In this session, we provide an overview of the Amazon Partner Network, the benefits for partners, the first steps and how the partner journey looks like from a partners perspective.

1. The Value of Partnering with AWS
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2. AWS in the Market
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3. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.

4. Building and managing cloud since 2006
100+ services to support any cloud workload; rapid
customer driven releases
18 Regions, 53 Availability Zones
113 POPs (102 Edge Locations and 11 Regional Edge Caches)
Thousands of APN Partners; 4,200+ Marketplace products from
4,200 software listings from more than 1,280 ISVs
Experience: 1M+ customers
Service Breadth & Depth; pace of innovation
Global Footprint
Ecosystem
Fine-grained controlSecurity
Integrated in AWSArtificial Intelligence
AWS positioned as a Leader in the Gartner Magic Quadrant for
Cloud Infrastructure as a Service, Worldwide*Enterprise leader
What Sets AWS Apart?
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5. What is the
AWS Partner Network (APN)?
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6. The AWS Partner Network (APN) is the global partner program
focused on helping APN Partners build a successful AWS-based
business by providing you with valuable business, technical, and
marketing support.
AWS Partner Network (APN)
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
For APN Partners

7. The APN further enables AWS Customers to identify high-quality
APN Partners who deliver value-added services and solutions on
AWS through specific APN Partner Programs and go-to-market
(GTM) opportunities.
AWS Partner Network (APN)
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For AWS Customers

8. APN Consulting Partners
IT consulting
System integration
Application development
Managed services
APN Technology Partners
Software
Operating systems
Databases
Hardware
APN Partner Community
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9. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
The APN Partner Journey

10. The APN Partner Journey
Build and
develop
Differentiate
Market
Grow
Create a business plan & establish
goals
Acquire knowledge & expertise
Build your AWS Practice
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11. The APN Partner Journey
Build and
develop
Differentiate
Market
Grow
Identify the APN program(s) that will help
accentuate your business area of focus
Gain the validation you need to solve
customer problems
Stand out to AWS sellers
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12. The APN Partner Journey
Build and
develop
Differentiate
Market
Grow
Create awareness & generate
customer demand
Leverage the Partner Solutions Finder (PSF)
to boost visibility with customers
Access partner funding and accelerate
your business
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13. The APN Partner Journey
Build and
develop
Differentiate
Market
Grow
Build out your customer base
Explore neighboring verticals and segments
Expand your expertise on AWS
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14. The APN Partner Journey
Build and
develop
Differentiate
Market
Grow
Continue to expand, discover,
and deliver exceptional
practices & solutions on AWS
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15. Why become an APN
Partner?
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16. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
APN Partners
10,000
New APN Partners in
2017
100%+ YoY
Growth
AWS MSP &
Competency Partners
90%+
Fortune 100 using
APN Partners
60%
APN Partners
Headquartered
Outside U.S.

17. Standar d T i e r
A dv anc e d T i e r
Pr e m i e r T i e r
Re g i ste r e d
APN Program Tiers
Represent an APN Partner’s maturity in their AWS
practice & journey
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The APN program tiers…
Provide access to various APN Programs and
benefits

18. Standar d T i e r
A dv anc e d T i e r
Pr e m i e r T i e r
What does it mean to be “Registered”?
Re g i ste r e d
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A strong AWS foundation

19. Standar d T i e r
A dv anc e d T i e r
Pr e m i e r T i e r
Core APN Program benefits
Re g i ste r e d
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Partner-only content & enablement
APN Webcast for technical and program videos
Partner-Only Content & Enablement
Access to APN Partner Central

20. Standar d T i e r
A dv anc e d T i e r
Pr e m i e r T i e r
Re g i ste r e d
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Free eLearning Accreditations
AWS Business Professional
AWS Technical Professional
AWS TCO & Cloud Economics
20% Discount on AWS Instructor-Led Training (ILT)
Free Solution Training for Partners (ILT and eLearning)
Foundations
Big Data and Analytics
AWS for Windows (Sales and Technical Offerings))
Core APN Program benefits

21. Standar d T i e r
A dv anc e d T i e r
Pr e m i e r T i e r
What does it mean to be a “Standard” Partner?
Re g i ste r e d
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Accelerate your business

22. Standar d T i e r
A dv anc e d T i e r
Pr e m i e r T i e r
Re g i ste r e d
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aws solution provider
AWS Public Sector Partner Program
Access to APN Programs
Core APN Program benefits

23. Standar d T i e r
A dv anc e d T i e r
Pr e m i e r T i e r
Re g i ste r e d
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Launch a campaign or engage an agency
Sponsor an AWS event
Best practices for joint marketing initiatives with AWS
Use the APN Logo in marketing materials
Access to APN Marketing
Central
Core APN Program benefits

24. Standar d T i e r
A dv anc e d T i e r
Pr e m i e r T i e r
Re g i ste r e d
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Eligible for AWS Usage Credits
Funding support for qualified Proof-of-
Concepts, Migrations, and free trial campaigns
Discounted training classes and training cost
reimbursements
Access to funding through
Partner Opportunity Acceleration
(POA)
Core APN Program benefits

25. Standar d T i e r
A dv anc e d T i e r
Pr e m i e r T i e r
Re g i ste r e d
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What does it mean to be an “Advanced” Partner?
Proven expertise

26. Standar d T i e r
A dv anc e d T i e r
Pr e m i e r T i e r
Re g i ste r e d
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Specialize with Validated APN Programs
Eligible for market development
funding
Core APN Program benefits

27. Standar d T i e r
A dv anc e d T i e r
Pr e m i e r T i e r
Re g i ste r e d
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What does it mean to be a “Premier” Partner?
Established breadth, quality & scale of
services

28. Standar d T i e r
A dv anc e d T i e r
Pr e m i e r T i e r
Re g i ste r e d
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Eligible for Customer-Facing joint webinars
Featured on APN Premier, APN Program or AWS Solution
webpages
Eligible for an AWS-written case study
Core APN Program benefits

29. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
APN Programs

30. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
(formerly the AWS Channel Reseller program)
aws solution
provider

31. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Enables APN Consulting partners to sell, service, bill, and support
AWS Services to both commercial and public sector end
customers.
Provide Services such as:
Application Development
Account Creation & User Management
Ongoing Managed Services
Customer Support
Optimization
Program
Highlights
aws solution provider

32. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.

33. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
APN Partners with a proven track records
of delivering specific AWS services to
customer.
Ideal
Candidates
Program
Highlight
Allows APN Partners to differentiate
themselves by showcasing to AWS
customers and sellers areas of
specialization

34. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Amazon
API
Gateway
Amazon
Aurora
Amazon
CloudFront
Amazon
EMR
Amazon
Kinesis
Amazon RDS
PostgreSQL
Amazon Database
Migration Service
AWS
Lambda
AWS Server
Migration Service
AWS
GovCloud
Amazon Machine
Learning
Amazon Alexa
(Coming Soon)
Amazon
DynamoDB
Amazon
Redshift
AWS WAF
AWS
Service
Catalog
EC2
Systems
Manager
AWS
CloudTrail

35. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.

36. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Differentiate your practice to customers and AWS sellers
Showcase expertise in a specific industry, solution, or workload
Program
Highlights

37. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
G o v e r n m e n t E d u c a t i o n F i n a n c i a l
S e r v i c e s
H e a l t h c a r eL i f e
S c i e n c e s
M a r k e t i n g &
C o m m e r c e
D i g i t a l M e d i a
S t o r a g e D e v O p s S e c u r i t yI o T M o b i l e M i g r a t i o nB i g D a t a M a c h i n e
L e a r n i n g
N e t w o r k i n g
S A PO r a c l e W i n d o w s
Industry
Solution
Workload

38. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Selective eligibility to customer opportunities
Preferred access to AWS private betas
Preferred access to AWS roadmap briefings from AWS service team
Business
Public designation on AWS website and AWS Partner Directory
Use of AWS competency badge in marketing tools
Selective eligibility for inclusion in APN Partner spotlights
Selective eligibility for AWS competency subject matter webinars
Preferred access to market development funds
Marketing
Enablement
benefits

39. Why differentiation matters
APN Programs allow you to differentiate
your business and stand out to customers
and AWS sellers
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40. Revenue
Growth
AWS Sales
Engagement
For the year ending September 30, 2017;
AWS revenue generated by AWS Solution Provider Partners grew by over 80%.
AWS revenue generated by AWS MSP Program Partners grew by over 100%
AWS Revenue collectively generated by AWS Competency Partners grew by over
100% YoY in 2017
AWS generated tens of thousands of new leads for AWS Competency Partners in
2017, more than double what AWS generated in 2016
Stand out with APN
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41. APN Partner alignment with
AWS sales teams
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42. Partner Sales
Managers
(PSM)
Sales Account
Managers
Partner
Solution
Architects
(PSA)
Professional
Services
With a common goal of driving
exceptional customer outcomes
Key AWS teams
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43. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved.
• APN Blog
https://aws.amazon.com/blogs/apn/
• APN LinkedIn Group
https://www.linkedin.com/groups/12101129
• Twitter @AWS_Partners
• APN Webpage
https://aws.amazon.com/partners/
STAY IN TOUCH
WITH US!

44. Journey to the Cloud with AWS
AWS Summit 2018
Berlin, 10th October 2018
Christian Weirich

45. Christian
53
DV-Kfm., Dipl.-Kfm (FH), Dipl.-Wirt.-Inf. (FH),
AWS Solutions Architect, certified data
protection commisioner, AWS-Enthusiast,
Sales, Strategy, Architecture, Optimization,
Triathlon, Bonsai, Wood

46. Centrias Colocation
54
• Founded in 2014
• Started as a business—catalyst
• Core competencies:
• Datacenter operations
• High-load systems
• Applications know-how
• Economical know-how
• Passion

47. Centrias Colocation
55
• Customers request AWS as a platform
„We know what we want –
how to do it on AWS?“
• Strategic decision for AWS in 2015
• AWS Consulting Partner
Consulting, support and operation of IT-
infrastructure focused on DevOps in an AWS-
ecosystem

48. Portfolio
56
• DevOps
• Consulting / Guidance
• Operation
• AWS RampUp-Trainings
Strengths:
• Conception / Architecture (Infrastructure /
Applications)
• Automation (CloudFormation, Terraform,
Puppet, Ansible, …)

49. Portfolio + Approaches
57
Bild-Quelle: https://pixabay.com/de/reptil-cham%C3%A4leon-jemen-haustiere-316281/
…but: Think out of the box:
• Technical
• Economical
• Data protection
• Business model
Add value by adaption / transformation.
• No Lift and Shift
• Amend (business) process
• Adapt Applications
• Using Services

50. Concerns
Data protection – „Help! My data will be distributed world-wide.“
Security – „Cloud is unsecure. Be careful!“
Costs – „Cloud is expensive.“
Comfort zone – „Oh, my workplace seems to change or get lost.“
58

51. Concerns: Costs
59
Isn‘t it expensive to use AWS?
AWS offers a bunch full of savings:
• Serverless
• Reserved Instances
• Consolidation of ressources (Docker)
…and chances.
Savings potentials are often not used!

52. Concerns: Comfort zone
60
Does the Cloud takes my job at risk?
Bild-Quelle: https://pixabay.com/de/denken-wechseln-umdenken-kopf-2177813/
„ When the wind of change blows, some build
walls and others windmills.“
(Chinese proverb)

53. Our customers
61

54. How we get customers?
62
• Network
• Recommendation
…our concept:
• „Customer is king“
• Conversation at „eye level"
• Reputation / Passion

55. How AWS supports us?
63
• Events / Visibility (RoundTable,
discussions, …)
• Leads
• Project support
• Technical support

56. What we like about AWS?
64
Bild-Quelle: https://pixabay.com/de/riese-klein-gro%C3%9F-zertreten-angst-1013693/
• Atmosphere / Spirit
• Partner ecosystem
• Appreciation

57. Thanks!
65
WE ARE HIRING!
personal@centrias.de

58. Questions?
66
WE ARE HIRING!
personal@centrias.de

59. Stuttgart
Berlin
Hamburg
demicon GmbH | atlassian@demicon.de | demicon.de/atlassian

60. demicon GmbH | atlassian@demicon.de | demicon.de/atlassiandemicon GmbH | cloud@demicon.de | demicon.de/aws
2016 Start with Atlassian Business
2018 Platinum Enterprise Solution Partner
The demicon Way
Be fast and win

61. Philipp Batman (CEO and Founder)
demicon GmbH | atlassian@demicon.de | demicon.de/atlassiandemicon GmbH | cloud@demicon.de | demicon.de/aws
The demicon Way
Hey, let‘s become an
AWS-Partner

62. Apr. 2018 AWS Registered
May 2018 AWS Standard Solution Partner
Aug. 2018 AWS Advanced Solution Partner
demicon GmbH | atlassian@demicon.de | demicon.de/atlassian
The demicon Way
Be fast and win
demicon GmbH | cloud@demicon.de | demicon.de/aws

63. Thank you
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