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Going Big in the Cloud: Migrations – Opportunity for You and Your Customers (GPSBUS203) - AWS re:Invent 2018

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The public cloud has become mainstream. For your customers, the question is not “if“ they move to the cloud, but “how” and “how fast?”. You have a great opportunity to deliver significant business benefit to your customers by helping them move at speed and scale onto AWS. In this session, we use customer examples to discuss the drivers exciting your customers to move to AWS, the business benefits to you in helping them make the move, the programs AWS has to support your migration projects, and migration sales and delivery best practices.

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Going Big in the Cloud: Migrations – Opportunity for You and Your Customers (GPSBUS203) - AWS re:Invent 2018

  1. 1. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Going Big in the Cloud: Migrations— Opportunity for You and Your Customers Andy Furner Global Lead Partner Migration Program G P S B U S 2 0 3 Kalpan Raval Global Lead Migration Technology Program Jason Hatch Global Lead Capgemini
  2. 2. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Agenda Opportunity Customer Partner Lessons learned Importance of the business case Migration strategies Emerging themes Working together Customers with partners AWS with partners—programs, tools, and enablement
  3. 3. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Opportunity Customer business drivers: Responding to disruption requires a new model Innovate Innovation and agility like a startup Retire technical debt Focus IT on what differentiates your business Reduce risk Move to a more resilient IT services model through a secure and proven approach
  4. 4. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Opportunity Customer business drivers: Common migration reasons Innovation and digital transformation
  5. 5. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. The market is large…in fact, huge! Globally $2T is dedicated to maintenance and keeping the lights on Opportunity Partner business drivers: Stating the obvious The public cloud is becoming an enterprise strategic imperative The “tire kicking” has stopped This is a strategic imperative for AWS We are investing to help our customers benefit from the public cloud Customers need help Partners are critical and will lead the way $236 billion Public cloud market by 2020 (forrester) Disrupt or Be Disrupted
  6. 6. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Strategy/assessment Readiness and planning Migration and management Opportunity Partner services and tools Migration readiness assessment (MRA) Migration Rapid discovery Directional business case Migration readiness and planning (MRP) Operating model Landing zone Migration expertise Skills/CoE Security and compliance Discovery and planning Migration business case Migration plan Discover Design Discover Discover Validate Cutover Operating model
  7. 7. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Opportunity A real life example Jason Hatch Vice President Cloud Adoption Capgemini
  8. 8. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
  9. 9. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Lessons learned Business justification is critical An effective business case and the process to create it helps remove friction to adoption of the cloud and identifies the key stages and costs of migration to AWS Customers that complete a business case migrate faster Key building blocks for business case development Infrastructure savings Task hour savings Migration costs and multi-year savings Business value and agility and innovation
  10. 10. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Business case Migration sales motion First call Assessment Security and compliance Discovery and planning Migration business case Migration plan Migration expertise Skills/CoE Operating model Landing zone Planning Rapid discovery Refined TCO + First call deck presentation Rapid opportunity calculator + 1 2 3 Migration deal AWS ROC—free online Partner tool—funded Consulting—for fee
  11. 11. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Lessons learned Migration strategies Balancing speed and modernization to drive business benefit
  12. 12. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. 1 Retain Workloads are kept in situ and are not changed in any way Unresolvable dependencies, custom Linux kernels, non-x86, AS400, and others 2 Retire Workloads are retired from use Existing decommission scope 3 Re-host Workloads moved to the cloud, lift-and-shift Minimal re-engineering, IP, DNS, file path changes, Win 2008, RHEL, and others 4 Re-platform Workloads moved to the cloud with some changes to support use of cloud concepts, for example, elasticity, failover Broader changes, use of higher-level AWS servers, for example, Amazon Relational Database Service (Amazon RDS) 5 Re-factor Workloads require significant re-engineering in order to run on the cloud Significant re-engineering, for example, to Linux, server-based to serverless 6 Re-purchase Workloads are candidates for migration to SaaS-based solutions On-premises CRM to SaaS CRM, Exchange to WorkMail, and others Migration strategies Typical project profile 10% 5% 40% 30% 10% 5%
  13. 13. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Lessons learned Early partner and AWS engagement Agreement and coordination of selling approach Alignment on migration methodology Coordinated customer education Joint business case development … demonstrates we have been there before together and inspires confidence and commitment in the customer Speaking the same language, following the same process …
  14. 14. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
  15. 15. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Emerging migration themes Balancing speed and modernization to drive business benefit Container modernization Eliminating legacy SAP Mainframe migrations Migration Pattern Library SAP
  16. 16. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Containers for application migration Provision and bind Service broker AWS Application Catalog/marketplace
  17. 17. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Customer-first approach with AWS and partners to migrate mainframes Architecture design Statement of work (SOW) Complex proof of concept (POC) Tools presentation AWS migration patterns Mainframe questionnaire Customer AWS ISV SI Delivery
  18. 18. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. X-ray vision SAP rapid migration test program with AWS (fast) + Oracle SAP BW (prod) Export Load On-premise Amazon Web ServicesConverted data to SAP HANA format SAP HANA SAP BW on HANA (prod) Entire BW landscape migration to BWoH/NLS on AWS Cloud Faster runtime for top five reports 35 Day storage amount for database backup from 605TB Simple Fast Low cost
  19. 19. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. AWS Migration Pattern Library https://mpl-proserve.amazonaws.com/ Thousands of patterns expected Value Lead generation Generate leads showcasing your capabilities and differentiators Agility Represent how your solutions/services align across existing patterns Exposure Highlight your company, skillsets, people, methodologies, and tools Sign up and contribute patterns now! Migration pattern A prescriptive solution for a migration scenario based on the “target architecture” and “options” available Migration Pattern Library A collection of organized and curated patterns for migrating enterprise workloads to AWS Purpose Provide customers with confidence and capability to migrate their workloads to AWS
  20. 20. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
  21. 21. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Working together AWS with partners Migration competency Consulting/delivery/technology Sets the bar for migration capabilities Requires MSP or devops competency AWS migration investment requires competency Migration training and enablement Pre-competency, general, and MAP-specific Self-paced, classroom, workshops, white board sessions, train the trainer Delivery and go to market teams Migration programs
  22. 22. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
  23. 23. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Working together Migration programs AWS Migration Acceleration Program (MAP) AWS Partner Migration Program (PMP) Programs open to AWS Migration Competency Partners If you are not a migration competency partner you can see requirements here: AWS Migration Competency Requirements
  24. 24. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. This stages of adoption path describes a common journey customers take to drive innovation and value through the cloud Project stage Foundation stage Migration stage Reinvention Working together Migration programs: When to use? PMP MAP
  25. 25. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Working together Program components Migration methodology AWS and partner tools AWS partners AWS investment AWS training AWS Professional Services
  26. 26. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Assessment Readiness and planning Application migrations Working together Migration programs: Project approach Migration readiness assessment (MRA) Migration Rapid discovery Directional business case Migration readiness and planning (MRP) Operating model Landing zone Migration expertise Skills/CoE Security and compliance Discovery and planning Migration business case Migration plan Discover Design Discover Discover Validate Cutover Operating model
  27. 27. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Assessment Readiness and planning Application migrations Working together Migration programs: Investments Migration Readiness Assessment (MRA) MigrationMigration Readiness and Planning (MRP) Discover Design Discover Discover Validate Cutover Operating model Operating model Landing zone Migration expertise Skills/CoE Security and compliance Discovery and planning Migration business case Migration plan AWS investments Cash Credits AWS Professional Services AWS training Discounted tools
  28. 28. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
  29. 29. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Working together Migration tools Assessment Migration readiness and planning Application migrations Automation for increased speed and reduced cost Application Discovery Service Server Migration Service Database Migration Service Application Discovery Service
  30. 30. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Migration tools AWS Migration Hub Simplify and accelerate migration execution A single location to track the progress of application migrations across AWS and partner solutions
  31. 31. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Innovating for customers RISC Networks Cloud migrations begin with the question, “What do I have that can go to the cloud?” Companies develop in-house methods to figure out what to move Issues arise that compress timelines Excel scorecards Workbook polling “We want to go to the cloud, but we have 400 apps. We’re running out of storage!” InteractiveIn-platform survey Business objective Looking to revitalize and revamp its application delivery process, Eastman was ready to begin migrating to the cloud and shed technical debt
  32. 32. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Prioritization and wave planning RISC Networks 300+ Applications prioritized Servers discovered ~1,500 30+ Shared database dependencies mapped Industry: Manufacturing Results and impact • Developed criteria to determine which applications to move and where • Deprioritized ”big four” manufacturing apps due to high risk dependencies, • Created a multi-year migration wave plan, with full migration by 2020 “There was no more ‘he said, she said,’ only verifiable data that we could depend on.” - Matthew Campbell, corporate IT architect, Eastman
  33. 33. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
  34. 34. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Working together Partner enablement AWS Navigate Program Self-paced APN training for partners on how to build AWS migration practice Self-paced online labs to learn AWS services and practice skills at low cost Train the trainer with strategic partners to drive education at scale Just in time training AWS partner migration solution architects and professional services Joint customer engagement MRA or specialist solution workshops Joint project work Workshops AWS partner migration SAs and professional services
  35. 35. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Working together Partner enablement: AWS Navigate Program E-learnings Advanced resources Well-architected framework guidance Solution validation Differentiate your practice 1 2 3 4 5 Standard tier Advanced tier https://aws.amazon.com/partners/navigate/migration/
  36. 36. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Next steps If you have a migration opportunity … Submit migration opportunities to AWS through the standard process via the APN portal and state in the description that this is a “Migration Opportunity” Most important: let your AWS PDM know that you have a migration opportunity If you are not a migration competency partner you can see requirements here: AWS Migration Competency Requirements Get started with the AWS Navigate Program for migration: https://aws.amazon.com/partners/navigate/migration/
  37. 37. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
  38. 38. Thank you! © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.

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