APN Program Update Speaker: Nikko Xing, Partner Development Manager, AWS • Acceleration Funding Program • APN Customer Engagement (ACE) • AWS Navigate Program • Partner Migration Program (PMP) • Migration Acceleration Program (MAP) • Competency Update

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Nikko XING
AWS APN Program Update
Accelerate Your Business Working With AWS
August 30th, 2018

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Table of contents
• Acceleration Funding Program
• APN Customer Engagement (ACE)
• AWS Navigate Program
• Partner Migration Program (PMP)
• Migration Acceleration Program (MAP)
• Competency Update

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Acceleration Funding Program

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Agenda
• Intent of the Acceleration Funding Program
• Program Funding Benefits Overview
• Funding Best Practices
• Acceleration Funding Tool

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Intent of Acceleration Funding Programs
• Increase APN Partner capacity for delivery of AWS solutions
• Build APN Partner pipelines with qualified AWS opportunities
• Accelerate customer onboarding of enterprise workloads to AWS
• Develop wins that APN Partners can use to demonstrate AWS experience

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APN Training Funding Benefits

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Partner Funding Training Benefits
7
Emerging Program: Designed to help our emerging Registered and Standard partners
accelerate their growth and adoption of AWS by providing a highly discounted training package.
Reimbursement Benefit: Advanced and Premier partners are eligible to reimburse 75%
of the total cost of training delivered by APN Training Partners only up to annual tier thresholds.
AWS Promotional Credits: Available to all partner tiers! For every new Certification
attained in 2018, receive AWS Promotional Credits.

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Emerging Program
8
• Special APN pricing for Technical Training Courses for our select Registered
and Standard Partners!
• Partners save over 50% with this special offer that includes a seat in a 3 day
Technical training class and a free voucher to take an AWS Certification exam
• Classes have limited availability and space is first-come, first-served
• Training is delivered through our APN Training Partners (ATPs).

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AWS Technical Training Courses
9
Training Courses available through the Emerging Program:
• Architecting on AWS
• Developing on AWS
• System Operations on AWS
• Advanced Architecting on AWS
• DevOps Engineering on AWS
• Big Data, Migrating to AWS (if there is a demand)

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Reimbursement Training Benefit
10
• Advanced & Premier Partners are
eligible for reimbursement
• Training Providers: APN Training Partners
(ATP) only
• ALL AWS Training Courses are eligible
• Proof of payment & Invoice to AWS for
75% of the total required to claim
• Reimbursement processed quarterly
Partner Tier
Annual
Reimbursement
Threshold (USD)
Advanced $8,000
Advanced +
Competency/MSP
$12,000
Premier $16,000

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AWS Promotional Credits
11
• All tiers are eligible
• AWS Promotional Credits provided for every net new Certification attained
in 2018 (AWS Promo Credits can be used towards future AWS Usage)
• Associate Certification = $300 AWS Credits
• Professional Certification = $500 AWS Credits
• Specialty Certification = $500 AWS Credits

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MDF Funding Benefits

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Partner Funding MDF Benefits
13
MDF Cash to co-fund up to 50% of the actual costs of the eligible
activities that focus on demand generation upon completion
MDF Credits designed to enable demand generation and focus on
customer conversions through free trials or offset AWS usage
incurred from the campaign/activities

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Program Guidelines & Requirements
Marketing Development Funds (Cash and Credits)
• Marketing activity drives call to action
• What are the expected results and success criteria (leads and projected
revenue)
• 10X Return on AWS Investment (ROI)
• MDF activity results in an opportunity (Prove of Concept or Migration)

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MDF Eligible Activities
Eligible Activities
• Email Campaigns
• Telemarketing Campaign
• Customer Webinars
• List Purchase
• Case Studies
Ineligible Activities
• Airfare/hotel
• Entertainment
• Expensive gift
• Tip/gratuities
• Charity donations
• Alcohol
***Full list can be found in the Acceleration Funding Program Guide

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Measuring Success
When MDF co-funded activities are completed, partners are expected to enter
leads or opportunities generated in the APN Opportunity Management tool.

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APN Partner Opportunity
Acceleration Funding Benefits

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Partner Opportunity Acceleration Benefits
18
Cash Reimbursement for Partner Professional Services to co-invest with
the Partner and reduce the finance risks through co-funding the project up to
the provided guidelines.
AWS Promotional Credits to offset AWS usage incurred during a POC or
Migration project based on the estimated AWS usage identified through AWS
simple monthly calculator.

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Program Guidelines & Requirements
© 2018, Amazon Web Services, Inc. or its affiliates. All
Opportunity Quality
Net-new customer or workloads, AWS Partner Solution Architect Approval on the Project
Plan, Using AWS Well-Architected Framework
Opportunity Readiness
Defined Scope and Success Criteria, Customer Signed SOW or Project Plan, Co-Investment
from Partner/Customer/AWS, AWS Simple Monthly Calculator
Opportunity Performance
10X incremental first year AWS revenue in production, Public Reference & Case Study,
Strategic AWS Products, or Industrial Impact

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Project Co-Investment
© 2018, Amazon Web Services, Inc. or its affiliates. All
AWS
Customer
Partner
APN Tier Cash per Opportunity (USD)
Premier Up to $40k
Advanced + Competency/MSP Up to $30k
Advanced Up to $20k
Standard Up to $10k
Note: Exceptions will be assessed based on justifications

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Measuring Success
Success Metrics Definition
10X ROI
The ROI is calculated based on annual AWS spend in production service
revenue that the project will deliver. This projection should be at least 10X
of the total AWS investment, including cash and AWS Promotional Credits.
Public
Reference &
Case Study
The customer will to provide a public reference or case study after the
opportunity go on production
Strategic
Product &
Services
The project has significant use of an strategic AWS service (including IoT,
AI/ML)
Industrial Impact
The customer is a current member of the Global 2000 or a managed
Enterprise account

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Acceleration Funding Tool

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Partner Experience
Log in to
"APN Partner
Central"
Click
"Acceleration"
tab
Click
"Funding Tool
Access" on
the right
Fill out the
funding
request form,
submit for
approval
Fund Request
is approved
Provide POP
and claim to
payment
© 2 0 1 8 , A m a z o n W e b S e r v i c e s , I n c . o r i t s a f f i l i a t e s . A l l r i g h t s r e s e r v e d .

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APN Customer Experience
Program (ACE)

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APN Customer Engagement Program

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Why ACE?
For AWS Sales Team
• Accelerate deals with engagement and increased alignment with APN Partners
throughout the sales cycle
• Connect with more customers through Partner-Led opportunities and avoid
conflicts
• Quickly find the best partner to meet your customer’s business needs
• Consistent process to pass opportunities to APN Partners
• Increased visibility into all APN Partner Opportunities

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Partner Eligibility and Benefits

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CSAT

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A Review of Opportunity Management

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Benefits
• Customer Obsession
• Ability to Scale
• Improved Relationship and Communication between AWS Account Manager
and Partner to Increase Collaboration and Avoid Conflicts

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AWS Opportunity Referrals

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APN Opportunity Referrals
• Designed to enable AWS and APN Partners to drive more revenue and
accelerate deals
• Provides APN Partners visibility into the opportunities they’ve been
introduced to
• Enable increased collaboration and alignment between APN Partners and
AWS Sales
• Increases how often Partners are introduced into AWS originated
Opportunities with a simpler process for Account Managers

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Partner View

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ACE For GCR
Launch in GCR By End of September

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Navigate Program

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AWS Navigate Program

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AWS Navigate Program

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AWS Navigate Program – 5 Steps
• Phase 1 – AWS Training, e.g., AWS Foundation E-learnings, Specific
Solution, Industry, or Workload E-learnings
https://partnercentral.awspartner.com/
• Phase 2 – Deepen your knowledge
• Phase 3 – Diving deep into the Well-Architected Framework
• https://aws.amazon.com/architecture/well-architected/
• Phase 4 – Solution or Practice Review
• Phase 5 – Differentiating on AWS

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Partner Migration Program
(PMP)

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AWS Partner Migration Program
Partner Migration Program (PMP) is global partner migration funding
program.
• offset the cost to AWS customer
• accelerate the rate of adoption and minimize risk by working with a well-
qualified migration partner
• Sales quota retirement
Competency EnablementTools Investment

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Partner Migration Program(PMP)
Minimum 8x ROI at month 24 post-migration
Focused on won opportunities that include workloads that represent at least $250K
of annual run rate(ARR) post migration or 10 applications or 100 AWS
instance
Working with an APN Standard+ consulting partners, prefer advance
*Standard partner must commit to achieve advanced tier in 6 months.
Strong executive level sponsorship to migrate workloads to AWS in specific
timeframes.
Investment are required from customers and partners

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ASSESSMENT MIGRATION READINESS & PLANNING APPLICATION MIGRATIONS
Discover
Design
Build
Integrate
Cutover
Validate
Migration Readiness
Assessment (MRA)
Migration
Security &
Compliance
Landing
Zone
Skills/CoE
Operating
Model
Discovery
& Planning
Migration
Expertise
Migration
Business Case
Migration
Plan
Operating
Model
Migration Readiness and Planning (MRP)
``
AWS Investments - Cash
AWS and Partner invest 50% each after deducting the
customer investment in the planning phase.
Customer 50%, AWS 25%, Partner 25%
Access to discounted migration tools
AWS Investment - Cash/Usage Credits
The balance after the MRP investment.
Customer 50%, AWS 50%
Discounted migration tools
Total AWS Investment = up to 13% of annual AWS usage from migrations,
3% must be applied in the form of customer usage credits
PMP Migrations Investment

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Migration Acceleration Program
(MAP)

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Customer’s commitment
Migration of at least $1M+ in new workloads
Strong executive level sponsorship
Willingness and ability to invest resources to achieve cloud migration readiness and actual migrations
Ability to make commitment to migrate workloads to and run on AWS for a period of up to 3 years
after migration, as part of an Enterprise Discount Program (EDP)
Agree to be an AWS reference customer and share your success with other companies

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Example of MAP benefits – 3 Year
annual spend on AWS
from migrated workloads
MAP benefits (based
upon 25% of AWS spend
from migrated workloads)
2 years migration and
3 years post migration
MIGRATIONS POST MIGRATION
YEAR 1 YEAR 2 YEAR 3 YEAR 4 YEAR 5
In Year AWS Spend $1M $3M $4M $4M $4M
Year over year
increase
$1M $2M $1M - -
MAP Benefit
multiplier
25% 25% 25%
MAP Investment 1
$0.25M $0.5M $0.25M
EDP Discount 2 XX% XX% XX% XX% XX%
1 Includes platform credits, Partner and/or ProServe consulting, and training up to limit defined by deal size
3 years post
migration
commitment
2 Early Discount Program (EDP) discounts are determined by the level of commitment and the duration (term) of the commitment

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Competency Update

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Competency Update
47
47
Customer References, Proven Capabilities: https://aws.amazon.com/partners/competencies/
Solution Workload Industry
Big Data Storage
Mobile Security
DevOps IoT
Migration Networking
Microsoft
SAP Oracle
Governm
ent
Life
Sciences
FinServ Healthcare
Education
Digital
Media
Marketing
and Commerce
Machine
Learning

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Competency Update
Customer References, Proven Capabilities: https://aws.amazon.com/partners/competencies/
Solution Workload Industry
Big Data Storage
Mobile Security
DevOps IoT
Migration Networking
Microsoft
SAP Oracle
Governm
ent
Life
Sciences
FinServ Healthcare
Education
Digital
Media
Digital Marketing
Experience
Machine
Learning
Non Profit

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Partner Competency Entitlement 2018
• Rackspace – Financial Services
• ECloudValley – DevOps
• ECloudValley Nanjing – IoT
• Agilewing - Oracle
• CBCCom - Networking

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Thank you!