<Management Track> Priya Singh, Business Development Capture Manager, APAC Public Sector, Amazon Web Services Cloud procurement is unlike traditional technology purchasing. Public sector entities are accustomed strict procurement rules governing the purchase of physical hardware and related software. In this session, learn how to make procurement work according to your timeline and needs, so your organization can reap the full benefits of cloud.

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Cloud Procurement in Public Sector
Making it Work!
Priya Singh, Business Development Capture Manager, APAC Public
Sector, Amazon Web Services

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What we are talking about today
1. What Cloud is and how it differs
2. Roles and responsibilities
3. How to buy?
4. Some lessons learned and global
best practices

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Cloud Computing is different
Using the Cloud often requires a fundamental shift in
thinking for technical people - procuring it does too

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What is Cloud Computing?
The on-demand “self-service”
delivery of IT resources with zero up-
front costs, no long-term contracts,
and pay-as-you-go pricing

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What is traditional ICT Procurement like?
The lengthy, prescriptive acquisition
of IT resources with total up-front
payment, long-term contracts, and
contract variations as requirements
inevitably change

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It is critical to get this right
If the procurement is not approached correctly, the
benefits of using the Cloud will be negated completely

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Smooth out costly
cyclical capital outlay
with variable expense
Benefit from massive
economies of scale
Stop guessing capacity
Increase agility and
bring innovation
Stop spending money on
running / maintaining data
centers
Provision in minutes
Using the AWS Cloud means..

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Let’s revisit that definition..
The on-demand “self-service”
delivery of IT resources with zero up-
front costs, no long-term contracts,
and pay-as-you-go pricing

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+
• Cloud XaaS
• Professional Services
• Training
• Support
• Marketplace
• Requirements Analysis
• Strategy & Roadmap
• Solution Design & Architecture
• Application Development/Support
• Tech Review & Audit
• Implementation/Migration
• Governance
• Security
• Billing & Account Management
• Program Management
• Service Desk
Cloud Service Providers
Resellers, System
Integrators, Managed
Services
Public Sector
Customers
Who is responsible for what?

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DatabaseStorageCompute Networking
Edge
Locations
Regions
Avail. Zones
AWS Global
Infrastructure
Customers are
responsible for
security ‘in’ the Cloud
AWS is responsible for
security ‘of’ the Cloud
Customer Data
Platform, Applications,
Identity & Access Management
Operating System, Network &
Firewall Configuration
Client-side Data
Encryption & Data
Integrity
Authentication
Server-side Encryption
(File System and/or
Data)
Network Traffic
Protection (Encryption /
Integrity / Identity)
Security is a Shared Responsibility

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+
Building contractors
Electricians
Design consultants
Electrical engineers
Independent workers..
+ Consumers
+ +
Managed Service Providers
Systems
Integrators
Resellers
Independent Software Vendors
..and see how that translates into an ecosystem

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The delivery model is different, too
Self-service means pull instead of push. Here are some
real-world examples of what not to do in a procurement

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Apportioning responsibility
“The Customer appoints the Supplier
to provide [the deliverables |
acceptance testing | change
management | return or destruction
of material | transition in / out]”

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Reporting requirements
“The Supplier will send the Customer
[monthly itemised reports via e-mail
detailing all usage | a weekly report
detailing underutilised resources]
within the service.”

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Access and Audit rights
“The Supplier must give the
Customer reasonable access during
business hours to the Supplier’s
premises where the Deliverables are
being performed or produced.”

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Pricing
“the Supplier shall provide firm fixed
price(s)…”

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Let’s talk vehicles and mechanics
The commercial kind..

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Procurement vehicle types
1. Direct – CA, EA
2. Indirect – MSP, SI, Reseller
3. Panel arrangements

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Direct – CA, EA
With Direct, your organisation will
have a Customer Agreement or an
Enterprise Agreement with AWS.

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Indirect – MSP, SI, and ISV. Reseller.
With Indirect, your organisation will
have an agreement with a Managed
Service Provider, Systems Integrator,
or ISV. Resellers pass on terms and
conditions to you.

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Panel arrangements
With a Panel arrangement, your
organisation will procure AWS under
terms that have been pre-negotiated
by a lead administering organisation

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Consider…
Cloud Provider Partner
What are you buying? Cloud building blocks Application, solution,
implementation services
How are you buying? Direct / Bulk tender Indirect / Bulk Tender
Who will manage the environment? Mature, skilled internal
customer team
Need a partner to
manage the environment

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Our top 5 best practices..
..to make your Cloud procurement happen as smoothly
and as simply as possible

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Clearly define the intended outcome
Start with a business driver and
initiative. What is the intended
outcome for the business?

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Involve Governance teams ASAP
Your Security, Policy, and
Procurement, people should be
engaged early and often to
understand their mandatory
requirements.

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Know your intended vehicle
Make sure you understand all
aspects of the vehicle you are using
and how it matches to the intended
outcome.

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Focus on capabilities
Requirements should be written that
enable your organisation to achieve
the intended outcome. Approaching
requirements in a prescriptive fashion
will not work.

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Correctly apportion responsibility
Your Cloud provider is unlikely to
accept terms (such as liabilities and
indemnities) that should be
apportioned to more appropriate
parties in the Cloud ecosystem.

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Where to from here?
1. Work through best practices
2. White paper – “10 Considerations
for a Cloud Procurement”
3. Send governance teams on AWS
Technical Essentials, customised
procurement workshops

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Questions?
..come and find me after the session :)

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Thank You!
priyasi@amazon.com