customer Trends

Cloud is the easiest way to manage

infrastructure but Customers need

Partners to help make a proper :- Transition

- Application Migration

- Leverage the Full Potential

- Provide Support and Maintenance

- Develop

- Transform

Source White Paper: How to Build your Business with AWS.

What Customers expect from the

AWS Partner Network?

- Deep and Broad Skills

- Value Added Services

- Agility

- Coherent Business Model

- Clear AWS Strategy

A successful partner embrace

innovation on the AWS platform

and gain business agility bringing

value to both its firm and its end

customers.

“Our experience with AWS exceeded our

expectations. We were looking for a

platform for IaaS. What we found was a new

world of opportunities and innovation.”

AWS Premier

Consulting Partner

AGENDA

The Partnership Vision

AWS Value Proposition for Partners

Business Opportunities with AWS

Make it Happen

The Partnership Realization

Make it Work

Going to Market with AWS Team

1

2

3

4

5

6

What Customer Are Asking For

Security &

Governance

Backup

& DR

Managed

ServicesNetworking Migration

Cloud Based SW

Delivery AWS MarketplaceDevOps Cloud Adoption

Framework

IoT Mobile Enterprise Apps Big Data

Marketing &

Commerce

Life Sciences Healthcare Digital Media

Dev & Test True Production Mission Critical All-in

Build production apps

Migrate production apps

Marketing

Build mission-critical apps

Migrate mission-critical apps

Development and

test environments

Corporate standard

Cloud First!

Cloud Adoption

Patterns

What Your Firm Offers Potential Revenue

Strategy Consulting,

Architecture Typically a fixed fee; often varies from $25K to $250K+ depending on scope

Professional Services ,

Application Development,

Integration & Migration

2X to 10X multiplier on top of the AWS spend for professional services

Managed Infrastructure,

Application Services 20% to 50% uplift for a standard MSP engagement on AWS spend

AWS Instance Optimization Reduce your overall cost of servicing the customer from ~30% to 60% by utilizing RIs; increase

your margin or pursue additional projects with the customer leveraging savings

Software 5% to 30% license margins

Repeatable Intellectual Property (IP)

& Additional Solutions for

Customers

Very flexible, and up to you; as an example, you can normally charge based on # of seats/as a

subscription service . Leverage AWS Marketplace for volume sales.

Potential Revenue per Partner Services

AGENDA

The Partnership Vision

AWS Value Proposition for Partners

Business Opportunities with AWS

Make it Happen

The Partnership Realization

Make it Work

Going to Market with AWS Team

1

2

3

4

5

6

Cloud Adoption is more than just

Technology

“Infrastructure-less” Environment

IT as a Utility

Business Alignment

Plan for Failure vs. Encourage Failure

Why Prevent the Inevitable?Governance and Policy

What Are Others Doing?

Operational Integration

Continuous Deployment

Talent Optimization

Application Optimization

On Demand

Why?

When?

Security

How?

Compliance

Industry

Cost Control

Reporting

Core Competency

DevOps

Executive

Sponsorship

Experiment

Principles &

Standards

Cloud Center of

Excellence

Adoption

Roadmap

Cloud-First

Strategy

Organizational

Change

Align on Business Requirements, Bring all Stakeholders with You

Create your Vision, Incentivize Team Members to Follow your Lead

Define Architectures, Patterns, Governance, Measure, Monitor, Iterate

Publish Guidance and Guard Rails for How to Adopt Cloud Successfully

Provide Centralized Expertise, Standardize Tools, Define Best Practices

Start Small and Iterate, Measure, Manage and Update Plan

Define New Operating Models, Policies, Processes, Economics; Provide Training

Key Elements of a Successful Journey

Industry Drivers

Market Drivers &

Innovation

Cloud Adoption

StrategyBusiness Strategy

Understanding your Business Objective and Market Drivers

• Competitive Advantage in the Market

• Reducing the Cost of Traditional IT

• Adapting to Market Changes Quickly

• Aligning IT to Business Strategy

• Organization Size and Complexity

• Regional and Global Footprint

• Operational Maturity

• Centralized or Decentralized IT Delivery Model

• Internal Culture

• Startup vs. Well-Established Business

Understanding your Organization’s Capabilities

Explore

Prepare

Migrate / Develop

Iterate

Business Value

Optimization

Automation

CostReduction

• Explore - Why do it, What Business

Value, Gap Analysis

• Prepare - Project Plan for Activity,

Training, Establish Platform, Establish

Operations, Establish Security

• Migrate/Develop - Move an Existing

Application to the Cloud or Develop a

New Cloud Native Application

• Iterate - Measure and Identify

Opportunities to Improve

Execute and Deliver

Customer Example: Delaware North - https://aws.amazon.com/solutions/case-

studies/delaware-north/

The AWS CAF is comprised of:

• 7 Perspectives (Business, Platform, Maturity, People, Process,

Security and Operating)

• Step-by-Step Process to Build your Cloud Roadmap

• Execution and Delivery Approach

Comprehensive Framework to Efficiently and Effectively Align your

Cloud Adoption Journey to your Business Objectives.

Let the AWS Cloud Adoption Framework Guide You

CAF Landing Page: https://aws.amazon.com/professional-services/CAF/ and

White Paper https://bit.ly/1FswDZQ.

AGENDA

The Partnership Vision

AWS Value Proposition for Partners

Business Opportunities with AWS

Make it Happen

The Partnership Realization

Make it Work

Going to Market with AWS Team

1

2

3

4

5

6

Focus on Human Competencies

Learn more at: https://aws.amazon.com/partners/overview/partner-training/.

Train your Technical Team

Learn more at: https://aws.amazon.com/training/course-descriptions/.

AWS Certified Solutions

Architect - Associate

AWS Certified Solutions

Architect – ProfessionalAWS Certified DevOps Engineer Professional

Solutions Architect Developer SysOps Administrator

AWS Certified

Developer - Associate

AWS Certified SysOps

Administrator - Associate

Learn more at aws.amazon.com/certification

AWS Certification Exam Readiness Workshop

Go Get the Certifications

Focus on Added Value in

Automation

Get More Done for Less, and

Increase Opportunities for the

Customers.

Leverage AWS MarketplaceMore than 2,600 Software Listings from over 900 ISVs

Learn More on How to Sell on the MarketPlace: https://aws.amazon.com/marketplace/management/tour

Focus on Creating a Coherent Offer

–

Adapt your Pricing Model

Example on Managed Services:

Per VM, Per Size

Per Complexity?

On-demand

Instances

Reserved

Instances

1-year and

3-year terms

No Upfront

Spot Instances

Partial Upfront

All Upfront

• Pay as you go

• Starts from

$0.02/Hour

• All, Partial, or No up

front payment +

Monthly payments

• Significant discounts

over on demand

price

Leverage All AWS Pricing Models

Manage Your Pricing Proposition with our Calculator:

https://calculator.s3.amazonaws.com/index.html

AGENDA

The Partnership Vision

AWS Value Proposition for Partners

Business Opportunities with AWS

Make it Happen

The Partnership Realization

Make it Work

Going to Market with AWS Team

1

2

3

4

5

6

Don’t be Reactive but be Strategic!

Let’s be Prepared for Success!

• C-suite and Board Level Support for AWS Business

• Reinforce Support with a Joint Approved Business Plan (Yearly Goals, Investments and Staffing)

– Focus: Where You Can Win – Solution, Geo, etc.

– Avoid: Multi-Cloud Pitch

– Ideal: The Partner is “All-In” with AWS

• Always Be In-Sync with your Partner Development Manager

CEO

Executive Buy-In and Alignment

Complete Formal Partner On-Boarding and

Joint Business Plan

Align with AWS Best Practices & Well-

Architected GuidelinesSet Goals, and Compensate on AWS

Practice Revenue and Success

Are AWS Accredited and Certified

Professionals

Establish pipeline Cadence with AWS-Led Resources

(Solution Architect, Professional Services, Service teams)

Our Most Successful Partners

Dedicated AWS Field-Level Business and Technical Resources

Well-Defined Solution/Service and Value Proposition

Websites

Financial Services

Big DataDevOps

Disaster RecoveryArchivingBack Up and Recovery

Enterprise ITInternet of Things

Mobile ServicesMedia & EntertainmenteCommerceDigital MarketingHigh Performance

Computing

Scientific ComputingDatabases

GamingHealthContent DeliveryBusiness Applications

EducationState & Local GovernmentFederal Government Non Profit

DevOps Security

HealthcareBig Data Life SciencesOracle

Migration

Microsoft

MobileGovernment

SAP

Digital Media

Current APN Competencies

Learn More with Case Study: https://aws.amazon.com/migration/partner-solutions/.

Marketing & Commerce

Storage

Highlight Your Partnership

• Use Your APN Logo: Show your Level of Partnership

• Go Digital: Website, SEO

• Develop Targeted Content: Showcase your Customer References, Explain your Competencies

Start Using our Partner Network Marketing Center

Opportunities in the APN.

Leverage our Support

Learn More on Support Plans: https://aws.amazon.com/premiumsupport/.

Apply for an Upgrade