APN & AWS Marketplace Overview: How to Build Your Business with AWS
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APN & AWS Marketplace Overview: How to Build Your Business with AWS

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In this session, we will cover how ISV, VAR’s, and SI can become AWS partners and take advantage of AWS global programs and tools that can help partners grow and manage their business . Learn how ...

In this session, we will cover how ISV, VAR’s, and SI can become AWS partners and take advantage of AWS global programs and tools that can help partners grow and manage their business . Learn how partners have leveraged global AWS programs and the AWS Marketplace to quickly Cloud-enable their software and make it available for customers worldwide to purchase and run on AWS.

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APN & AWS Marketplace Overview: How to Build Your Business with AWS APN & AWS Marketplace Overview: How to Build Your Business with AWS Presentation Transcript

  • © 2014 Amazon.com, Inc. and its affiliates. All rights reserved. May not be copied, modified, or distributed in whole or in part without the express consent of Amazon.com, Inc. AWS Partner Network Dorothy Copeland, Partner Programs Leader
  • AWS Partner Network 8000+ Partners around the World
  • AWS Global Partner Ecosystem Consulting Partners • Systems Integrators • Strategic Consultancies • Resellers & Distributors • Application Developers • Managed Services Providers • Digital Agencies Technology Partners • ISV & Application Vendors • Security & Management • SaaS/PaaS Providers • Management and Security Vendors • Operating System Vendors • Database Vendors • Developer Tools
  • Broad Ecosystem of Consulting Partners
  • Broad Ecosystem of Technology Partners
  • APN Partner Portal • Track AWS Success in your Partner Scorecard • Access On-Demand Partner Training • Receive Marketing and Demand Gen. Support • Contact AWS Alliance Team and SA’s • Download Partner Content Tools and content for partners to grow their business on AWS.
  • Partner Training • Free Technical and Business on-line training for Partners • Earn AWS Business & AWS Technical Professional Accreditation • Receive Partner-only discounts on Instructor-Led AWS Tech Training • Attain AWS Certification through the Global AWS Certification Program Partners access partner training offerings through the APN Portal.
  • Educational Webinars for Partners • Webinars conducted by AWS Solution Architects, Partner Managers and marketing teams • April content incudes:  AWS Partner Opportunity for Media & Entertainment  AWS Platform for BigData  Backup and Disaster Recovery on AWS  Implementing Active Directory Domain Services in the AWS Cloud  Oracle on AWS  Executing Marketing Campaigns with AWS Grid  Overview of all new Services featuring IAM  Choosing the Right Cloud-based Database  Web Applications on AWS  Multi-Capabilities of Direct Connect - Multi-region and Multi-Account Technical Overview
  • • Search from a repository of partner-focused content: – Technical Whitepapers – Videos from AWS & Partner Events – Business Presentations – Product & Service Overviews Technical, Business and Marketing Content for Partners Partner Content
  • AWS Grid • Professionally designed multi-touch campaigns • Access deep reporting on how your lead prospects interact with campaigns • Surface the highest quality leads and learn what interests a potential client With AWS Grid, Partners are able to create jointly branded websites with AWS and execute turn-key email demand generation campaigns in minutes.
  • AWS Partner Directory The AWS Directory is a valuable tool for partners who wish to promote their products and professional services offerings to prospective AWS customers. • 40,000 Customers per month find Partners in the AWS Partner Directory • Highlight Technology Solutions, Marketplace Products, Case Studies • Increased Prominence to Advanced Partners
  • APN Programs Authorized Training Partner Program Marketplace Partner Program AWS Test Drive for Partners Government Partner Program Direct Connect Partners APN Competency Program Channel Reseller Program
  • APN Logos
  • APN Standard and Advanced Requirements Requirements Standard Advanced Products on AWS >1 Product in Public Beta >1 Product in General Availability Min. AWS Billings (3 mo. avg.) $1,000/ month $25,000/ month AWS Customer References 2 4 AWS Support Developer Level Business Level Requirements Standard Advanced # AWS Trained Technical Staff 2 5 # AWS Trained Sales Staff 2 5 Min. AWS Billings (3 mo. avg.) $1,000/ month $10,000/ month # of AWS Customer References 2 4 AWS Support Developer Level Business Level Consulting Partners Technology Partners
  • AWS Partner Programs in a nutshell.. Play Video, please…
  • Getting Started as an AWS Partner  Sign up for the AWS Partner Network  Open an AWS Account  Get Trained, Accredited & Certified  Launch your own Test Drive  Integrate and launch your solution on AWS  Win some Customers  Write some Case Studies with us  Consulting Partners - AWS Channel Program  Technology Partners - AWS Marketplace
  • Thank You!
  • © 2014 Amazon.com, Inc. and its affiliates. All rights reserved. May not be copied, modified, or distributed in whole or in part without the express consent of Amazon.com, Inc. AWS Marketplace Barry Russell, Head of Business Development
  • What we will cover today • What is the AWS Marketplace? • Announcing new products • What is the value of selling on AWS Marketplace? • How do partners use AWS Marketplace as a new sales channel? • Customer Case Study: 2nd Watch • Partner Case Study: Digital Reasoning, building and selling in cloud • Easy steps to sell on Marketplace
  • What is AWS Marketplace? AWS app store for business/IT software • Broad selection, over 1400 listings • Integrated AWS procurement and payments • Instant fulfillment, support of 1-Click and CloudFormation Software for Testing, PoC and Production • IT and business titles for Enterprise production workloads • Free, limited, and enterprise versions of titles – customer can perform a low cost pilot, then migrate seamlessly to production • Customers of all sizes – F500 and SMB
  • Growth in the application store • The number of products available on AWS Marketplace has increased 150% since January 2013 • AWS Marketplace customers stick around, hours of usage up over 800% since Jan 2013 • Over 1400 products and growing 0 200 400 600 800 1000 1200 1400 Q4 '12 Q1 '13 Q2 '13 Q3 '13 Q1 '14 Software in Marketplace Product Growth
  • Product Launches at the SF Summit • Adobe Media Server • Cisco Services Router • Barracuda Spam Firewall • Ansible Tower • Fortinet FortiGate
  • What are the benefits for Partners? • Access to hundreds of thousands of AWS Customers • Hourly pricing and free trials remove risk for customers and enable Partners to run PoCs • Reduce sales cycles from months to weeks (or days) • Provide software bits and a rate sheet – we will do the rest • On-board products to cloud in a matter of days, available through a worldwide sales channel
  • AWS Marketplace: Sales Enablement Enable a new sales channel for your sales teams and Channel Partners and help your customers move to cloud. Benefits: • Custom reporting for sales compensation • Access to AWS Solution Architects • AWS Credits and funding for PoCs • Partner with AWS Sales • Accelerate sales cycle, close faster • Funded customer testimonials (video and print)
  • Tools to Grow and Manage Your Business Demand Gen • Offer free software trial up to 31 days • SEM campaigns • Landing Pages • Webinars/Events • Proof of Concepts • Customer testimonials Management Portal • Track marketing ROI by source or activity • Verify customer support eligibility • Access data and metrics for reporting • Permission based access Automated Communications • Event driven email to customers • Customized by you for each product • Improve customer experience • Reduce churn
  • Personalized, automated, real-time communications Event driven communications for you to send to customers through Marketplace • Starting with a ‘welcome email’ with your customized message upon launch • Improve new customer deployment, decrease churn • More automated communications soon
  • A secure online portal for your organization to build and grow on AWS Marketplace • Verify customer support eligibility • Access data and metrics through reporting • Track demand generation effectiveness • Access based on permissions you manage See the tour at https://aws.amazon.com/marketplace/management/ AWS Marketplace Management Portal
  • Customer value and feedback • 1-Click launch, no procurement of hardware and the software launches pre- configured for AWS • Minutes for deployment, instead of weeks or months • Vetted, tested, secure and approved products • Use your AWS account to purchase • Supports Invoice Billing • See the charges for software and AWS services separately on the bill • Clear pricing for all products, hourly and monthly options, different instance size and region choices • Tools to track your purchases and control usage • Ability to scale software up or down on-demand
  • • 2nd Watch (2W) is a member of the AWS Partner Network (APN) and a leading provider of full-service cloud IT solutions • Needed to find an application delivery platform for its client, Adobe • Used AWS Marketplace to rapidly experiment with multiple software and software editions, and finally to deploy Citrix NetScaler for its client AWS Marketplace Enables 2nd Watch to Quickly Experiment with Multiple Application Delivery Platforms
  • © 2014 Amazon.com, Inc. and its affiliates. All rights reserved. May not be copied, modified, or distributed in whole or in part without the express consent of Amazon.com, Inc. Digital Reasoning Marten den Haring, SVP Product
  • Leader in Cognitive Computing Enabling Automated Understanding of Human Communication Your Data Our Analytics Reduce Risk Grow Revenue Unstructured + Structured Better Outcomes Knowledge Discovery + Aggregation + Visualization Digital Reasoning Machine Learning Platform US Intelligence Community & Financial Services New York – London – DC - Nashville
  • PUBLIC DATA ENTERPRISE DATA AWS Marketplace EC2 CLOUD & STOREFRONT Digital Reasoning + AWS Marketplace Cognition-as-a-Service Data Cost Reach Consumers Front Office Back Office Developers & Data Scientists  Sales  Marketing  Services  HR & Finance  Legal & Compliance  R&D
  • Coming Soon on AWS Marketplace Synthesys® Cloud 2 • Supports new Data Formats: Email, RSS feeds, Bing • Synthesys Glance, Digital Reasoning's application for knowledge discovery • Cloudera Impala for Real-Time Data Query • Stackd.io for open source configuration management
  • Easy Steps To Sell on AWS Marketplace Onboarding process: • Register as a partner through aws.amazon.com/marketplace • Upload product page details • Submit AMI for testing • Plan GTM activities with your PDM • Start to finish in ~30 days or less Questions? Visit Marketplace at the AWS Booth or contact us at: aws-mp-bd@amazon.com
  • © 2014 Amazon.com, Inc. and its affiliates. All rights reserved. May not be copied, modified, or distributed in whole or in part without the express consent of Amazon.com, Inc. AWS Marketplace Barry Russell, Head of Business Development Thank you!