FOR PARTNERS: How to Build and Grow Your Business with the APN | AWS Public Sector Summit 2017
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This session will provide an overview of AWS Partner Network (APN) and programs available to partners - whether you are in the APN or are interested in joining- who want to accelerate their business with government, education, and nonprofit customers. This will include an outline of our Public Sector Partner program and the opportunity for partners to differentiate themselves via APN Competency, MSP, and Service Delivery achievement, as well as resources available to help partners drive and deliver more business. Learn More: https://aws.amazon.com/government-education/
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FOR PARTNERS: How to Build and Grow Your Business with the APN | AWS Public Sector Summit 2017
- 1. © 2015, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Ke l l y Ha r t ma n Al i Be n n Sc o t t Dr o s s o s June 14, 2017 A W S PA R T N E R N E T W O R K H O W T O B U I L D A N D G R O W Y O U R B U S I N E S S W I T H T H E A P N
- 2. W H A T T O E X P E C T W h a t i s t h e AW S Pa r t n e r Ne t wo r k a n d wh y s h o u l d I j o i n ? L e a r n a b o u t t h e APN j o u r n e y a n d h o w t h e APN h e l p s g r o w yo u r p u b l i c s e c t or p r a c t i ce . He a r f r o m I n f i n i ti Co n s u l t i n g a b o u t h o w t h e APN h e l p e d t h e m a c c e l e ra te t h e i r AW S b u s i n e s s.
- 3. A W S P A R T N E R N E T W O R K W H A T I S T H E A W S P A R T N E R N E T W O R K ( A P N ) ?
- 4. CONSULTING PARTNERS 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 . T h e A P N H e l p s C o n s u l t i n g P a r t n e r s : M a r k e t | D i f f e r e n t i a t e | G r o w TECHNOLOGY PARTNERS 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 t h e AW S c l o u d . T h e A P N H e l p s Te c h n o l o g y P a r t n e r s : B u i l d | M a r k e t | S e l l A W S P A R T N E R N E T W O R K
- 5. A W S P A R T N E R N E T W O R K THE BENEFITS OF BECOMING AN APN PARTNER P a r t n e r R e s o u r c e s B u s i n e s s P l a n n i n g V i s i b i l i t y G o - t o - M a r k e t F u n d i n g
- 6. A W S P A R T N E R N E T W O R K 1 0 , 0 0 0 + A P N PA R T N E R S H AV E J O I N E D T H E A P N I N T H E PA S T 1 2 M O N T H S 90%+ Fortune 100 110%Yo Y AWS Consulting Partners 130%Yo Y AWS Managed Service Partners 60%+ APN Partners Headquartered Outside U.S. R e a c h U s e A P N P a r t n e r S o l u t i o n s & S e r v i c e s G r o w t h
- 7. A W S P A R T N E R N E T W O R K T H E A P N J O U R N E Y
- 8. R e g i s t e r e d S t a n d a r d A d v a n c e d P r e m i e r A P N J O U R N E Y Increased Benefits with Proven Customer Success A P N B E N E F I T S AWSEXPERTISE G o - t o - M a r k e t D i f f e r e n t i a t i n g y o u r B u s i n e s s G r o w i n g y o u r B u s i n e s s B u i l d i n g A W S E x p e r t i s e F o c u s o n : P S P P r o g r a m S e r v i c e D e l i v e r y P r o g r a m M S P P r o g r a m C h a n n e l R e s e l l e r P r o g r a m C o m p e t e n c y P r o g r a m U n l o c k P r o g r a m A c c e s s
- 9. A W S P A R T N E R N E T W O R K R E G I S T E R E D A P N M E M B E R 1 . I M P O R T A N C E 2 . W H A T I T T A K E S 3 . B E N E F I T S
- 10. R E G I S T E R E D I M P O R T A N C E R E G I S T E R E D A P N M E M B E R
- 11. W H A T I T T A K E S R E G I S T E R F O R T H E A P N www. a ws . a m a z o n . c o m / p a r t n e r s
- 12. A C T I O N V I E W A P N J O U R N E Y W E B P A G E S www.aws.amazon.com/partners/consulting/journey/ www.aws.amazon.com/partners/technology/journey/
- 13. M a i n t a i n P a r t n e r P r o f i l e U p d a t e R e f e r e n c e s A c c e s s T r a i n i n g A P N P A R T N E R P O R T A L A C T I O N A C C E S S T H E A P N P O R T A L h t t p s : / / www. a p n - p o r t a l . c o m
- 14. S e e a l l P a r t n e r T r a i n i n g & C e r t i f i c a t i o n R e s o u r c e s o n t h e T r a i n i n g Ta b o f t h e A P N P o r t a l A C T I O N U S E P A R T N E R L E A R N I N G P A T H A P N PA R T N E R L E A R N I N G PAT H
- 15. B E N E F I T S R E G I S T E R E D A P N M E M B E R • A P N P o r t a l A c c e s s • A P N N e ws l e t t e r • A P N W e b c a s t s • O n l i n e Tr a i n i n g & AW S A c c r e d i t a t i o n s • AW S S o l u t i o n s Tr a i n i n g s f o r P a r t n e r s • A c c e s s t o A P N L e a r n i n g P a t h f o r P a r t n e r s • D e d i c a t e d P a r t n e r D e ve l o p m e n t t e a m • ” H o w t o B u i l d Yo u r B u s i n e s s ” W h i t e p a p e r s R E G I S T E R E D
- 16. A W S P A R T N E R N E T W O R K S T A N D A R D A P N P A R T N E R 1 . I M P O R T A N C E 2 . W H A T I T T A K E S 3 . B E N E F I T S
- 17. S T A N D A R D I M P O R T A N C E S T A N D A R D A P N P A R T N E R
- 18. S T A N D A R D W H A T D O E S I T T A K E ? S T A N D A R D A P N P A R T N E R 2 Customer References, 2 Business Professional Accreditations, 2 Technical Professional Accreditations, 2 Associate Certifications, $1K+ in AWS Billings/month Product in GA on AWS, 2 Customer References Te c h n o l o g y P a r t n e r Q u a l i f i c a t i o n s C o n s u l t i n g P a r t n e r Q u a l i f i c a t i o n s
- 19. A C T I O N P A R T N E R S O L U T I O N S F I N D E R L o g i n t o t h e APN Po r t a l t o c r e a t e yo u r l i s t i n g o n t h e Pa r t n e r So l u t i o n s Fi n d e r ( PSF) C R E AT E Y O U R PA R T N E R L I S T I N G
- 20. A C T I O N A P N M A R K E T I N G C E N T R A L • Ema i l s a n d L a n d i n g Pa g e s • Syn d i c a t e d Co n t e n t • So l u t i o n Br i e f • Ba n n e r Ad s • So c i a l Me d i a • Co p y Bl o c k s • Ca s e St u d y Te mp l a t e s • Ag e n c y En g a g e me n t
- 21. B E N E F I T U N L O C K A C C E S S T O P R O G R A M S C h a n n e l R e s e l l e r P r o g r a m & G o ve r n m e n t R e s e l l e r P r o g r a m P S P P r o g r a m S e r vi c e D e l i v e r y P r o g r a m
- 22. A W S P U B L I C S E C T O R P R O G R A M A W S P U B L I C S E C T O R P A R T N E R P R O G R A M T h e A W S P u b l i c S e c t o r P a r t n e r P r o g r a m h e l p s y o u b u i l d a n d a c c e l e r a t e y o u r AW S P u b l i c S e c t o r b u s i n e s s t h r o u g h a l i g n m e n t w i t h o u r p u b l i c s e c t o r s a l e s , m a r k e t i n g , p a r t n e r, a n d b i d t e a m s .
- 23. B E N E F I T S P U B L I C S E C T O R P R O G R A M Attract New Customers Grow Your AWS Practice Connect with the AWS Public Sector Team Generate Demand with AWS Marketing Join a Community
- 24. A W S C H A N N E L R E S E L L E R P R O G R A M T h e A W S C h a n n e l R e s e l l e r P r o g r a m e n a b l e s A P N C o n s u l t i n g p a r t n e r s t o s e l l , s e r v i c e , b i l l , a n d s u p p o r t AW S S e r v i c e s t o b o t h c o m m e r c i a l a n d p u b l i c s e c t o r e n d c u s t o m e r s . A W S C H A N N E L R E S E L L E R P R O G R A M
- 25. A W S G O V E R N M E N T R E S E L L E R P R O G R A M T h e A W S G o v e r n m e n t R e s e l l e r P r o g r a m e n a b l e s A P N C o n s u l t i n g p a r t n e r s t o s e l l , s e r v i c e , b i l l , a n d s u p p o r t AW S S e r v i c e s t o b o t h c o m m e r c i a l a n d p u b l i c s e c t o r e n d c u s t o m e r s . A W S G O V E R N M E N T R E S E L L E R P R O G R A M
- 26. T h e A W S S e r v i c e D e l i v e r y P r o g r a m h i g h l i g h t s A P N P a r t n e r s w i t h a t r a c k r e c o r d o f d e l i v e r i n g s p e c i f i c AW S s e r v i c e s t o c u s t o m e r s . A W S S E R V I C E D E L I V E R Y P R O G R A M A W S S E R V I C E D E L I V E R Y P R O G R A M
- 27. A W S S E R V I C E D E L I V E R Y P R O G R A M AWS GovCloud Amazon Redshift Amazon Machine Learning Amazon Kinesis Amazon EMR Amazon DynamoDB Amazon API Gateway AWS Lambda AWS WAF Amazon CloudFront AWS Server Migration Service Amazon Database Migration Service Amazon RDS PostgreSQL Amazon Aurora AWS Service Catalog
- 28. B E N E F I T S S T A N D A R D A P N P A R T N E R • U s e o f A P N C o n s u l t i n g & Te c h n o l o g y P a r t n e r L o g o s • C o m p a n y P r o f i l e o n P a r t n e r S o l u t i o n s F i n d e r • A c c e s s t o A P N M a r k e t i n g C e n t r a l • E l i g i b l e f o r P r o o f o f C o n c e p t f u n d i n g • U n l o c k P r o g r a m s : AW S C h a n n e l R e s e l l e r P r o g r a m , AW S S e r v i c e D e l i v e r y P r o g r a m , P u b l i c S e c t o r P a r t n e r P r o g r a m S T A N D A R D A l l R e g i s t e r e d Ti e r B e n e f i t s P l u s :
- 29. A W S P A R T N E R N E T W O R K A D V A N C E D A P N P A R T N E R 1 . I M P O R T A N C E 2 . A C T I O N S T O T A K E 3 . B E N E F I T S
- 30. A D V A N C E D I M P O R T A N C E A D V A N C E D A P N P A R T N E R Standard Advanced
- 31. A D V A N C E D W H A T D O E S I T T A K E ? A D V A N C E D A P N P A R T N E R 6 Customer References, 8 Business Professional Accreditations, 8 Technical Professional Accreditations, 4 TCO and Cloud Economics Accreditations, 4 Associate-level Certifications, 2 Professional-level Certifications, $50k/month in AWS Billings Product in GA, AWS Technical Validation, 6 Customer References, $50k/month in AWS Spend or AWS Competency Te c h n o l o g y P a r t n e r Q u a l i f i c a t i o n s C o n s u l t i n g P a r t n e r Q u a l i f i c a t i o n s
- 32. B E N E F I T U N L O C K A C C E S S T O P R O G R A M S MSP Program Competency Program
- 33. A W S M A N A G E D S E R V I C E P R O V I D E R P R O G R A M A W S M S P P R O G R A M T h e A W S M S P p r o g r a m r e c o g n i z e s N e x t - G e n AW S M S P P a r t n e r s w h o h e l p c u s t o m e r s a c r o s s t h e f u l l c u s t o m e r e n g a g e m e n t l i f e c y c l e : p l a n , d e s i g n , m i g r a t e o r b u i l d , r u n , a n d o p t i m i z e .
- 34. W H Y B E C O M E A N AW S M S P PA RT N E R ? A W S M S P P R O G R A M • G a i n a c c e s s t o a w i d e r a n g e o f M S P - s p e c i f i c b u s i n e s s , t e c h n i c a l , a n d m a r k e t i n g b e n e f i t s • P o s i t i o n y o u r f i r m a s a N e x t - G e n M S P • B e p r o m o t e d a s a n a u d i t e d AW S M a n a g e d S e r v i c e P a r t n e r o n t h e A W S w e b s i t e • G a i n a c c e s s t o e x c l u s i v e M S P M a r k e t i n g C a m p a i g n s a n d C o n t e n t
- 35. A W S C O M P E T E N C Y P R O G R A M T h r o u g h t h e AW S C o m p e t e n c y P r o g r a m , c u s t o m e r s a r e a b l e t o e a s i l y f i n d a n d c o n n e c t w i t h A P N P a r t n e r s w i t h e x p e r t i s e i n s p e c i f i c i n d u s t r i e s , s o l u t i o n s , a n d / o r w o r k l o a d s w h o c a n h e l p t h e m t a k e a d v a n t a g e o f AW S . A W S C O M P E T E N C Y P R O G R A M
- 36. A W S C O M P E T E N C Y P R O G R A M W H Y B E C O M E A C O M P E T E N C Y PA RT N E R ? • D i f f e r e n t i a t e y o u r t o p p r o d u c t s , p r a c t i c e s , a n d s o l u t i o n s t o c u s t o m e r s • S h o w c a s e c u s t o m e r a n d t e c h n i c a l s u c c e s s w i t h s o l u t i o n o n AW S w e b p a g e s • P r e f e r r e d a c c e s s t o p r i v a t e b e t a s , r o a d m a p b r i e f i n g s , s u b j e c t m a t t e r w e b i n a r s • S e l e c t i v e e l i g i b i l i t y t o c u s t o m e r o p p o r t u n i t i e s a n d a c c e s s t o G T M f u n d i n g
- 37. DevOps SecurityMobile Storage IoT A W S C O M P E T E N C Y P R O G R A MSOLUTION Migration WORKLOAD Oracle Big Data SAP Microsoft INDUSTRY Life Sciences Digital Media Healthcare Marketing & Commerce Government FinServ Education
- 38. A W S C O M P E T E N C Y P R O G R A M N e w ! A W S E d u c a t i o n C o m p e t e n c y T h e h i g h e s t b a r f o r A P N P a r t n e r s s e r v i n g t h e n e e d s o f E d u c a t i o n c u s t o m e r s • A v a i l a b l e t o A d v a n c e d t i e r + Te c h n o l o g y a n d C o n s u l t i n g P a r t n e r s • D e s i g n e d t o s h o w c a s e p a r t n e r s w i t h p r o v e n t e c h n i c a l p r o f i c i e n c y a n d d e m o n s t r a t e d s u c c e s s b u i l d i n g s o l u t i o n s t o s u p p o r t t h e m i s s i o n - c r i t i c a l w o r k l o a d s o f H i g h e r E d u c a t i o n , K - 1 2 a n d R e s e a r c h c u s t o m e r s .
- 39. B E N E F I T S A D V A N C E D A P N P A R T N E R • U s e o f A d v a n c e d Te c h n o l o g y a n d C o n s u l t i n g P a r t n e r L o g o s • E l i g i b l e f o r P r o o f o f C o n c e p t F u n d i n g • E l i g i b l e f o r M a r k e t D e v e l o p m e n t F u n d i n g • U n l o c k AW S M S P P r o g r a m • U n l o c k AW S C o m p e t e n c y P r o g r a m A l l S t a n d a r d Ti e r B e n e f i t s P l u s : A D V A N C E D
- 40. A W S P A R T N E R N E T W O R K P R E M I E R C O N S U L T I N G P A R T N E R 1 . I M P O R T A N C E 2 . W H A T D O E S I T T A K E ? 3 . B E N E F I T S
- 41. P R E M I E R I M P O R T A N C E P R E M I E R A P N P A R T N E R Advanced Premier
- 42. P R E M I E R W H A T D O E S I T T A K E ? P R E M I E R A P N P A R T N E R • 2 0 B u s i n e s s P r o f e s s i o n a l A c c r e d i t a t i o n s • 2 0 Te c h n i c a l P r o f e s s i o n a l A c c r e d i t a t i o n s • 8 T C O a n d C l o u d E c o n o m i c s A c c r e d i t a t i o n s • 2 0 A s s o c i a t e - l e v e l C e r t i f i c a t i o n s • 8 P r o f e s s i o n a l - l e v e l C e r t i f i c a t i o n s • 1 0 C u s t o m e r R e f e r e n c e s p e r 1 2 m o n t h s • M S P P r o g r a m o r D e v O p s C o m p e t e n c y • O n e A d d i t i o n a l C o m p e t e n c y • M e e t AW S R e g i o n a l B i l l i n g T h r e s h o l d C o n s u l t i n g P a r t n e r Q u a l i f i c a t i o n s P r e m i e r P a r t n e r s n e v e r s t o p i n n o v a t i n g , a n d c o n t i n u o u s l y r a i s e t h e b a r
- 43. B E N E F I T S P R E M I E R A P N P A R T N E R • U s e o f P r e m i e r C o n s u l t i n g P a r t n e r L o g o • A P N P r e m i e r P a r t n e r W e b p a g e L i s t i n g • E l i g i b l e f o r AW S - D e v e l o p e d C a s e S t u d i e s • F r e e AW S P r o f e s s i o n a l S e r v i c e s E n g a g e m e n t s • D e d i c a t e d P a r t n e r S A a n d P a r t n e r M a n a g e r • A d d i t i o n a l A P N F u n d i n g B e n e f i t s P R E M I E R A l l A d v a n c e d Ti e r B e n e f i t s P l u s :
- 44. A W S P A R T N E R N E T W O R K H E A R F R O M I N F I N I T I Scott Drossos
- 45. D E L I V E R I N G R E S U L T S A r c h i t e c t u r e B i g D a t a A n a l y t i c s M i g r a t i o n S y s O p s D i s a s t e r R e c o v e r y D e v O p s S e c u r i t yS t o r a g e Thr ough C loud Bas ed Solutions
- 46. W H O W E A R E F o u n d e d i n 2 0 0 4 a s a p u b l i c s e c t o r I T c o n s u l t i n g f i r m , I n f i n i t i h a s e vo l ve d i n t o a p u b l i c s e c t o r c l o u d s e r vi c e s a n d c o n s u l t i n g o r g a n i z a t i o n wi t h a r e p u t a t i o n f o r d e l i ve r i n g r e s u l t s o n t i m e a n d o n b u d g e t . H a r n e s s i n g a d e e p c o m m i t m e n t t o e d u c a t i o n , g o ve r n m e n t & h e a l t h c a r e ; I n f i n i t i a i m s t o i m p r o ve i t s c u s t o me r s ’ o p e r a t i o n s t h r o u g h i n n o va t i o n a n d t e c h n o l o g y.
- 47. W H E R E W E W O R K Education Gov’t Agency Healthcare IV&V MSP
- 48. O N C E U P O N A T I M E . . . infiniticloud.com was born …...18 months ago
- 49. O N C E U P O N A T I M E . . . infiniticloud.com was born …...18 months ago
- 50. A N A P N S U C C E S S S T O R Y Revenue MM Time 2015 2016 2017 2018 2019
- 51. Contact AWS to Pursue Partner and Reseller Status Nov ‘15 RFP LET / due Feb. Dec ’15- Feb ‘16 Oct’15 Identification of CCCTC Cloud RFP / No AWS Presence A R C H I T E C T I N G F O R A P N M o n t h s 0 - 6 Focus on Meeting APN & Reseller Requirements Nov ’15- Feb ’16 AWS Standard Partner & Reseller Feb ‘16
- 52. CCCTC Contract Complete June ‘16 Go Live! CCCTC Work Begins July ‘16Apr ‘16 RFP Intent to Award G O I N G L I V E M o n t h s 7 - 1 2 CCCTC Architecture designed and approved Sept ‘16 Launch Course Exchange Sept ‘16 VHSS Bid Submitted Aug ‘16
- 53. I N F I N I T I P R O J E C T • California Community Colleges is the largest higher -ed system in the world – 113 colleges and 4 million enrolled students • 5 year contract to provide: AW S services + Infiniti Services: PM, Architecture, Migration, DevOps, SysOps , DR, Security, Machine Learning • Online Education Initiative (OEI) is a cloud driver • The Tech Center (CCCTC) is the enabler of OEI • Work with multiple application development teams to test and deploy CCC applications that power OEI
- 54. CCCTC Contract #2 [Project Glue] Feb ‘17 AWS Advanced Partner Mar ‘17 AWS Education & Storage Competency June ‘17Dec ‘16 VHSS Intent to Award G O I N G L I V E M o n t h s 1 3 - 1 8 VHSS Agreement Signed Apr ‘17 RackSpace Migration Completed May ‘17
- 55. CCCTC Contract #2 [Project Glue] Feb ‘17 AWS Advanced Partner Mar ‘17 AWS Education & Storage Competency June ‘17Dec ‘16 VHSS Intent to Award G O I N G L I V E M o n t h s 1 3 - 1 8 June 14 – I nfiniti Receives AWS STORAGE Competency VHSS Agreement Signed Apr ‘17 RackSpace Migration Completed May ‘17
- 56. CCCTC Contract #2 [Project Glue] Feb ‘17 AWS Advanced Partner Mar ‘17 AWS Education & Storage Competency June ‘17Dec ‘16 VHSS Intent to Award M o n t h s 1 3 - 1 8 June 14 – Infiniti Receives AWS EDUCATION Competency VHSS Agreement Signed Apr ‘17 RackSpace Migration Completed May ‘17 G O I N G L I V E
- 57. A T E A M E F F O R T
- 58. A T E A M E F F O R T A P N Te a m • Te a m P D M • P o r t a l • P a r t n e r E c o s y s t e m • C r e d i t s • B o o t c a m p s • J o i n t f u n d e d p r o g r a m s • C o m m u n i c a t i o n s AW S S a l e s • E d u c a t i o n • ( 4 p e o p l e ) • G o v e r n m e n t • ( 3 p e o p l e ) AW S S M E ’s • E d u c a t i o n • G o v e r n m e n t • L a w E n f o r c e m e n t • H e a l t h c a r e • B i g D a t a • P r o S e r v e
- 59. R E C I P E F O R S U C C E S S All–in!!! I n g r e d i e n t s Focus Talent Win rate Delight your customers Aim high
- 60. THE BEST IS YET TO COME!
- 62. G E T S T A R T E D T O D A Y L e a r n a b o u t t h e A P N : h t t p s : / / a ws . a m a z o n . c o m / p a r t n e r s / S e e AW S P a r t n e r S u c c e s s : h t t p s : / / a ws . a m a z o n . c o m / p a r t n e r s / s u c c e s s / S t a y i n t o u c h w i t h u s : A P N B l o g & @ AW S _ P a r t n e r s
- 63. Thank You!
Editor's Notes
- Kelly: Welcome and thank you for attending the AWS Partner Network session. My name is Kelly Hartman and this is Ali Benn who is our Education Segment Leader here at AWS.
- Kelly: In this session, Ali and I are going to talk about the APN, take you through the APN journey and talk about how the APN helps you grow your public sector business. Later we will be joined by Scott from Infiniti Consulting, where he will share their journey and experience with the APN. Ali: We want this session to not only be informative, but also actionable. We want you to walk away with steps you can take immediately following this session.
- Kelly: Let’s start by talking about what the APN is. The AWS Partner Network (APN) refers to our partner community who help customers leverage AWS. It also refers to the global program framework that focuses on helping Partners build successful AWS-based businesses or solutions by providing valuable business, technical, and marketing support.
- Kelly: Within the APN, we classify partners as consulting partners, or technology partners. Consulting Partners are professional services firms that help customers design, architect, build, migrate, and manage their workloads and applications on AWS. Technology partners have software solutions that integrate with, or are hosted on AWS. And we have these classifications for a couple of reasons. First, we want to have clear definitions that allow customers to find the right partner. And secondly, we look at the business models differently in terms of what each business can do for customers, and the ways we can help through the APN. Ali: When you think of Public Sector consulting partners this includes the likes of JHC and Booze Allen. However we also have many of you in the audience who have large commercial practices, but also focus on Public Sector customers like Northbay and REAN Cloud. Examples of Technology Partners in this space would be our EdTechs like Blackboard, Ellucian, Instructure, GovTechs such as Socrata as well as our Tech partners who focus on both Commercial and Public Sector customers like Splunk and Infor.
- Kelly: Of course, you may be asking why do I want to join the AWS Partner Network? There are a number of reasons. AWS has millions of active customers every month1, including more than 2,300 government agencies, 7,000 education institutions and more than 22,000 nonprofit organizations that have used AWS in the last 12 months. Not to mention, AWS has been continually expanding its services to support virtually any cloud workload, and we now have more than 90 What do you think that means? Exactly, those customers, are looking for AWS expertise – they want to partner with companies who know AWS and can help them unlock agility and innovation in their business. So that provides opportunity for you. Ali: ...but it also lends you specific APN benefits, We are heavily investing in partner reources to help. We offer whitepapers, best practice guides, and partner training, but Partner resources also means support from our AWS teams. From Partner Manager to SA support, we have an entire team in Public sector dedicated to helping partners. And those partner managers s – help with business planning. They work with you to build partner plans to take advantage of all of the great benefits we offer, and help your company stand out. Which brings us to visibility. You can participate in various partner programs designed to help you address your target audience, And we provide funding benefits and go-to-market support.
- Kelly: And the proof is really in the success we are seeing across our APN Partners. We are seeing tremendous YoY growth for consulting and MSP partners. And more than 90% of the fortune 100 and more than half of the Fortune 500 companies use APN Partner solutions and services. Also, an interesting fact is that more than half of our APN Partners are headquartered outside the US – so our ecosystem has broad customer reach. Ali: One fact that you don’t see on this slide is that The AWS Public Sector Partner Program, which we will touch on in a moment, includes over 350 APN Partners with solutions and experience in delivering on a combination of government, education, and non-profit customer missions around the world.
- Ali: Now we are going to talk about the end to end journey as an APN Partner
- Kelly: (Build Slide) The APN Program – is a tiered structure that allows you to unlock benefits and access APN Programs to achieve your business objectives. We have 4 tiers in the APN Program: registered, standard, advanced, and premier Although, the Premier level is only available for consulting partners. (Click to show Programs) Ali: Through the rest of this presentation we’ll walk you through the important milestones and the specific programs that you unlock at each level and tailor our discussion to your journey as a partner with Public Sector customers. And the great thing about this is that the structure works and recognizes your investments whether we are talking about your commercial or public sector business.
- Kelly: For each tier, we care going to talk about the Importance What it takes Benefits
- Kelly: Registering for the APN is all about getting access to information that will make you successful on your APN journey. Being registered within the APN provides you opportunities to learn more about AWS and the APN Partner Programs we offer. You should focus on education and enablement at the Registered tier, and become well-versed in the value of AWS.
- Kelly: Registering for the APN is something you can do today. Go to our APN home page and at the very top of the page, you will find a button labeled “Join AWS Partner Network” From there, it is a step-by- step process that takes you through building your partner profile. Your company domain is key here – you won’t be able to register with a personal email address. And if you are the first person in your company registering from that domain, you will be the one creating your company profile. Ali: And this is the same starting point for everyone – whether you are public sector or commercially focused.
- Kelly: Another action for you is to go to our APN Journey webpages They were designed to walk you through step-by-step. We have a custom journey for each type: consulting & tech I recommend spending time on these pages to understand what is available to you. And this can really be useful if you are building a plan for your company to move through the APN tiers. Ali: These pages are new – so even if you are already an APN Partner, we still recommend you check out these pages!
- Kelly: Once you’ve done that, you want to access the APN Portal. You will need to create a portal login and you want to encourage others in your company to create that login as well. We have exclusive content in the portal available to APN Partners. Some of the most downloaded content includes: How to Build Your Business on AWS Whitepapers. We have one for consulting partners and one for technology partners And We have a comprehensive APN Program Guide that many find useful And, really important for this stage – we have (next slide)
- Kelly: New APN Partner Learning Paths that you can access from the training tab in the portal. The Partner learning paths help guide you to the training needed to achieve accreditations and certifications, which are important to move to the standard tier,. Also, customers often want to know how many AWS certified and accredited individuals you have on staff. Ali: That’s right, so it’s important you understand the difference b/w Accreditations and Certifications. AWS Accreditations provide an important baseline knowledge of AWS so that as you work with customers, you can feel confident and comfortable in the AWS value prop. There are 3 types of Accreditations: We have the business professional acreditaiton, technical professional accreditation, and tco and cloud economics. These are FREE, self-paced online modules, about 5 hours in length. We recommend having all employees in your firm who work on your AWS practice to take these accreditations. You can access them through the Training tab on the APN Portal AWS Certifications help you demonstrate your deep technical skills. AWS Certifications are industry-recognized and shows customers, that you have the skills and knowledge to build AWS solutions. We always recommend taking the Instructor led courses in advance of taking a certification exam, and you can find the information on available courses and exam times in the APN.
- Kelly: The benefits you get from registering for the APN include a lot of the things we talked about as actions, but there is a lot more to explore. Within 24 hours of registering, you will be contacted by a Partner development team member who is your contact to assist you with questions moving forward. Ali: As a recap, some of the benefits include: Access to the APN portal where you will find access to the free Accreditation training modules, Learning Paths, and Whitepapers
- Kelly: Moving to Standard tier…
- Kelly: Becoming a Standard tier APN Partner opens up a number of marketing opportunities you can take advantage of to help you grow your customer base You also gain recognition as an APN Partner by gaining access to an official APN logo and through the ability to list your firm in the Partner Solutions Finder. The most important thing here – is the customer references. By the time you get to standard you have to show customer success. And that is really important to us at AWS – and important to potential customers. They really like to see what you’ve done for other customers. ,
- Kelly: Specifically, what does it take to get to Standard tier? Technology Partner Qualifications Product in GA on AWS, 2 Customer References Consulting Partner Qualifications 2 Customer References, 4 Accreditations, 2 Associate Certifications, $1K/month+ in AWS Billings. A common practice is for partner companies to become internal users first, as a way to help build expertise – and that can get you to the billing threshold for this level.
- Kelly: At the standard level – you are now able to create your PSF listing. The PSF is the place for customers (and our sales teams) to find APN Partners There is also a feature for customers to connect with you through your PSF profile, so it is really important you take the steps to create your profile at this level.
- Kelly: Another great benefit we offer at the standard level is what we call APN Marketing Central. APN Marketing Central provides marketing tools and resources that enable you to generate demand for your solutions. We have syndicated content, copy blocks and templates, and you can also engage with agencies that can help you. Ali: Some of the agency benefits include helping you develop a marketing strategy, creating case studies, helping you put on live events and webinars and access to email campaign templates. They even have specific versions of email campaigns that are modified to target and speak to the Public Sector customer. For example they have Amazon Workspaces, Big Data, Cloud Migration, Cloud Security, Mobile, and Websites campaign that are all created to address your public sector customers. Most of these campaigns come in multiple languages as well
- Ali: Another benefit of being a standard level partner is that you can now unlock access to the Public Sector Partner Program, channel reseller and government reseller programs, and the service delivery program.
- Ali: With more than 2,300 government agencies, 7,000 education institutions and more than 22,000 nonprofit organizations that have used AWS in the last 12 months, there is a huge opportunity to help these customers utilize AWS. Which is where you all come in. Within the broader APN we have tens of thousands of partners who serve Government, Education and NPO customers. If you are one of these partners, you should absolutely sign up for the Public Sector Partner Program! Last year we launched the AWS Public Sector Partner Program to formalize a path for you all and also to help our PS customers easily find partners who serve Public Sector. We have over 350 APN partners in the program, all delivering on a combination of government, education, and NPO customer mission around the world. Partners such as Smartronix, Cloudmas and D2L are all in the PSP. Over 30% of partners in the AWS Public Sector Partner Program are headquartered outside the US
- Ali: So, What’s in it for you? In addition to differentiating your firm’s area(s) of expertise, PSP partners receive the following benefits to joining the program: Join a Community: Identify your public sector solution, and receive an ‘Authorized Public Sector Partner’ APN logo this will help you Attract New Customers: Feature your company in the APN Partner Solutions Finder as a Government, Education, and/or Nonprofit solution provider to stand out to prospective customers Generate Demand with AWS Marketing: As we mentioned earlier, you can access APN Marketing Central to leverage self-service public sector marketing campaigns that you can co-brand to promote your solution. Grow Your AWS Practice: Develop a business plan to expand your public sector customer base and become eligible for additional APN Partner funding benefits. As you plan you will want to identify the Public Sector-specific programs you want to achieve. To unlock these PS-specific programs you must be part of the PSP first. Connect with the AWS Public Sector Team: Build your partnership with our sales, solution architect, marketing, capture, bid and proposal teams to expand your AWS public sector expertise”
- Kelly: Another program you can unlock at this level, is the Channel Reseller Program The Channel reseller program is for consulting companies –and it is unique from other reseller programs in the industry The channel reseller program gives you the ability to open accounts on behalf of the customer, with all of the supporting legal terms And allows you to consolidate bills under your master billing account Although this program is intended for consulting partners, we have great offerings from some of our Technology Partners to streamline the billing process
- Ali: Becoming an AWS Channel Reseller is the first step, but you must have authorization from the AWS Public Sector team in order to resell AWS to any Government, Education, or NPO entity. We call this program the AWS Government Reseller Program but it encompasses AWS resell to all PS customers, not just government customers. The reason we have this as an additional step is because as you all know there are different requirements and policies around selling into public sector. To ensure our customers have the best experience partners need to demonstrate they have experience selling into Public Sector and understand the various rules and regulations. Authorization to resell is also specific to country, so unlike the Channel Reseller Program which allows you to resell AWS globally, the Government Reseller Program requires legal paperwork for each country in which you intend to resell AWS. Again, you must be a channel reseller first and then a part of the PSP in order to apply to this program.
- Kelly: And now we are going to switch gears to another exciting program you can unlock at the Standard Level. The service delivery program identifies APN Partners with experience in specific AWS service areas. This allows us to answer questions like, “Who is a good Aurora Partner?” Achieving these designations provide customers and AWS sellers the ability to find you via the product team web pages and the Partner Solutions Finder And this program is how you get on the radar with the AWS product teams which can lead to service-specific beta programs, workshops, and roadmap deep-dives
- Ali: These are the available services that have service delivery programs attached. You can see Database Migration, AWS Lambda and Amazon Redshift as some examples. Notice AWS GovCloud program. This is for partners who have experience helping AWS customers with architecting, operating, and managing workloads in the AWS GovCloud (US) region while supporting US government compliance and regulatory requirements including FedRAMP, ITAR, SRG Levels 2 and 4, CJIS Security Policy, and/or HIPAA. As we continue to launch new services you will see this reflected in the Service Delivery Program.
- Kelly: To recap, as a Standard tier APN Partner, you have access to all Registered Tier benefits plus: Use of APN Consulting & Technology Partner Logos Company Profile on Partner Solutions Finder Access to APN Marketing Central Eligible for Proof of Concept funding Unlock Programs: AWS Channel Reseller Program, AWS Service Delivery Program, Public Sector Partner Program
- Kelly: Moving to Advanced tier…
- Kelly: An Advanced partner shows that you have a strong AWS practice. At this level, you want to focus on differentiating your business based on your areas of expertise. As an advanced partner you will build a robust go-to-market strategy with AWS.
- Kelly: What does it take to become and Advanced APN Partner? As a Technology Partner, you need to have: Product in GA AWS Technical Validation, 6 Customer References, $50k US+ in AWS Spend -or- AWS Competency As a Consulting Partner: 6 Customer References, 20 Accreditations, 4 Associate-level Certifications, 2 Professional-level Certifications, 50k in AWS Billings.
- Kelly: At the Advanced level, now you can unlock access to the MSP Program and Competency Program!
- Kelly: The same way I mentioned that the reseller program isn’t like others in the industry, the same applies to the AWS MSP Program. The reason is simple – delivering cloud managed services is very different than traditional on-prem infrastructure managed services. This is why we refer to our MSP Partners as Next-Gen MSP Partners. Next-Gen MSPs help customers across the full customer engagement lifecycle. This is because the ability to build in automation occurs in the planning or design phase –which is key to operating cloud workloads. The program sets the standard for what cloud managed services are, and includes a third party audit to validate your capabilities as a Next-Gen MSP.
- Kelly: As an MSP Partner in the Program, you are added to the website of audited MSP Partners You can even share the audit requirements (we call it the Validation Checklist) with your customers to show the capabilities you’ve been validated against. And you get exclusive marketing benefits including marketing campaigns and content through Marketing Central.
- Ali: The AWS Competency Program provides you with a crucial opportunity to demonstrate your expertise to customers. The competency program is a differentiation program, a chance to feature your solution and showcase your demonstrated success in not only AWS but in a specific industry, solution or workload. Competency is the program with one of the highest bars for partners to achieve. Different from service delivery where you can demonstrate your success with specific AWS services, Competency is the next level up and focuses on your solutions, tools and/or experience within a broader context either as an industry expert, solution expert or workload expert.
- Ali: As partners, this gives you an opportunity to stand out amongst the crowd. Instead of being 1 of tens of thousands of APN partners, you can be 1 of 20 or 30 partners. Your solution is featured on a dedicated page specific to your competency and customers can click through directly to your customer success stories. Customers love this because they always want to see what partners are working with customers like them In addition this is the method by which AWS validates your solution and in return, As a competency partner you receive preferred access to roadmap briefings, webinars, and prioritization in funding and go to market planning
- Ali: We Currently have 17 competencies with over 70 categories and 400 validated partner offerings. We have solution competencies such as Security and Migration, Workload, for example if you are skilled at running Microsoft Workloads on AWS you would want to look to achieve that competency. Last year you may remember we launched the Government Competency Gov Comp Talking Points; Partners who provide solutions to—and/or have deep experience working with—government customers to deliver mission-critical workloads and applications on AWS. Launched last year and continuing to add more partners We continue to add to the competencies every year and also continue to raise the bar and add new requirements on a regular basis. Partners must renew their competency status annually This year we launched the Security Competency for consulting partners, the Storage Competency for consulting partners and as you heard in the keynote, we are thrilled to introduce the Education Competency.
- Ali: Why a Competency for Education? AWS has over 7,000 education customers globally who need help running their mission-critical workloads in the AWS Cloud Now more than ever colleges and universities are concentrating on Information Technology to drive student success and address concerns about the costs, value, and outcomes of education. On-demand compute, storage, and database services help higher education, K-12 and Research IT teams build secure environments for mission-critical applications, freeing them to focus on student success. As more Educational institutions move to AWS, the ability to identify the best AWS partners to assist them in this segment is paramount. We have talented APN partners who have solutions running on AWS and have shepherded many of these customers in their journey to the cloud. We want to give them an opportunity to showcase their expertise and make it easier for our education customers to find them.
- Kelly: As an Advanced Partner, you get all of the registered and standard tier benefits plus: Use of Advanced Technology and Consulting Partner Logos Eligible for Proof of Concept Funding Eligible for Market Development Funding Unlock MSP Program Unlock AWS Competency Program
- Kelly: Moving to Premier tier…
- Kelly: Getting to Premier means that you have an established and successful AWS practice. As a Premier Partner, you also get access to exclusive benefits.
- Kelly: The bar for achieving Premier is high. And we continue to challenge Premier partners to raise the bar by developing innovative new use cases for customers. To achieve you need a minimum of 48 accreditations 28 certs, of which 8 must be Professional-level certs 10 customer references with the last 12 months MSP Program or DevOps and an additional competency along with meeting regional AWS billing thresholds
- Benefits for Premier partners include all of the benefits we’ve mentioned so far along with the use of the Premier logo listing on the Premier Partner webpage eligibility for AWS-developed case studies (written and video) and free ProServe engagements when working with enterprise customers a dedicated Partner Solutions Architect and Partner Manager and additional APN funding benefits.
- Ali: Now that you’ve heard how to leverage the APN, we’d like to introduce Scott Drossos, President Infiniti Consulting to share his company’s partner journey.
- Requirements to become partner and reseller Need AWS Clients Need Architects Update Brand & Website
- Ali to close session out