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How to Build a Successful AWS Consulting Practice

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IDC Analysts predict that the market for public cloud consulting services will grow 10x faster than overall IT professional services. This session will cover how AWS consulting partners have built successful AWS practices by investing in sales, delivery, training, and building AWS specific methodologies. We will cover best practices in each functional area, and provide a 6-12 month roadmap for building your AWS practice.

Published in: Technology

How to Build a Successful AWS Consulting Practice

  1. 1. How to Build an 
 AWS Consulting Practice Cameron Inchley, Partner Manager Amazon Web Services
  2. 2. Key Takeaways • As an adviser to consumers of technology; – You understand the unique market opportunity presented by the emergence of AWS – Based on research, experience and observation (not opinion), we want to guide you on how to build a consulting practice – We want to make sure you have access to the tools and resources to make sure you’re
  3. 3. Agenda 1. 5 Reasons to Build an AWS Practice (why) 2. Customer adoption lifecycle (what) 3. Practice Development (how) i. Specialists ii. Transformers 4. Best Practices, Resources, and Next Steps
  4. 4. 1. It’s Still Early • We are in Year 3 of a 10 year adoption cycle • In 2013 and 2014, we saw: – Over $50m in funding go into our consulting ecosystem – Analysts at IDC predict that the market for public cloud consulting would grow 10x faster than overall IT professional services – Multiple Enterprise customers going “all-in” • AWS job postings show 1,500% increase since 2011 from
  5. 5. 2. Go Global in Minutes
  6. 6. 2. Go Global in Minutes
  7. 7. 3. Managed Solutions are Driving Revenue
  8. 8. 3. Managed Solutions are Driving Revenue
  9. 9. 4. AWS Improves Margins and Team Performance Script your most common project environments
  10. 10. 5. AWS Partner Network (APN) - Can Help You
  11. 11. Customer Cloud Adoption
  12. 12. The Journey – Plan the Work 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 Experimentation Limited Use Widespread Use Corporate Standard
  13. 13. Three Ways to Develop a Practice • Be a Specialist - Embed AWS into existing practices Digital Media Big Data Storage Healthcare Life Sciences Microsoft SAP Oracle http://aws.amazon.com/partners/competencies
  14. 14. 1. Be a Specialist - Embed AWS into existing practices Three Ways to Develop a Practice Digital Media Big Data Storage Healthcare Life Sciences Microsoft SAP Oracle http://aws.amazon.com/partners/competencies
  15. 15. 1. Be a Specialist - Embed AWS into existing practices Three Ways to Develop a Practice Digital Media Big Data Storage Healthcare Life Sciences Microsoft SAP Oracle http://aws.amazon.com/partners/competencies 2. Be a Transformer - Develop overall cloud transformation practice
  16. 16. 1. Be a Specialist - Embed AWS into existing practices Three Ways to Develop a Practice Digital Media Big Data Storage Healthcare Life Sciences Microsoft SAP Oracle http://aws.amazon.com/partners/competencies 2. Be a Transformer - Develop overall cloud transformation practice 3. Do Both
  17. 17. DegreeofCloudAdoption Time (Customer’s “Cloud Journey”) Two Paths to Building a Practice We proactively drive a customer’s movement through the journey.
  18. 18. DegreeofCloudAdoption Time (Customer’s “Cloud Journey”) Two Paths to Building a Practice We proactively drive a customer’s movement through the journey. Explore Adopt VPC Deployment Backup / Archiving Dev/Test Security and Roles LOB Application Dev/Test AD Integration BI Project/ Data Warehouse Website Migration New Web Applications Mobile Applications Internet of Things Virtual Desktops “Specialists”
  19. 19. DegreeofCloudAdoption Time (Customer’s “Cloud Journey”) Two Paths to Building a Practice We proactively drive a customer’s movement through the journey. Explore Adopt VPC Deployment Backup / Archiving Dev/Test Security and Roles LOB Application Dev/Test AD Integration BI Project/ Data Warehouse Website Migration New Web Applications Mobile Applications Internet of Things Virtual Desktops “Specialists” Expand Transform Trusted Advisor “Transformers” Expand Transform Department Charge back Models Change Management Workshops Provisioning and Service Catalog Design Workload and Cost Modeling Tools DevOps / Cloudformation Catalogue IT Development Processes Managed Services Infrastructure Deployment Code Refactoring Processes
  20. 20. The “Specialists”
  21. 21. Sales Opportunity • Combine software or domain expertise with on demand infrastructure to create turnkey solution • Leverage cloud interest and adoption to generate new clients in your area of expertise • Opportunity to expand beyond pure SOWs into full solution stack
  22. 22. Building AWS Capabilities • New cloud roles are critical: – AWS Architect – AWS Software DevOps Lead – Cloud Sales Leader (pricing and methodology) • Understand and be able to model and explain licensing models for your area of expertise • Develop a cloud based methodology that leverages time to market • Build managed service capabilities, or find a partner
  23. 23. Specialists Revenue Opportunities
  24. 24. Specialists Revenue Opportunities Solution Sell $200K ➢ $100K to customize Solution ➢ $50K OnDemand EC2 over 1 year to run on AWS ➢ $25K in 3rd party SW ➢ $15K in Managed Services
  25. 25. Specialists Revenue Opportunities Professio nal Services / Strategy Consulti ng / Architect ure • 2x to 5x • Multiplier on top • Of AWS Applicati on / Develop ment / Integratio n / Migration • $50k • To • $200K Managed Infrastru cture Services • 15% to 40% Uplift • On AWS AWS Usage Profit Levers • RI Purchase s • Reduce Costs • 10% - 30% Software • 5% to 30% License Margins Solution Sell $200K ➢ $100K to customize Solution ➢ $50K OnDemand EC2 over 1 year to run on AWS ➢ $25K in 3rd party SW ➢ $15K in Managed Services Overall Cost: $115K ✓ $55K to Partner (IP) ✓ $30K to AWS (RI purchase) ✓ $20K for SW (20% margin) ✓ $10k for Mgd Svcs. (30% margin)
  26. 26. Examples of Successful Partners:
 ESRI seamless server migration Use case: SAP and Sharepoint/SQL servers
  27. 27. Examples of Successful Partners:
 Divested entity needing enterprise application Use case: SAP Managed Services
  28. 28. The “Transformers”
  29. 29. Media Company: Journey into the cloud True Production Share development globally, in minutes Dev & Test APIs integrated legacy technology Mission Critical Dozens of mobile apps Key Back office apps All-in 3,000 apps • Migration 101 • Scale Fast-Global • Security • Enterprise Migration • Legacy integration • Big Data, Analytics • HPC workloads • Corporate Web/e- Commerce • Mobile/Social • BackUp-HA- Recovery-Archive- DR-Storage • Security • CRM • Large Database • ERP • Microsoft, SAP • Infor, Oracle • Cloud Desktops • Collaboration/ FileSharing • Security • Cloud 1st • All applications • Operate at Scale • Automation • Global footprint • Security • DevOps – Infrastructure as Code
  30. 30. Media Company: Journey into the cloud True Production Share development globally, in minutes Dev & Test APIs integrated legacy technology Mission Critical Dozens of mobile apps Key Back office apps All-in 3,000 apps • Migration 101 • Scale Fast-Global • Security • Enterprise Migration • Legacy integration • Big Data, Analytics • HPC workloads • Corporate Web/e- Commerce • Mobile/Social • BackUp-HA- Recovery-Archive- DR-Storage • Security • CRM • Large Database • ERP • Microsoft, SAP • Infor, Oracle • Cloud Desktops • Collaboration/ FileSharing • Security • Cloud 1st • All applications • Operate at Scale • Automation • Global footprint • Security • DevOps – Infrastructure as Code APN and Consulting Partner Opportunity…Expanding
  31. 31. Cloud Adoption Framework - The Big Picture
  32. 32. Cloud Adoption Framework - The Big Picture The AWS CAF organizes and describes the perspectives in planning, creating, managing, and supporting a modern IT service. Offers practical guidance and comprehensive guidelines for establishing, developing and running AWS cloud-enabled environments. It provides a structure where business and IT can work together towards common strategy and vision, supported by modern IT automation and process optimization. People Perspective Process Perspective Security Perspective Maturity Perspective Platform Perspective Operating Perspective Business Perspective
  33. 33. CAF Core Perspectives
  34. 34. CAF Core Perspectives People Perspective Defining and acquiring the skills needed to adopt the AWS cloud platform. Examples guidance include role descriptions, training, certification and mentoring.
  35. 35. CAF Core Perspectives People Perspective Defining and acquiring the skills needed to adopt the AWS cloud platform. Examples guidance include role descriptions, training, certification and mentoring. Business Perspective Identifying, delivering, and measuring business impact using architectural approaches that align technical delivery to business imperatives.
  36. 36. CAF Core Perspectives People Perspective Defining and acquiring the skills needed to adopt the AWS cloud platform. Examples guidance include role descriptions, training, certification and mentoring. Platform Perspective Represents the technology services of the AWS cloud platform. Provides patterns, guidance, and tools for optimal use of the technology services and services to implement. Business Perspective Identifying, delivering, and measuring business impact using architectural approaches that align technical delivery to business imperatives.
  37. 37. CAF Core Perspectives People Perspective Defining and acquiring the skills needed to adopt the AWS cloud platform. Examples guidance include role descriptions, training, certification and mentoring. Maturity Perspective Defining the target state architecture of the organization and creating the required blueprints and roadmaps. Platform Perspective Represents the technology services of the AWS cloud platform. Provides patterns, guidance, and tools for optimal use of the technology services and services to implement. Business Perspective Identifying, delivering, and measuring business impact using architectural approaches that align technical delivery to business imperatives.
  38. 38. CAF Core Perspectives Process Perspective Managing portfolios, programs and projects to deliver expected business outcome on time and within budget, while keeping risks at acceptable levels. People Perspective Defining and acquiring the skills needed to adopt the AWS cloud platform. Examples guidance include role descriptions, training, certification and mentoring. Maturity Perspective Defining the target state architecture of the organization and creating the required blueprints and roadmaps. Platform Perspective Represents the technology services of the AWS cloud platform. Provides patterns, guidance, and tools for optimal use of the technology services and services to implement. Business Perspective Identifying, delivering, and measuring business impact using architectural approaches that align technical delivery to business imperatives.
  39. 39. CAF Core Perspectives Process Perspective Managing portfolios, programs and projects to deliver expected business outcome on time and within budget, while keeping risks at acceptable levels. People Perspective Defining and acquiring the skills needed to adopt the AWS cloud platform. Examples guidance include role descriptions, training, certification and mentoring. Maturity Perspective Defining the target state architecture of the organization and creating the required blueprints and roadmaps. Platform Perspective Represents the technology services of the AWS cloud platform. Provides patterns, guidance, and tools for optimal use of the technology services and services to implement. Security Perspective Defining and implementing the required levels of security, governance, and risk management to achieve compliance. Business Perspective Identifying, delivering, and measuring business impact using architectural approaches that align technical delivery to business imperatives.
  40. 40. CAF Core Perspectives Process Perspective Managing portfolios, programs and projects to deliver expected business outcome on time and within budget, while keeping risks at acceptable levels. People Perspective Defining and acquiring the skills needed to adopt the AWS cloud platform. Examples guidance include role descriptions, training, certification and mentoring. Maturity Perspective Defining the target state architecture of the organization and creating the required blueprints and roadmaps. Platform Perspective Represents the technology services of the AWS cloud platform. Provides patterns, guidance, and tools for optimal use of the technology services and services to implement. Operating Perspective Represents the ongoing management of the functioning IT environment of AWS. Provides process, guidance and tools for optimum operational service management of the AWS environment. Security Perspective Defining and implementing the required levels of security, governance, and risk management to achieve compliance. Business Perspective Identifying, delivering, and measuring business impact using architectural approaches that align technical delivery to business imperatives.
  41. 41. Building the Adoption Roadmap
  42. 42. Building the Adoption Roadmap People Perspective Process Perspective Security Perspective Maturity Perspective Platform Perspective Operating Perspective Business Perspective
  43. 43. Building the Adoption Roadmap People Perspective Process Perspective Security Perspective Maturity Perspective Platform Perspective Operating Perspective Business Perspective
  44. 44. Building the Adoption Roadmap Cost Mgmt BCP Org Structure Architecture Optimization Security Review Capability Review Process Automation People Perspective Process Perspective Security Perspective Maturity Perspective Platform Perspective Operating Perspective Business Perspective
  45. 45. Building the Adoption Roadmap
  46. 46. New Required Skills • Change Management Experts (IT Transformation, Communication) • Technical Skills (Cloud Architects, AWS Services Experts, DevOps, App Migration, App Optimization) • Security, Risk & Compliance • Project Management (Agile & Formal) • Specialists May be Required (Big Data, SAP, …)
  47. 47. Examples of Successful Partners Use Case: QANTAS leverages Sourced Group for IT transformation
  48. 48. Examples of Successful Partners Use Case: Complete cloud journey supported by Odecee Large Australian Logistics Company
  49. 49. Resources and Best Practices
  50. 50. DegreeofCloudAdoption Time (Customer’s “Cloud Journey”) Tools to help advance the Journey We proactively drive a customer’s movement through the journey.
  51. 51. DegreeofCloudAdoption Time (Customer’s “Cloud Journey”) Tools to help advance the Journey We proactively drive a customer’s movement through the journey. AWS Free Tier FREE How-to Videos Joint Calls Exec Briefings AWS Partner Educate AWS Online Accredidations Explore
  52. 52. DegreeofCloudAdoption Time (Customer’s “Cloud Journey”) Tools to help advance the Journey We proactively drive a customer’s movement through the journey. AWS Free Tier FREE How-to Videos Joint Calls Exec Briefings AWS Partner Educate AWS Online Accredidations Explore Self-paced Labs run.qwiklabs.com Solution Architect Advanced AWS Training Courses POC Funding Certification Programs AMI’s / Marketplace Adopt
  53. 53. DegreeofCloudAdoption Time (Customer’s “Cloud Journey”) Tools to help advance the Journey We proactively drive a customer’s movement through the journey. AWS Free Tier FREE How-to Videos Joint Calls Exec Briefings AWS Partner Educate AWS Online Accredidations Explore Self-paced Labs run.qwiklabs.com Solution Architect Advanced AWS Training Courses POC Funding Certification Programs AMI’s / Marketplace Adopt Custom Training TCO Calculator and Economics Center AWS PS Supercharge Enterprise Agreements Security & Compliance Expand
  54. 54. DegreeofCloudAdoption Time (Customer’s “Cloud Journey”) Tools to help advance the Journey We proactively drive a customer’s movement through the journey. AWS Free Tier FREE How-to Videos Joint Calls Exec Briefings AWS Partner Educate AWS Online Accredidations Explore Self-paced Labs run.qwiklabs.com Solution Architect Advanced AWS Training Courses POC Funding Certification Programs AMI’s / Marketplace Adopt Custom Training TCO Calculator and Economics Center AWS PS Supercharge Enterprise Agreements Security & Compliance Expand Trusted Advisor TAM Executive Coverage Customer Advisory Board Transform COE Program
  55. 55. Instructor-Led Training Courses Solutions Architects Developers SysOps Administrators Architecting 
 on AWS DevOps Engineering on AWS Developing on AWS Systems Operations on AWS AWS Technical
 Essentials Advanced Architecting on AWS Getting Started Advanced Visit aws.amazon.com/training for course descriptions Introduction to AWS 
 Series Big Data 
 on AWS Specialty
  56. 56. Consulting Partner Best Practices Summary ✓ Decide early – specialist or transformer (or both!) ✓ Repeatable solutions, recurring revenue vs. projects ✓ Automation, utilize products like CloudFormation, Chef, and Puppet ✓ Formalized training & certification program combined with competencies ✓ Dedicated sales, cloud practice leader with assigned revenue goal ✓ Drink your own champagne (get your hands dirty) ✓ Generate case studies/references/, PR has greater reach, advertise your success (social media impact/awareness) Deployment / Management / Design
  57. 57. Next Steps
  58. 58. Next Steps • Review the following guides: – APN Consulting Best Practices Guide* – AWS Customer Adoption Framework*
  59. 59. Next Steps • Review the following guides: – APN Consulting Best Practices Guide* – AWS Customer Adoption Framework* • Choose your AWS Competency (more coming)
  60. 60. Next Steps • Review the following guides: – APN Consulting Best Practices Guide* – AWS Customer Adoption Framework* • Choose your AWS Competency (more coming) • Look into the AWS Managed Service Program
  61. 61. Next Steps • Review the following guides: – APN Consulting Best Practices Guide* – AWS Customer Adoption Framework* • Choose your AWS Competency (more coming) • Look into the AWS Managed Service Program • Invest in solution repeatability
  62. 62. Next Steps • Review the following guides: – APN Consulting Best Practices Guide* – AWS Customer Adoption Framework* • Choose your AWS Competency (more coming) • Look into the AWS Managed Service Program • Invest in solution repeatability • Understand AWS economics
  63. 63. Next Steps • Review the following guides: – APN Consulting Best Practices Guide* – AWS Customer Adoption Framework* • Choose your AWS Competency (more coming) • Look into the AWS Managed Service Program • Invest in solution repeatability • Understand AWS economics • Leverage AWS Marketplace (1500+ offerings)
  64. 64. Next Steps • Review the following guides: – APN Consulting Best Practices Guide* – AWS Customer Adoption Framework* • Choose your AWS Competency (more coming) • Look into the AWS Managed Service Program • Invest in solution repeatability • Understand AWS economics • Leverage AWS Marketplace (1500+ offerings) • Leverage APN programs to expand your customer base
  65. 65. Next Steps • Review the following guides: – APN Consulting Best Practices Guide* – AWS Customer Adoption Framework* • Choose your AWS Competency (more coming) • Look into the AWS Managed Service Program • Invest in solution repeatability • Understand AWS economics • Leverage AWS Marketplace (1500+ offerings) • Leverage APN programs to expand your customer base
  66. 66. Next Steps • Review the following guides: – APN Consulting Best Practices Guide* – AWS Customer Adoption Framework* • Choose your AWS Competency (more coming) • Look into the AWS Managed Service Program • Invest in solution repeatability • Understand AWS economics • Leverage AWS Marketplace (1500+ offerings) • Leverage APN programs to expand your customer base
  67. 67. Next Steps • Review the following guides: – APN Consulting Best Practices Guide* – AWS Customer Adoption Framework* • Choose your AWS Competency (more coming) • Look into the AWS Managed Service Program • Invest in solution repeatability • Understand AWS economics • Leverage AWS Marketplace (1500+ offerings) • Leverage APN programs to expand your customer base * Both available through the APN Portal

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