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Overview of APN Program | AWS Public Sector Summit 2016


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In this session, we provide an overview of the Amazon Partner Network (APN) and programs available to partners who want to accelerate their business with government, education, and nonprofit customers. This overview includes an outline of our reseller program and the new opportunities for partners to differentiate themselves by using APN competencies, and also resources available to help partners drive and deliver more business.

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Overview of APN Program | AWS Public Sector Summit 2016

  1. 1. © 2016, Amazon Web Services, Inc. or its Affiliates. All rights reserved. June 21, 2016 Overview of APN Program Dorothy Copeland, Director, Global AWS Partner Program, AWS Dan Kasun, Senior Manager, Partners, AWS
  2. 2. AWS Helps Companies Take Part in the Wave of Cloud Innovation Customers use 143 MM hours/month of Amazon EC2 on AWS Marketplace Over 70 services 40% increase in feature releases year over year
  3. 3. The innovative cloud platform lets companies of all sizes: Tens of Thousands of Partners Thrive with AWS Scale quickly Go global in minutes Reduce costs Employ a breadth of cloud services Increase their pace of innovation
  4. 4. Introducing the AWS Partner Network Consulting Partners Technology Partners Planning Integration App dev Managed services Software Databases Applications Hardware integration
  5. 5. Nurture expertise with training, certification, and experience Demonstrate project management skills Leverage AWS Competencies Provide an excellent customer experience Successful AWS Consulting Partners Are Credible and Knowledgeable
  6. 6. Provide software on AWS as SaaS or Bring Your Own License, or through AWS Marketplace Utilize AWS Well-Architected Framework and Security guidelines Offer well-defined solutions Benefit from the AWS Competency Program Successful AWS Technology Partners Keep Innovating
  7. 7. Guidance for product & solution development Free and discounted technical and business training Marketing of partner offerings Market development funding Proof of concept funding How AWS Keeps Partners Growing Tiers Benefits Registered Premier Advanced Standard
  8. 8. Just getting started Consulting Partner Tiers Tiers Qualifications 2 customer references, 4 accreditations, 2 Associate certifications, $1K+ in AWS spend 6 customer references, 20 accreditations, 4 Associate certifications, 2 Professional certifications, $50K+ in AWS spend 10 customer references, 48 accreditations, 20 Associate certifications, 8 Professional certifications, meet AWS regional spend threshold Registered Premier Advanced Standard
  9. 9. Tiers Qualifications Just getting started Technology Partner Tiers Registered Advanced Standard Product in GA on AWS, 2 customer references Product in GA on AWS, 6 customer references, $50K+ in AWS spend or qualify for APN Competency
  10. 10. Training Online Business & Technical Professional 20% discount on AWS instructor- led training classes qwikLABS The Path to a Higher Tier Starts with Training and Certification Certification Architecting Developer DevOps SysOps
  11. 11. Available to all: • APN Portal access • Free online business & technical training • Discounted instructor-led training • Live & prerecorded webinars • Go-to-market resources APN Partner Benefits
  12. 12. APN Marketing Central New marketing benefit for Standard Partners and higher Get Started > > > Step 1 Access APN Marketing Central on the Marketing tab of the APN Portal. Step 2 Set up your first campaign or find an agency to help you execute. Step 3 Track your campaign effectiveness and follow up on your leads. Emails and landing pages Syndicated content Solution brief Banner ads Social media Copy blocks Case study templates
  13. 13. APN Benefits for Partners Training & Enablement On-demand sales & technical training & accreditations APN Webcast videos 20% discount classroom training Solution Architect office hours AWS QuickStarts Subsidized classroom training ProServe Bootcamp training Product development credits Named Solution Architect AWS ProServe engagement Marketing & Go-to-Market Syndicated web content Email marketing platform Partner enablement guides Opportunity registration Listing in the AWS Directory Marketing development funding Demand generation campaigns AWS-written case study Proof of concept credits/funding Listed on AWS Solution pages Named Partner Manager (Benefits in orange are potential, based on APN tier, level of engagement, and resources available.)
  14. 14. Introducing APN Programs Channel Reseller Program Software-as-a- Service Program Managed Service Provider Competency Program
  15. 15. Channel Reseller Program Designed for highly technical partners with services value-add Fully manage a customer’s AWS experience Offers discount on AWS services and support Aligns partners and AWS field sales teams
  16. 16. Managed Service Provider Program Next-generation managed services–on the Cloud Validates partners to fully migrate and manage customer deployment on AWS Plan/Design Build/Migrate Secure/Run/Optimize
  17. 17. AWS SaaS Program: Enabling Modern Software Delivery Migration and development guidance SaaS deployment validation Promotes to AWS customers Qualify for SaaS sales alignment with AWS field sales team
  18. 18. AWS Marketplace Online store for customers to find, buy, and 1-click deploy software & services on AWS 35 categories and more than 2,600 software listings from over 900 ISVs AWS customers use 205 million+ hours a month of Amazon EC2 for AWS Marketplace software products
  19. 19. AWS Competency Program Accelerates Success For Partners with expertise & experience in specific solutions and verticals Provides key differentiation to AWS customers Receive prioritized funding and marketing benefits
  20. 20. DevOps Mobile Security Marketing & Commerce Big Data Digital Media Storage Life Sciences Health Care SAP Microsoft Oracle Cloud Migration AWS Partner Competencies
  21. 21. ANNOUNCING: AWS Government Competency Recognize AWS Partners who have deep expertise in government engagement and solutions Help AWS government customers identify the partners who can best meet their needs Available to both Consulting Partners and Technology Partners Industry areas: • Citizen Services • Justice & Public Safety • Public Healthcare • Financial & Fiscal Affairs • National Security & Defense • Government Transportation, Infrastructure, & Facilities Management • Security & Compliance • Open Data
  22. 22. Qualifying for the AWS Government Competency Consulting Partners • APN Advanced tier or higher • 4 AWS government customer references • 6 AWS certifications • Public link or reference to government AWS practice Technology Partners • APN Advanced tier or higher • 4 AWS government customer references • Government product or solution on AWS • Solution must pass AWS well- architected review • Availability in 3 or more AWS Regions • Public reference to AWS solution
  23. 23. AWS Government Competency Launch Partners
  24. 24. ANNOUNCING: AWS GovCloud (US) Skill Program Recognizing AWS Partners who have verified solutions deployed in the AWS GovCloud region Consulting Partners • APN Standard tier or higher • 2 AWS customer references specific to a GovCloud implementation/ engagement annually • Public references to company's solutions, tools, and/or methodologies specific to supporting the AWS GovCloud (US) Region Technology Partners • APN Standard tier or higher • Product/solution (AMI or SaaS) hosted or available in GovCloud • Solution must pass AWS well- architected review • 2 AWS customer references specific to a GovCloud solution/year • Public statement of product availability in GovCloud on company website, APN Partner listing, and/or AWS Marketplace listing
  25. 25. AWS GovCloud (US) Skill Partners
  26. 26. Grow with Us: The AWS Consulting Partner Journey Build a business plan for your AWS business Train and certify your teams Move up the APN tiers Apply for our funding benefits Differentiate with AWS Partner Competencies Explore the Reseller and MSP programs Establish a dedicated AWS sales team
  27. 27. Consulting Partners Go-To-Market Best Practices Jointly develop a business plan with AWS Create and promote customer case studies Keep your APN Directory Listing up-to-date Develop a solutions-based approach Feature your cloud practice on your website
  28. 28. Grow with Us: The AWS Technology Partner Journey Build your application on AWS Join the SaaS Program Differentiate with AWS Partner Competencies Train and certify your sales teams Move up the APN tiers Apply for our funding benefits
  29. 29. Technology Partners Go-To-Market Best Practices List your offering on the AWS Marketplace Deploy an AWS Test Drive Offer a Free Trial for your software Create and promote customer case studies Keep your APN Directory listing up-to-date Use your website as a storefront Establish a dedicated AWS sales team
  30. 30. Get Started Today with the AWS Partner Network Learn more about APN on Review the Technology and Consulting partner benefits and requirements Sign up to be an APN Partner Log in to the AWS Portal Focus on achieving Standard-level partnership
  31. 31. AWS Partner webpages APN blog Partner success stories Twitter Stay in Touch with Us