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 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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Best Practices for Partnering with AWS

  1. 1. © 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. Best Practices for Partnering with AWS Josh Hofmann, Principal Partner Development Jeff Kratz, Principal Sales, WWPS Scott Barneson, Sr. Mgr, Business Development March 26, 2014
  2. 2. Agenda • Josh Hofmann: Building a consulting business on AWS • Jeff Kratz: Best practices for public sector • Scott Barneson: Best practices for technology partners
  3. 3. Two Categories of Partners Consulting Technology • Consulting Partners • Professional Services • Value Added Resellers • Software Partners • Regardless of deployment model • Regardless of license model
  4. 4. Four Tiers of Partners Highest Requirements Entry Level Higher Requirements Advanced Standard Registered Partner
  5. 5. AWS Consulting Partner Ecosystem at a Glance AWS Platform Partner Ecosystem
  6. 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. 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. 8. 5 Reasons to Build an AWS Practice 1. It’s still early 2. Global Reach 3. Managed solutions are the future of professional services 4. AWS improves margins and team performance 5. Best practices are emerging
  9. 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. 10. 2. Global Reach
  11. 11. 3. Managed Solutions are Driving Significant Revenue
  12. 12. 4. AWS Improves Margins and Team Performance Script your most common project environments
  13. 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 • Think big!
  14. 14. The Path to Thinking Big 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. 15. 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
  16. 16. Examples of Successful Partners Schneider Electric Leveraging AWS Hybrid Cloud Use case: Company Intranets and DR
  17. 17. Examples of Successful Partners Greyhound leverages Cap’s Cloud Orchestration Platform Use case: Shipment Tracking Portal
  18. 18. Examples of Successful Partners Qantas runs in flight analytics on AWS Use case: Customer Care and Analytics
  19. 19. Examples of Successful Partners Shire runs SAP Business Objects on AWS Use case: SAP Business Objects
  20. 20. 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 • http://aws.amazon.com/partners/overview/consulting- partner/
  21. 21. Public Sector Jeff Kratz, Principal Sales, WWPS, AWS
  22. 22. Who are Public Sector Customers? • Federal, National or Central Governments • State & Local, Regional or Provincial Governments • Higher Education and K-12 Education • Non-Profits and Quasi-governmental Organizations • Prime contractors serving Government and Education • Serves the mission of government and education customers with industry solution knowledge, enterprise computing experience and the support of our public sector partner ecosystem.
  23. 23. Partner Success Opportunities in Public Sector • Deliver consulting and system integration projects faster and with lower operating expense for Govt. customers • Build a new managed services annuity revenue stream (ex: HED storage) • Redeploy your government & education software apps or platform to AWS • Capture new sales while helping your customers with tight budgets • Path to meeting “CloudFirst” mandates • Win new projects by proposing disruptive cloud computing and storage solutions • Resell or Integrate AWS services in combination with your solutions • Use Contract “Tech Refresh” provisions to get a head start
  24. 24. Partner Engagement in Public Sector • Web site hosting • Application hosting / SaaS scenarios • High performance computing, batch data processing, and large scale analytics • Content Delivery & Media Distribution • Internal IT distribution • Storage, backup, and disaster recovery • Development and test environments
  25. 25. AWS GovCloud Region • Special region for U.S. Government and ecosystem partner workloads – De facto USG community cloud • Customers/tenants: U.S. Persons only – Special contract addendum – Vetted for export control sanctions – ITAR requirements and workloads optional • AWS: all logical and physical access by U.S. Persons only – ITAR-compliant cloud environment enables (but does not require) customer ITAR workloads – Bi-annual ITAR audits • Minor technical differences – VPC-only region – FIPS 140-2 certified endpoints for S3, APIs, and VPNs Availability Zone A Availability Zone B GovCloud (OR)
  26. 26. Maximizing Your AWS Engagement • Deliver solutions using the AWS GovCloud Region • Leverage your knowledge of AWS Shared Security Model and Government Accreditation processes (ex: FedRAMP) • Use Solution Architect “Office hours” to address questions • Participate in AWS Public Sector events that focus on government and education customers (ex: June DC Symposium) • Engage Capture Team for responding to bid/tender notices
  27. 27. Technology Partners Scott Barneson, Senior Manager, Business Development, AWS Brian Rose, Senior Vice President, Infor
  28. 28. Two Categories of Partners Consulting Technology • Consulting Partners • Professional Services • Value Added Resellers • Software Partners • Regardless of deployment model • Regardless of license model
  29. 29. ISV Ecosystem
  30. 30. Partner Engagement 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 • Market expansion • Programs! • Demand generation • Field engagement • Content creation • Events • Certification • Support statement • What happens when a customer calls?
  31. 31. Best Practices 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 • Use “frustration free” packaging • Listen to your customers • Make it easy to understand • Take advantage of AWS Premium Support
  32. 32. Programs? What programs? • AWS Partner Network • AWS Test Drive • AWS Marketplace • Free Trials • Competencies
  33. 33. Programs? What programs? • AWS Partner Network • AWS Test Drive • AWS Marketplace • Free Trials • Competencies
  34. 34. I know you you’ve seen this before!
  35. 35. Programs? What programs? • AWS Partner Network • AWS Test Drive • AWS Marketplace • Free Trials • Competencies
  36. 36. Make it easy for people to experience the power of your software.
  37. 37. Programs? What programs? • AWS Partner Network • AWS Test Drive • AWS Marketplace • Free Trials • Competencies
  38. 38. Make it easy for people to discover and deploy your software.
  39. 39. Programs? What programs? • AWS Partner Network • AWS Test Drive • AWS Marketplace • Free Trials • Competencies
  40. 40. Help people get started without commitment.
  41. 41. Programs? What programs? • AWS Partner Network • AWS Test Drive • AWS Marketplace • Free Trials • Competencies
  42. 42. Align your software with the Consulting Partner ecosystem.
  43. 43. Did you see the keynote?
  44. 44. Copyright © 2014. Infor. All Rights Reserved. www.infor.com Infor and AWS The future of business software, delivered in the cloud
  45. 45. Copyright © 2014. Infor. All Rights Reserved. www.infor.com Infor CloudSuite 2,000 customers globally and growing 12 million+ Users Enterprise Scalability Secure Healthcare Manufacturing Distribution Automotive Public Sector Aerospace Financial Services Hospitality Human Capital Mgt
  46. 46. Copyright © 2014. Infor. All Rights Reserved. www.infor.com One unified solution from one provider Deep Industry functionality Beautiful and intuitive Cost effective to maintain Continuous innovation and upgrades Speed of deployment Exclusively offered on AWS Infor CloudSuite - The Big Launch The Power to Disrupt Business Software
  47. 47. Copyright © 2014. Infor. All Rights Reserved. www.infor.com Infor CloudSuite – Partnering with AWS - Solution Focus Deep micro-vertical suites CloudSuite Corporate (HCM & Financials) Industry data & analytic platforms Amazon web services Archive to AWSRhythm Ecommerce & Engagement ION multi-tenant middleware Amazon Redshift Big Data User experience (Ming.le, SoHo) Test Drive Open source stack • PostgreSQL • JBoss Application Server • Linux Infor toolings forAWS
  48. 48. Copyright © 2014. Infor. All Rights Reserved. www.infor.com Infor CloudSuite – Leveraging AWS Tools
  49. 49. Copyright © 2014. Infor. All Rights Reserved. www.infor.com Aggressive Joint Demand Generation Steady PR & Promotional Activities Charles Phillips Keynote-AWS Summit March 26th in San Francisco Strong Alliance Team Relationship Global Infor CloudSuite Announcement-March 27th Infor CloudSuite – Partnering with AWS – Go to Market
  50. 50. Copyright © 2014. Infor. All Rights Reserved. www.infor.com Infor + AWS The future of business software, delivered in the cloud
  51. 51. Next Steps • If you haven’t yet, sign up as an APN partner • Leverage AWS Programs – AWS Marketplace – Test Drives – Competencies – AWS GovCloud – And more…. • Work hard. Have fun. Make history.
  52. 52. Thanks for your time
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