GPSBUS223-Starting Out with the AWS Partner Network

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AWS re:INVENT
Starting Out with the
AWS Partner Network
N o v e m b e r 2 8 , 2 0 1 7
G P S B U S 2 2 3

Agenda
Risk and decision-making in the cloud
The “early majority” opportunity
AWS decision analytic tooling for partners
Customer success stories
Key takeaways
APN Partner Journey
Build and develop
Differentiate
Market
Grow

Risk and decision-making in the cloud
E n a b l i n g P a r t n e r s i n D e c i s i o n S u p p o r t
J o h n E n o c h , P r i n c i p a l - T e c h n i c a l B u s i n e s s D e v e l o p m e n t

The opportunity

Cloud—who makes the money?
Cloud spend growing > 6 times the rate of IT spend to 2020 (IDC)
IaaS cloud market growing 36.8% p.a. to $34.6 B in 2017 (Gartner)
Revenue split between partners and cloud providers—80:20? 90:10?
68%
of senior finance executives agree
that a move to the cloud, or at least
a hybrid solution is inevitable
Source: FSN The Future of the Finance Function Survey 2016
1. IDC 2016: The Salesforce Economy: Enabling 1.9 Million New Jobs and $389 Billion in New Revenue Over the Next Five Years
2. Gartner 2016: Forecast Analysis: Public Cloud Services, Worldwide, 4Q16 Update"
1
2

What if… we cross the chasm?
Geoffrey Moore’s “Crossing the Chasm” 1991
2.5%
innovators
34% early
majority
34% late
majority
16%
laggards
13.5% early
adopters
Risk-seeking Risk-averse Risk-neutral

Momentum, need, and risk
Big IT platform
Small cloud
2017 2020
? ?
Status quo Evolution Transformation
Small IT platform
Big cloud

Data
Digital
workloads
and DevOps
Legacy
workloads
/migration
Cloud, evolution, and transformation
Highest value area = ?

Outcomes
Companies that rely too much on
gut feel in decision-making only
accurately forecast 22% of
the time, compared with 50%
for companies that have a better
balance of instinct and data
Source: FSN The Future of the Finance Function Survey 2016
52% of senior finance
professionals surveyed believe
they spend too much time on
transaction processing, leaving
not enough time for activities
that create value

How?
Cloud adoption: A sequence of decisions
Why? What? When?
Change IT platform? Analysis: cost, risk, and
value measurement?
Cloud?
Hybrid?
On-premises?
A common cause of project failure is lack of due diligence
Which partner(s)?
Capability and systems upgrades?
Application due diligence?
Governance?
Project planning?
Which supplier(s)?
AWS support and tools
Well-architected
Security best practices
Cloud economics
Cloud readiness and decision analysis tools
Cloud adoption framework

Decisiveness
0
1
2
3
4
5
LEADERSHIP
DATA CREDIBILITY
TEAM CONSENSUS
ACCOUNTABILITYURGENCY
IMPORTANCE
CONFIDENCE

Before answering the “How?” question
Need for better data, more engagement beyond IT
Monetize the cycle: journey TO cloud + FROM data centers, and so on
More time helping with “What? Why? When?”
More focus on risk, controls, governance
Classic MCDA, decisions under risk, and uncertainty

Support from AWS

Do “risk and due diligence”
Context
Cost and
benefit analysis
Consensus
(written)
Communication
Vision
Stakeholders
Culture
Objectives
Alternatives
Outcomes
Risk
Workshops
Risk review
KPIs
Cost avoidance
Cost reduction
Benefits comparison
Productivity scores
Downtime impact
IRR impact
Executive briefing
Business plan
Decision analytics

Change: Benchmarks and baselines

About the money: TCO (compute view)
0
5,000,000
10,000,000
15,000,000
20,000,000
25,000,000
30,000,000
35,000,000
40,000,000
45,000,000
Yr 1 Yr 2 Yr 3 Yr 4 Yr 5 Yr 6 Yr 7
Total in-house cost per year Total AWS cost per year
Total in-house cost to date Total AWS cost to date
0
2,000,000
4,000,000
6,000,000
8,000,000
10,000,000
12,000,000
14,000,000
16,000,000
18,000,000
20,000,000
0
2,000,000
4,000,000
6,000,000
8,000,000
10,000,000
12,000,000
14,000,000
16,000,000
18,000,000
20,000,000
✓
✓
✓
✓
✓
✓
✓
✓
✓
✓
✓
✓
✓
✓
✓
✓
✓
✓
✓
✓
✓
RESERVED
INSTANCES
SPOT
INSTANCES
Illustrative

Customer
success stories

Case study: Deloitte
“I believe our collaboration on the Cloud Value Calculator
vividly highlights the value that clients can receive
through our collaboration.”
John Tweardy, Deloitte Consulting LLP, S&O Cloud Leader
Deloitte provides industry-leading audit, consulting, tax, and advisory services
AWS and Deloitte Consulting LLP created the Cloud Value Calculator (CVC)

Deloitte’s Cloud Value Calculator
CIO Dashboard
CFO Dashboard
CVC Infographic
What is it? The Cloud Value Calculator (CVC) is a
modeling tool, deeply integrated with
AWS solutions, that quantifies the value of
cloud migration to both technical and
business executives
What is the
purpose?
CVC aims to help decision makers across
the C-Suite understand the business case
of Cloud migration, transformation, and
disruption with consideration for:
Infrastructure optimization
Staff productivity/operating model
improvements Business Value Generation
Who uses it? CIO, CTO, CFO, CSO, business leaders
When do they
use it?
This tool is meant to enable executives at
the beginning of their cloud journey to
gain better insight and set the foundation
for strategic cloud planning
As used in this document, “Deloitte” means Deloitte Consulting LLP, a subsidiary of Deloitte LLP. Please see
www.deloitte.com/us/about for a detailed description of our legal structure. Certain services may not be available to attest
clients under the rules and regulations of public accounting.

Case study: Red Oak Consulting
Consulting firm specializing in IT cost and risk analysis
Working with AWS on new tooling
Result: more influence and insight, earlier in the client’s purchase process
“Uncertainty delays project decisions. The risk
analysis model AWS developed for us has
built our clients confidence in their ability
to execute complex change faster.”
Owen Thomas, Managing Partner

“By understanding AWS customers and AWS
billing, we have been able to differentiate our
approach, innovate and build additional
revenues across multiple services.”
Gilly Ron, Chairman
Case study: CloudZone
Established AWS governance and optimization as a business
Enables customer savings of 20%–30% within 6 months

Case study: CloudChomp
Partnered with AWS to leverage customer feedback over design period
Result: more influence and cost insights, earlier in the client’s purchase process
“We analyze more than 50 million data points per
day. AWS introductions to other APN members
helps us to collaborate to better serve customers.”
David Palaski, CEO

Case study: Cloudability
Specialized in cost and usage profiling, optimization, risk, and change
Created an ecosystem of partners to help AWS customers reduce costs
Enables financial cost modeling and detailed migration plans
“We have leveraged AWS Marketplace and the
APN network to create new solutions that reduce
risk and make the savings worth the effort.”
J R Storment, CEO

“We work very closely with AWS and its partner
ecosystem. Customers move onto their
transformation initiatives a lot faster when
they get their due diligence out of the way.”
Aaron Rallo, CEO TSO Logic
Case study: TSO Logic
ISV needed to leverage AWS data to help customer understand costs
Helps customers understand what they have and the value of the cloud

Key takeaways

Key takeaways
Decisions are based on risk attitudes, bias, and intuition (…as well as data)
Poor customer decision-making is a big issue
Decision paralysis = slower time to revenue for advisors and ISVs
AWS has highly effective decision analytic tools to share
Leverage AWS and APN to develop joint tools and collateral

APN partner journey
G r a n t I r o n s – G l o b a l A P N E n a b l e m e n t L e a d e r

What is the AWS Partner Network?
He lp ing APN p artne rs b u ild su cce ssfu l
AWS -b ase d b u sine ss p ractice s and solu tions

AWS partner ecosystem
Consu lting partne rs
IT consulting
System integration
Application development
Managed services
Te chnology partne rs
Software
Operating systems
Databases
Hardware

APN program tiers
Standard
Advance d
Pre mie r

APN partner
journey
S t a r t i n g o u t w i t h t h e A W S P a r t n e r N e t w o r k

APN partner journey

Your APN journey begins here
Ke y actions
Build and develop a business plan
Gain access to Partner Central
Get trained and certified on AWS

AWS training and certification offerings
APN training
eLearning accreditations
AWS Business Professional
AWS Technical Professional
AWS TCO and Cloud Economics
Solution training for partners
(ILT and e-Learning)
Foundations
Big Data and Analytics
AWS for Windows (Sales and Technical Offerings)
AWS ce rtification
Learn more: https://aws.amazon.com/partners/training/

Differentiate your business
The APN Program offers trusted
differentiating programs that help
showcase your validated AWS expertise
Ke y actions
Based on your business plan, identify
an APN Program that’s right for your
business and develop a plan to meet
program requirements

Taking a closer look at our APN programs

Learn More: https://aws.amazon.com/partners/service-delivery/
Differentiation via service level
Help AWS customers quickly locate partners
who deliver specific AWS services
Help APN partners engage more closely with
AWS product and service teams
Service-specific benefits and enablement for partners

Learn More: https://aws.amazon.com/partners/competencies/
Differentiation in specialized solution areas
Demonstrate established solution-area expertise
Aligned with key verticals and key workloads
Partners eligible for additional funding and marketing benefits

Learn More: https://aws.amazon.com/partners/managed-service/
Recognizes the evolution of managed services
in cloud environments
Raises the bar for next-gen AWS MSPs
Third-party audit to review partners’ capabilities
Emphasizes delivering quality customer solutions and experiences

General differentiation program benefits
Differentiates top, validated products, practices, and solutions
to customers
Showcases customer and technical success across AWS digital properties
Partners receive preferred access to AWS events, AWS sponsorships,
and round tables
Selective eligibility to customer opportunities and access to MDF funding
Co-marketing and awareness campaign activities
Access to under-NDA AWS briefings and road maps

Market your APN partnership
Ke y actions
Generate customer demand with
APN Marketing Central
Showcase your differentiating program
status on AWS Partner Solutions Finder
and AWS Web properties
Leverage partner funding

Grow your business with AWS
Ke y actions
Acquire more customers
Grow your dedicated AWS practice
Expand into different solutions
with your AWS expertise

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GPSBUS223-Starting Out with the AWS Partner Network

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