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What does a successful partnership look like?

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Track 1 - Lasse Gerdt

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What does a successful partnership look like?

  1. 1. LONDON
  2. 2. What does a successful Partnership look like? Lasse Gerdt Head of GSI/Strategic Alliances, AWS EMEA
  3. 3. Migrating existing applications as quickly as possible Deploying new applications to the cloud by default Cloud computing has become the new normal
  4. 4. TOPICS FOR TODAY – ENGAGING AND PLANNING FOR SUCCESS KPIs Business Objectives Market Definitions AWS Enterprise Approach Practices/ Solutions Go to Market Sales Engagement Enablement Agreements and operations Investments Cadence Governance Programs
  5. 5. OBJECTIVE AND BUSINESS JUSTIFICATION
  6. 6. 2008 2009 2010 2011 2012 2013 20152014 “Active customer” is defined as a non-Amazon customer with AWS account usage activity in the past month, including the free tier Over 1 Million Active Customers
  7. 7. Move from capital expense to variable expense Lower variable expense than they could achieve on their own Stop guessing capacity Increased agility Remove undifferentiated heavy lifting Go global in minutes $ Why Are Companies Flocking To The Cloud So Quickly?
  8. 8. Idea Completed Project Not Possible Maybe next year We don’t support that That’s a change order What’s Not Fun For Builders?
  9. 9. CUSTOMERS
  10. 10. Dev & Test True Production Mission Critical All-in Build production apps Migrate production apps Marketing Build mission-critical apps Migrate mission-critical apps Development and test environments Corporate standard
  11. 11. Cloud Challenges 2015 vs 2014 Source: RightScale 2015 State of Cloud Report
  12. 12. AWS and Enterprise Alliances FSIRetail Auto/Manf. Media Life sc. Energy Digital Transformation (CEO/CMO/CDO) IT transformation (COO/CIO) AWS Global Infrastructure and Innovation Partnersolutionsandservices (Mass) Application Migration (COO/CIO/Business Leads)
  13. 13. APN Partner Types ISV Acceleration Professional Services Professional service firms that help customers design, architect, migrate, or build new applications on AWS. Product Companies Commercial software and cloud service companies that build solutions that run on, are complementary to, AWS. APN Consulting Partner APN Technology Partner Authorized Government Partner Channel Reseller Partner AWS Marketplace Seller AWS Test Drive Managed Service Provider
  14. 14. System Integrators
  15. 15. PRACTICE SOLUTION VALUE PROPOSITION
  16. 16. Three ways to build an AWS practice • Be a specialist—embed AWS into existing practices • Be a transformer—develop overall cloud transformation practice • Do both
  17. 17. Key elements – capability to sell, design, deliver, managed and scale PEOPLE COMPETENCY COMMITMENT SCALE Building capacity through trainings and certifications Specializing through AWS Competencies Demonstrating mutual success, Proof of capability ”Self Sustaining Practice”
  18. 18. AWS and Enterprise Alliances FSIRetail Auto/Manf. Media Life sc. Energy Digital Transformation (CEO/CMO/CDO) IT transformation, Cloud Adoption (COO/CIO) (Mass) Application Migration (COO/CIO/Business Leads) Some key examples: • Big Data and Analytics • IOT • Mobility • Application Migration Factory • SAP, Oracle, MS • Vertical Solutions • DevOps and new cloud based solutions • Managed Services at scale • Security and Management • Hybrid scenarios
  19. 19. Current APN competencies Marketing & commerce Storage Life sciencesHealthcare SAP Oracle Big data Microsoft Digital mediaSecurity
  20. 20. Time CloudReadiness Ad Hoc Opportunistic Repeatable Managed Optimised Develop high level knowledge of the business value of cloud computing for immediate tactical needs Scale up access to standardised IT resources via cloud, at lower costs and increasing speed Develop a consistent, best practice cloud-wide approach to cloud, speeding iterative improvement cycles to increase cloud adoption and business value. Driving business innovation through seamless access to IT resources from internal and external service providers Enabling more agile access to IT resources through aggressive, standardisation, identifying cloud best practices, and increasing governance SourceIDC:MaturityModel:Cloud–AGuideforSuccess2013 Journey to the Cloud phases
  21. 21. Complexity Value Agility,Innovation,Cost All-in Digital Dev/Test Enterprise Applications Storage Big Data & Analytics Client Computing Adoption curve to maximise value while focusing on least complex areas. Another view:
  22. 22. Assess the application portfolio and define the move Assess the application portfolio and define the move candidates AWS Cloud Migration Framework Acceleration Partners (Cloud native companies) AWS / Internal IT
  23. 23. Assess the application portfolio and define the move Assess the application portfolio and define the move candidates AWS Cloud Migration Framework AWS / Internal IT Partner (SI) / Internal IT Acceleration Partners (Cloud native companies) Acceleration Partners (Cloud native companies) AWS Ent.Supp/Internal IT
  24. 24. AWS can support your digital transformation AWS is our proven Digital platform AWS 3 layers approach Digital vision Digital platform Execution Cloud unleashes the innovation…lets you be more agile, get more ideas from all organization and lower cost of failure
  25. 25. GO TO MARKET
  26. 26. Target Offerings, Solutions Practice Development Capacity and Capability plan Target Verticals Target Accounts Sales Channels Demand Generation Pipeline and Opportunity Acceleration Account growth Training MDF Market Development Fund POC Proof Of Concept COE Centre of Excellence GTMEnablement,CadenceandGovernance Programmatic investments
  27. 27. SALES ENGAGEMENT
  28. 28. Sales Engagement DIRECT RESELL INFLUENCE PARNTER LED JOINT AWS LED TARGET MARKETS, VERTICALS and ACCOUNTS
  29. 29. ENABLEMENT AND PROGRAMS
  30. 30. Cloud Skill Demand 1.7M Unfilled cloud jobs in 2012 7M Projected jobs in three years %ofmatchingjobpostings 0 20% 10% Jan '06 Job Trends from indeed.com Amazon Web Services Jan ‘15 Internal champions = faster adoption
  31. 31. Expand skills with AWS Online Videos and Labs Instructor-Led Courses Certification Start working with an AWS service in minutes with free online instructional videos and labs aws.amazon.com/training/ self-paced-labs Learn how to design, deploy, and operate highly available, cost-effective, and secure applications on AWS aws.amazon.com/training Validate your proven technical expertise with the AWS platform and gain recognition for your skills aws.amazon.com/certification
  32. 32. APN Partner Training – Bus Dev Role New AWS Essentials Business Edition: 1day I ILT AWS Business Professional Business Development Roles 5 hours | Online Modules & Assessments Accreditation AWS Technical Professional Technical Business Development Roles 5 hours | Online Modules & Assessments Accreditation AWS TCO and Cloud Economics AWS Business or Technical Roles 3 hours | Online Modules & Assessments Accreditation AWS Solutions Training for Partners: Foundations AWS Business Professional 1 day | Instructor-Led Training aws.amazon.com/partners/overview/partner-training
  33. 33. Technical Training Courses Visit aws.amazon.com/training for course descriptions AWS Essentials Instructor-Led | 1 day Architecting on AWS Instructor-Led | 3 day Developing on AWS Instructor-Led | 3 day Systems Operations on AWS Instructor-Led | 3 day Architecting on AWS Advanced Concepts Instructor-Led | 3 day DevOps on AWS Instructor-Led | 3 day Big Data Fundamentals Online | 3 hours Big Data on AWS Instructor-Led | 3 Days AWS Certification Exam Readiness Workshop Introductory Courses Advanced Courses Specialty Courses Solutions Architect Developer SysOps Administrator Security Operations on AWS Instructor-Led | 3 Days
  34. 34. AWS Certification AWS Certified Solutions Architect - Associate AWS Certified Solutions Architect – Professional AWS Certified DevOps Engineer Professional Solutions Architect Developer SysOps Administrator AWS Certified Developer - Associate AWS Certified SysOps Administrator - Associate Learn more at aws.amazon.com/certification
  35. 35. GO!

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