AWS is known for helping startups scale and grow. Join us to learn more about how you can benefit from these programs specifically designed for startups including; AWS Activate, AWS Marketplace for SaaS Startups, Amazon Launchpad and the Alexa Fund to name a few. We’ll outline the ways these go-to-market programs can provide startups with the resources to help accelerate your business, reduce time-to-market and achieve competitive differentiation.

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Amazon Go-To-Market Programs
Antoine Brochet | Startup Business Development Manager | October 9th 2018

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Hi, I’m Antoine…
• Startup Business Development Manager for
AWS based in Berlin
• Focused on helping entrepreneurs
• Reach me on brocheta@amazon.de

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Some startups we’ve helped scale up

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How do we help Startups ?

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Activate Portfolio (+) Package
• Designed for startups in
Accelerators, Incubators, and
Seed/VC Funds.
• Up to $15,000 AWS
Promotional Credit for 2
years (amount varies by
portfolio/accelerator partner)
or $100,000 for 1 year
• Up to $5,000 AWS Business
Support plan credit, valid for
up to 1 year+
Free Training
Free Support
Period
Office
Hours
Free Trials of
Developer Tools
Free AWS
credits
Portfolio
Package
AWS
Start-up
Community

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What is GTM?

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C O N S U L T I N G
P A R T N E R S
AWS PARTNER NETWORK
T E C H N O L O G Y
P A R T N E R S
P r o f e s s i o n a l s e r v i c e s f i r m s t h a t
h e l p c u s t o m e r s o f a l l s i z e s d e s i g n ,
a r c h i t e c t , m i g r a t e , o r b u i l d n e w
a p p l i c a t i o n s o n AW S
C o m m e r c i a l s o f t w a r e a n d I n t e r n e t
s e r v i c e s c o m p a n i e s t h a t p r o v i d e
s o f t w a r e s o l u t i o n s t h a t a r e e i t h e r
h o s t e d o n , o r i n t e g r a t e d w i t h AW S

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WHY BECOME AN APN TECHNOLOGY
PARTNER?
10
SELL M OR E
SELL FA STER
IN C R EA SE YOU R WA LLET SH A R E
R ED U C E C OS TS
GO GLOB A L
“ AW S g i v e s s t a r t u p s t h e b e n e f i t o f b e i n g a b l e
t o o p e r a t e a t t h e r e s o u r c e s t h a t b i l l i o n d o l l a r
c o m p a n i e s h a v e , b u t i t a l s o a l l o w s b i l l i o n
d o l l a r c o m p a n i e s l i k e o u r s e l v e s t o b e a s
n i m b l e a s a s t a r t u p . ”
- I n f o r

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AWS PARTNER JOURNEY
REGISTERED STANDARD TIER ADVANCED TIER COMPENTENCY
AWS
Technology
Partner
Journey

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A curated digital B2B software
catalog that helps AWS
customers find, test, buy,
deploy and manage the
software and services they need
to build products and run their
businesses

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Flexible software build and delivery
Amazon Machine
Image
• Ideal for single
instance solutions
deployed directly into
customer’s VPC
CloudFormation
Template
• Third-party software
combined with AWS
services
• You can offer complete
solution implementation,
including multi-instance,
tie-ins to AWS Services
and high-availability
cluster architectures
SaaS
• Your SaaS solution
with subscription and
tiered contract options,
including annual and
multi-year contracts
• Enables you to
integrate AWS
Marketplace discovery
and procurement
directly to your SaaS
solution
API
• Designed to integrate
directly to an
application
• You can offer
customers high-
consumption API
products with simple
pay-as-you-go pricing
AWS Marketplace deployment options
• You can offer
customers maximum
flexibility with BYOL,
pay-for-what-you-
use, free trials and
curated Open Source
options

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“The ability to deploy software instantaneously anywhere in the world means we’re able
to scale immediately, and stretch or shrink the environment to accommodate our
needs.”
“Integrated billing on AWS Marketplace is very slick, very straightforward. One place,
one dashboard where all my costs appear.”
Why customers buy via AWS Marketplace
Flexible
consumption and
contract models
Easy and secure
deployment,
almost instantly
Single,
consolidated bill
Speed, simplicity and scalability
“One benefit of the pay-as-you-go model is the ability to deploy anywhere without
having to do a capital approval process to pay for infrastructure that may or may not
be used.”
– Rob Gillan, CTO, SimplePay
– Briley James Yetter, Director of Technology, Goodwill Industries
– Richard Williams, Sr. Engineer, MakerBot

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“We’re seeing huge transactions flow through [AWS
Marketplace]. And as part of that, we’re finding that
deal sizes are expanding…and we’re proving we can
help accelerate the pace of cloud migration.”
– Thomas Wyatt, Chief Strategy Officer, AppDynamics
“It [AWS Marketplace] dramatically expands our reach.
In the last year… we’ve doubled our customer count
and revenue, month over month. The biggest surprise
benefit has been rapid adoption in the mainstream
enterprise.”
– Sunnil Potti, VP & GM, Citrix Netscaler
Develop a viable channel with global reach
Tap into a growing customer base with AWS Marketplace

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Shorten your sales cycle
Reduce friction with a simplified customer buying experience
Attract customers
early with free trials
on an automated,
efficient procurement
channel
Support existing
customers by
automating SaaS
renewals
Streamline buying with
1-click purchase,
and allow high-value
customers to request
custom Private
Offers

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Case Study: Data Virtuality

20. Going to market with AWS
Experience of a SaaS Software Startup within AWS ecosystem
Nick Golovin, CEO

21. Data Virtuality: Leveraging AWS Ecosystem
Data Virtuality
Founded in
2012
• Got started on
AWS in 2013
• Launched
SaaS Solution
on AWS
Marketplace in
2017

22. 2
2
Data Virtuality: Build a Single Source of Data Truth
Data integration platform with 200+ connectors.
Three solutions: Pipes, Pipes Professional, Logical Data Warehouse
Fastest growing German big data company
(Gründerszene Wachstumsranking 2017/2018)
Gartner Cool Vendor 2016, Forrester Wave 2017
100+ customers around the world
40+ employees in Leipzig, Frankfurt, San Francisco, and Sacramento
Founded and venture-backed in March 2012 in Leipzig after 8 years of research

23. Data Virtuality Pipes

24. Data Virtuality Pipes

25. Leveraging AWS Ecosystem
Founded in
2012
• Got started on
AWS in 2013
• Launched on
AWS
Marketplace in
2018

26. ● As data integration vendor, we need a multitude of different systems we need to test our
integration against
● As a startup, we have limited resources
Why AWS Activate?
Thought Process of Data Virtuality
!!

27. AWS Activate Offers Tailored Services for Startups
From Tech Side as well as during GTM
Free use of AWS services
Free Training
Free support period
Startup blog and forums
Free trials of developer tools
1:1 Office Hours
Flexible test environment for free
Easy start
Some help for even easier start...
...also from the community
Looking at different alternatives
Validating our architecture
What AWS Activate Offers How It Helped Data Virtuality

28. Leveraging AWS Ecosystem
Founded in
2012
• Got started on
AWS in 2013
• Launched
SaaS Solution
on AWS
Marketplace in
2018

29. ● Market says: Product to SaaS
○ lightweight sales
○ shorter sales cycles
○ better visibility of the solution
● How do I become SaaS?
○ technical setup
○ what is my go to market strategy?
○ how do I charge?
● What platform to choose ???
Why AWS Marketplace?
Thought Process of Data Virtuality

30. Perfect Conditions to Move to AWS Marketplace
Natural decision as
many customers
use Redshift as
target storage
Where are my
customers?
What is the fastest
way to go to the
market?
What buying
experience do my
customers want?

31. Leveraging AWS Ecosystem
Founded in
2012
• Got started on
AWS in 2013
• Launched
SaaS Solution
on AWS
Marketplace in
2018
• Fully
incorporate the
advantages of
AWS
Marketplace
into our sales
and marketing
processes

32. Thank you!
Data Virtuality
the Provider of World’s First Logical Data Warehouse
Web: http://www.datavirtuality.com
Email: info@datavirtuality.com

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Marketplace – Startup Program

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© 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential

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Designed for hardware startups
LAUNCH FASTER
Amazon helps you get to
market quickly, from account
setup to your first sale.
GET DISCOVERED
Wide range of marketing
support & PR opportunities to
help your products get
discovered.
GO GLOBAL
Opportunity to expand globally*,
with access to world-class
fulfillment, customer service, and
Amazon Prime.
BUILD YOUR BRAND
Showcase unique content to
tell your story and connect
with potential customers.

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Eligibility Requirements
Sonnenglass Nello Nuki
1. Received external funding*
• Incubators, Accelerators, Venture Capital, Crowdfunding Platforms OR Government
Program Recognition
2. Product is physical
• Hardware, Food & Drink, Clothing/Apparel, Accessories, etc.
3. Product is available
• Ready to ship OR Manufacturing in process (available within 30 days)

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“This program will help our
hardware startups get in front of
more users than ever before.”

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Meet Amazon Alexa
The beauty and brains of voice, whose
possibility is only limited to your
imagination.
• Alexa will be everywhere, ready to
receive, understand, process and reply
in seconds to any request.
• In the future, we will interact with
technology through voice, and Alexa is
the conduit to that connection.
• Amazon is committed to fostering a
voice ecosystem

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The Alexa Ecosystem
The Internet of Things is emerging as the third wave in the life-
cycle of Internet.
Alexa
Skills Kit
Create great content:
ASK is how you
connect to your
consumer
ASK is an SDK enabling
developers to add new
or extend built-in Alexa
capabilities
Automated
Speech
Recognition (ASR)
+
Natural Language
Understanding
(NLU)
Unparalleled
Distribution:
AVS allows your
content to be
everywhere
AVS enables device
manufacturers and
application developers
to add Alexa to their
products
Alexa Voice
Service

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The Alexa Skills Kit (ASK)

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Alexa Voice Service

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The Alexa Fund
OUR GOAL IS TO SEED AND
ACCELERATE THE ALEXA VOICE
ASSISTANT ECOSYSTEM

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Alexa Fund Addresses Several Thematic Areas
Section Title
Description of Section.
Home
On-the-Go and
Auto
Communications
+ Family
Peace of
Mind
Tools and
Services

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What next ?
Get in touch with us! AWS-Startups-Germany@amazon.com
Hang out at the AWS Berlin Loft – 9th-19th Oct 2018
Work hard and play hard at AWS re:Invent – 26th-30th Nov 2018

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Thank You!
aws.amazon.com/startups
aws.amazon.com/activate
@AWSstartups
brocheta@amazon.com