AWS Summit London 2014 | Partners & Solutions Track | Best Practices for Partnering with AWS

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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 …

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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  • 1. © 2014, Inc. and its affiliates. All rights reserved. May not be copied, modified, or distributed in whole or in part without the express consent of, Inc. Best Practices for Partnering with AWS Dorothy Copeland Global Partner Programs Leader
  • 2. Over 10,000 Partners around the World Thousands in North America 1000+ in Latin America 1000+ in EMEA Thousands in APAC AWS aims to build the most Customer-Centric Partner Programs
  • 3. AWS Partner Ecosystem Consul'ng  Partners   Technology  Partners   •  Systems Integrators •  Strategic Consultancies •  Resellers & Distributors •  Application Developers •  Managed Services Providers •  Digital Agencies •  ISV & Application Vendors •  SaaS/PaaS Providers •  Management & Security Vendors •  Operating System Vendors •  Database Vendors •  Developer Tools
  • 4. Broad Ecosystem of Consulting Partners
  • 5. AWS Consulting Partner Ecosystem at a Glance AWS Platform Partner Ecosystem
  • 6. Consulting Ecosystem Services – Infrastructure Compute Storage AWS Global Infrastructure Database App Services Deployment & Administration Networking Managed ServicesManaged Service Providers & AWS Resellers Offer Fully Managed AWS Infrastructure AWS Credential Management Migration and Support Billing
  • 7. Consulting Ecosystem Services - Applications Enterprise Applications Consumer & Web Applications Big Data & HPC Back-up & Disaster Recovery Compute Storage AWS Global Infrastructure Database App Services Deployment & Administration Networking
  • 8. 5 Reasons to Build an AWS Practice
  • 9. 1. It’s Still Early •  In 2013, we saw: – Over $25M in funding go into our consulting ecosystem – Analysts at IDC predict that the market for public cloud consulting would grow 10x faster than overall IT professional services – Enterprise customers going all in
  • 10. 2. Global Reach
  • 11. 3. Managed Solutions are Driving Significant Revenue
  • 12. 4. AWS Improves Margins and Team Performance Script your most common project environments
  • 13. 5. Best Practices are Emerging •  Find your niche and differentiate •  Understand AWS economics •  Consider an MSP strategy •  Invest in solution frameworks •  Build a methodology and select supporting tools •  Engage with our Professional Services team •  Help your customers take the Cloud Journey
  • 14. The Path to Business Benefits from the Cloud Fixed Price Assessment 50 – 100k Revenue (per project) 100 – 250k Initial App Migration Governance Framework Division Pilot 2 Year Roadmap 250-500k 5 – 20M Phased Data Center Migration
  • 15. Examples of Successful European Partners Cloudreach Premier Consulting Partner London Smart421 Premier Consulting Partner London tecRacer Advanced Consulting Partner Germany Edifixio Advanced Consulting Partner France Capgemini Premier Consulting Partner France
  • 16. How To Get Started •  Register with the APN •  Get accredited for professional and technical certifications •  Pick your areas of focus and write a business plan •  Build a POC using our free tier •  Migrate an internal app and start thinking about your firm’s special sauce
  • 17. Broad Ecosystem of Technology Partners
  • 18. Partner Engagement with AWS Technical Enablement Business Model Enablement SupportJoint Go-To-Market •  Develop technical assets (AMIs, CloudFormation) •  Architecture guidance •  Roadmap updates •  Beta participation •  License portability & enforcement •  Cloud pricing – innovative ways to charge customers •  Market expansion •  Programs! •  Demand generation •  Field engagement •  Content creation •  Events •  Certification •  Support statement •  What happens when a customer calls?
  • 19. Best Practices for Building an AWS Offering Technical Enablement Business Model Enablement SupportJoint Go-To-Market •  Assign resources •  Prioritize •  Get help (earlier is better) •  Declare your objective •  Experiment •  Think global •  One size does not fit all •  Assign resources •  Prioritize (start with what works) •  Think global •  Package your offering in ways that are meaningful to your customers •  Listen to your customers •  Make it easy to understand •  Take advantage of AWS Premium Support
  • 20. Engage in our Programs •  AWS Partner Network •  AWS Test Drive •  AWS Marketplace •  Free Trials •  Competencies Marketplace Partners AWS Test Drive APN Competency Program
  • 21. AWS Partner Network – Partner Portal
  • 22. AWS Test Drive Program Make it easy for people to experience the power of your software.
  • 23. AWS Marketplace – List your Software Here! Make it easy for people to discover and deploy your software AWS becomes a channel for you.
  • 24. AWS Free Trials on Marketplace Help people get started without commitment. Opportunity for customers to try and buy your software
  • 25. AWS Competencies Align your software with the Consulting Partner ecosystem Map your consulting partners with ours.
  • 26. Taking the Journey to Partner with AWS ü  Sign up for the AWS Partner Network ü  Get Trained, Accredited & Certified ü  Launch your own Test Drive ü  Check out our Programs: ü  AWS Channel Reseller Program ü  Government Partner Program ü  Competencies ü  Direct Connect ü  Marketplace ü  Integrate and launch your AWS solutions and services ü  Win Customers ü  Write Case Studies Tell us how we can help you along the way!
  • 27. Thank You!
  • 28. Examples of Successful Partners Remote Team Core Development Team Extra Development Resources Contractor Team Large Energy company uses AWS to Develop Software Faster and Cheaper
  • 29. Examples of Successful Partners Shire runs SAP Business Objects on AWS Use case: SAP Business Objects
  • 30. Examples of Successful Partners Schneider Electric Leveraging AWS Hybrid Cloud Use case: Company Intranets and DR
  • 31. Examples of Successful Partners Greyhound leverages Cap’s Cloud Orchestration Platform Use case: Shipment Tracking Portal
  • 32. Examples of Successful Partners Qantas runs in flight analytics on AWS Use case: Customer Care and Analytics