In this session we walk through how the AWS Partner Network (APN) helps build your AWS business and serve your customers. We will highlight the various programs and marketing tools you can use to acquire and retain new AWS customers. We will also provide you detailed insight into our Training and Certification offerings available to partners.

1. Singapore

2. Leveraging AWS Partner Network
Resources
Dorothy Copeland
Head of AWS Global Partner Programs
Partner
Network

3. Agenda - Leveraging AWS Partner Network
Resources 1. APN and AWS Global Partner
Programs
2. Best Practices in the AWS
Partner Ecosystem
3. 2015 New and Key Partner
Resources
4. How do I Get Started and do
more with AWS?
Partner
Network

4. AWS Global Partner Programs

5. Trends in the AWS Partner Ecosystem
Partners are:
• AWS Partners nearly doubled
• Growing their AWS offerings quickly
• Offering Packaged Services & Solutions
Enterprises are:
• Asking for Managed Services for AWS
• Increasingly Deploying SaaS Software
• Using AWS Marketplace software for production

6. Provide:
• Software
• Databases
• OS and tooling solutions
Provide:
• Professional services
• AWS integration, migration,
managed services
Technology Partners Consulting Partners

7. Premier
Advanced
Standard
Registered
Delivery Model ExpertiseExperiencePartner Type
Your Roadmap: AWS Global Partner Programs
Channel Programs
MSP Program
SaaS Program
Competency
Program
Government
Program
Test Drive
AWS Marketplace
Consulting
Technology
GTM Resources
Go-To-Market
Partner
Network

8. APN Benefits for Partners
Education and Enablement
– On-Demand Sales and
Technical Trainings &
Accreditations
– APN Webcast
– Solution Architect Office Hours
– AWS QuickStarts
– Subsidized Training
– ProServe Bootcamp Training
– Product Development Credits
– Named Solution Architect
– 10 Days Free AWS ProServe
Marketing and Go-to-Market
– Syndicated Web Content
– Email Marketing Platform
– Listing in the AWS Directory
– Use of the APN logo
– Listing in the AWS Directory
– Marketing Development Funding
– Demand Generation Campaigns
– AWS Written Case Study
– Proof-of-Concept
Credits/Funding
– Named Partner Manager

9. Partner Programs for Consulting Partners
Premier
Advanced
Standard
Registered
AWS Certifications
AWS Accreditations
AWS Revenue
Customer References
APN Competency
AWS Security Best Practices
Managed Services
Provider Program
APN Competency
Program
Channel Reseller
Program
APN Tiers APN Requirements
AWS Test Drive
Partner
Network

10. Partner Programs for Technology Partners
Advanced
Standard
Registered
AWS-based Solutions in
General Availability
Customer References
Technical Validation of
Solution
AWS Security Best
Practices
APN Competency
Program
APN Tiers APN Requirements
SaaS Partner
Program
AWS Test Drive
AWS
Marketplace
Partner
Network

11. • Validates Partners with Proven Workload and
Vertical Capabilities
• Differentiates APN Partners to AWS Customers
• Validated based on:
• Customer success, AWS Certifications,
technical readiness, AWS product or practice
review, customer references
APN Competency Program

12. Current APN Competencies
Digital media
Storage
Life sciences Healthcare
SAP Oracle
Big data
Microsoft

13. Channel Reseller Program
Validation Audit for all Partners in the Program
• Enables qualified APN Consulting
Partners to resell AWS services to
both commercial and public sector
AWS Customers
• Ideal for Partners building value-
added offerings on AWS
• Partner handles billing,
procurement, and support for their
customers
“Being an AWS Channel Reseller
enables us to establish an even
closer partnership with our
customers and deliver value to
them by accelerating adoption of
the services provided by AWS.“
- Cloudreach

14. AWS Managed Services Program
For Consulting Partners offering Managed
Services on AWS
• Technical Enablement – Dev Ops Approach, Security,
Customer Expectations
• Business Enablement – Marketing and Go-to-Market
Validation Audit to Qualify for the Program
• Migration, operations, security and cloud infrastructure management
• Proactive monitoring and automation of customer’s environment
Self-Assess with the Validation Checklist in the APN Portal
“AWS is raising the bar on partners to ensure a consistent and rewarding
customer experience” – 2nd Watch

15. Software-as-a-Service Program (Preview)
Enables Partners to deploy on AWS in
a SaaS Delivery Model
Technical & Business Enablement
• Apply on APN Portal Today
• SaaS Reference Page on Portal
• SaaS Webcasts
• SaaS Program Office Hours
• Creating a SaaS Partner Community to
collaborate and share best practices
“By 2017, about 26.2% of all new business software
purchases will be of service-enabled software.” - IDC
“We are pleased to be one of the
members of AWS’ SaaS Partner
Program, which gives us access to
tools and training to assist us in
designing and delivering cloud-based
applications.” - PegaSystems

16. Test Drive Program
• Provides a private IT sandbox environment with
preconfigured server based solutions
• Customers can easily evaluate partner-designed Test Drives
• Partners can extend Test Drives to POCs via Push to Pilot

17. AWS Marketplace
• Marketplace for Partners to Deploy
and Sell their AWS-based solutions
• Easy for Customers to Find, Buy
and Deploy Software on AWS
• Consume Hourly, Monthly, Annual
• Find Customer Solutions to deploy
for your customers
Over 685 software partners
More than 2,100 product
listings

18. Interesting Partner Trends

19. Consulting Partner best practices
Packaged service
& solution offerings
Fixed price
migration
DevOps
workshops
Security as a
service
Consulting Partner
collaboration

20. Interesting Consulting Partner Wins
• Over 70 5-start hotel brands
• Needed to better manage its 140
operations servers and focus IT
personnel on higher-value work
• Cloudreach did the strategic planning,
migration and management
• Results: 40 % cost savings
• Energy Company planned divestiture
• Nimbo helped them move 300 servers
and 500 TB of data to AWS
“This project was about speed to market and
we completed the migration to the AWS Cloud
in six months. It would have taken at least
twice as long using physical servers.” - Hess

21. Technology Partner best practices
Deploying
SaaS on AWS
Engaging
Consulting
Partners
Taking a solution
approach
Promoting solutions
with AWS
All-in on AWS

22. Technology Partners and AWS
• Developed a Deep Security Solution on
AWS that is more secure than on
premise
• Growth of 2.5% weekly since deploying
on AWS
• Trend also uses AWS for complex test
environments that has allowed them to
improve their code
• Delivery Models: AWS Test Drive, SaaS
& AWS Marketplace
“We’re understanding how things
work at scale, because we have
better visibility into how the service
is behaving. This is something we
could have never pulled off on our
own, without the help of a partner
like AWS.”
“It’s easy to beat your existing security
performance by working with AWS.”

23. 2015 Resources for Partners

24. APN Portal

25. Available to all Partners in the
APN Portal
Qualifies Partners for higher
tiers
Customer Opportunities
Opportunity Submission Tracking
Opportunity Status Tracking
Customer Opportunity Registration

26. APN Webcast
Business & Technical Topics:
• AWS Technical 101
• AWS Architecture
• Pricing AWS
• Cloud Migration
• AWS Storage
• Saas Overview
• SaaS Migration
• APN Programs
• Consulting Partner Benefits
• Technology Partner Benefits
• Go-to-Market with AWS

27. AWS Quick Start Reference Deployments
• Reference Deployments Supporting Key Enterprise Workloads
• AWS CloudFormation Automates the Deployment
• Incorporate Solution Architect Best Practices
• Released First to APN Partners
215K Downloads, 16K Launches
MongoDB (New)
SAP B1 (New)
Cloudera
SAP Hana
Active Directory
Exchange
SharePoint
SQL Server
RD Gateway
DSC

28. Consulting Partners: Building your Business
on AWS Whitepaper

29. • AWS Grid
– A lead-generating marketing
platform for AWS-based
campaigns
• AWS Syndicated Content
– Syndicated marketing content for
your own website
• AWS-Partner Joint Webinars
– Connecting you with current and
potential AWS customers
Partner Marketing Tools

30. APN Partner Directory

31. Featuring APN Partners on our Website

32. Let’s Get Started!

33. How do I get Started? aws.amazon.com/partners

34. APN FastTrack and
Acceleration
Training and
Certification subsidy
Free AWS usage for
Solution Development
and AWS Sandbox
Partner GTM support
Partner Marketing
Partner Case studies
Webinars
AWS Lead Gen
program
AWS Test Drive
POC tools, SA,
ProServ and program
resources
Professional Services
funding for POC and
Migration
Accelerators
AWS Promotional
Credits
Free AWS usage to
support customer
trials
Push to Pilot credits
Training &
Enablement
MDF & Demand
Gen/Leads
POC, Demo & Free Trials
©2015, Amazon Web Services, Inc. or its affiliates. All rights reserved. Amazon Confidential.

35. Solutions Acceleration Program
Limited Preview (May launch)
– Database and big data with Redshift, RDS, and
DynamoDB
– Mobile later in 2015
• Credits and funding for large DB and big data
opportunities
• Enables AWS customers to quickly engage APN
Partners for packaged proof-of-concept solutions
Contact: aws-service-accel-pgm@amazon.com

36. Communicating with Partners
• APN Webpages
• APN Blog
• APN Twitter
• Partner Success Stories
• APN Webcast
• Your AWS Partner Development Manager
Join us for the AWS re: Invent APN Partner Summit in October

37. Grow your Business with Us
Register for the AWS Partner Network
Use the Resources in the APN Portal
Get AWS Trained, Accredited and Certified
Deploy your AWS-based Solution/Service
Apply for Standard+ APN Tiers
List your company in the APN Directory
Join APN Partner Programs
Use our Go-To-Market Resources
“It is a privilege to be
working alongside one of
the world’s most successful
technology leaders. The
team at AWS is passionate,
enthusiastic, and always
available to support their
partners.”
-Bulletproof Networks

39. And don’t just take our word for it…
“It is a privilege to be working alongside one of the world’s
most successful technology leaders. The team at AWS is
passionate, enthusiastic, and always available to support
their partners. As an AWS Premier Consulting Partner and
AWS Managed Service Partner, we have enjoyed the
recognition, support, and strengthened relationship with the
AWS team.” – Bulletproof (Australia-based partner)
“It’s been phenomenal working with AWS, in particular the
AWS field teams who have been very easy to work with.”
–Trend Micro

40. “We have outstanding resources who connect us with the AWS
resources and expertise we need. Our relationship with AWS is
strong at all levels, and we expect our relationship with AWS to
continue to grow as we adopt more services and expand to
additional geographic regions.” – Infor
“As an AWS Premier Consulting Partner, we leverage APN to
access key business and technical resources that help our
joint customers simultaneously contain costs while adding
new capabilities that drive innovation and outperformance.”
– Cognizant
And don’t just take our word for it…

41. “The synergies between the AWS Cloud offerings and
Capgemini's strategy and consulting offerings, coupled with
our managed cloud platform powered by AWS, allows
companies of all sizes in any market to take full advantage of
the AWS Cloud environment.” – Capgemini
Our collaboration has increased the choice our customers
need to meet the demands of new cloud business and
operational requirements.“ – Red Hat
And don’t just take our word for it…

42. “Our relationship with AWS is a collaboration at every level. It’s
the APN Partner relationship that drives significantly more
capability for us on AWS.” – Mobiquity
“There is tremendous demand for AWS.Being an AWS Channel
Reseller and AWS Managed Service Partner enables us to
establish an even closer partnership with our customers and
deliver value to them by accelerating adoption of the services
provided by AWS.“ - Cloudreach
“Working with AWS has transformed our company in terms of
our focus and our investments.” – Smartronix
And don’t just take our word for it…

43. “APN allows us to extend our reach to customers and the
entire AWS ecosystem. APN allows us to showcase our
capabilities, keep our staff abreast of AWS products and
manage AWS training paths and certifications to maintain a
competitive edge.” - Cloud Technology Partners
“Our experience with AWS exceeded our expectations. We
were looking for a platform for IaaS. What we found was a
new world of opportunities and innovation.” – Dedalus
And don’t just take our word for it…