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So You Want to Be an AWS Partner?

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It goes without saying that we value each and every partner that we work with here at Amazon Web Services. For that reason, we want to share with you how to become a registered partner on the AWS Partner Network (APN). The APN is a network of thousands of APN Partners globally who are dedicated to taking cloud computing to the next level. The goal of the APN is to enable APN Partners to successfully build their business on AWS, by providing valuable technical, business, marketing, and go-to-market (GTM) support. And we want to walk you through how to get there! We strive to provide APN Partners with the tools and support that they need to successfully work with AWS. Learn how to partner with AWS and take your business to the next level!
In this slide you will learn:
1. How to Partner with AWS and be successful
2. Re: cap from re: Invent (new announcements across segment) 3. Learn about AWS Partner Wins
4. How to sign up to become an AWS partner

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So You Want to Be an AWS Partner?

  1. 1. Dan Kasun Sr. Manager, WW Public Sector Partners Amazon Web Services
  2. 2. Agenda • What is Amazon Web Services? • What is the Amazon Partner Network? • What is the opportunity in Public Sector? • How do I get started? • Where can I get more information?
  3. 3. Agenda • What is Amazon Web Services? • What is the Amazon Partner Network? • What is the opportunity in Public Sector? • How do I get started? • Where can I get more information?
  4. 4. What is Cloud Computing? The on-demand delivery of IT resources via the Internet with pay-as-you-go pricing.
  5. 5. AWS Global Infrastructure Region Edge Location 11 Regions 29 Availability Zones 53 Edge Locations
  6. 6. AWS Provides Broad and Deep Services to Support Any Cloud Workload AWS Global Infrastructure
  7. 7. AWS Provides Broad and Deep Services to Support Any Cloud Workload AWS Global Infrastructure Networking
  8. 8. AWS Provides Broad and Deep Services to Support Any Cloud Workload AWS Global Infrastructure Networking DatabaseStorageCompute
  9. 9. AWS Provides Broad and Deep Services to Support Any Cloud Workload AWS Global Infrastructure Application Services Networking DatabaseStorageCompute
  10. 10. AWS Provides Broad and Deep Services to Support Any Cloud Workload AWS Global Infrastructure Application Services Networking Deployment & Administration DatabaseStorageCompute
  11. 11. 11 Platform Services Databases Caching Relational NoSQL Analytics Hadoop Real-Time Data Workflows Data Warehouses App Services Queuing Orchestration App Streaming Transcoding Email Search Deployment and Management Containers DevOps Tools Resource Templates Usage Tracking Monitoring and Logs Mobile Services Identity Sync Mobile Analytics Notifications Foundation Services Compute (VMs,,Auto Scaling and Load Balancing)) Storage (Object, Block and Archive)) Security and Access Control Networking Infrastructure Regions Content Delivery Networks and Points of PresenceAvailability Zones Enterprise Applications Virtual Desktops Sharing and Collaboration
  12. 12. Lower Up-Front Costs and Save More as Your Usage Grows 12 1 2 3 4 Replace up-front capital expense with low variable cost Economies of scale allow us to continually lower costs Pricing-model choice supports variable and stable workloads Save more money as you expand Average of 400 servers replaced per customer 49 price reductions since 2006 Purchasing options: Increase savings through: • On-demand • Reserved • Spot • Tiered pricing • Volume discounts • Custom pricing Source: IDC Whitepaper, sponsored by Amazon, “The Business Value of Amazon Web Services Accelerates Over Time.” July 2012
  13. 13. Increased Agility 13 Increased agility has become the #1 reason organizations use the AWS cloud.
  14. 14. With AWS, Security Is a Shared Responsibility 14 Customers concentrate on systems and apps while AWS manages infrastructure. • Facilities • Physical security • Compute infrastructure • Storage infrastructure • Network infrastructure • Virtualization layer (EC2) • Hardened service endpoints • Rich IAM capabilities Security expertise is a scarce resource; AWS oversees the big picture, letting your security team focus on a subset of overall security needs.
  15. 15. With AWS, Security Is a Shared Responsibility 15 Customers concentrate on systems and apps while AWS manages infrastructure. + • Facilities • Physical security • Compute infrastructure • Storage infrastructure • Network infrastructure • Virtualization layer (EC2) • Hardened service endpoints • Rich IAM capabilities • Network configuration • Security groups • OS firewalls • Operating systems • Application security • Proper service configuration • AuthN and account management • Authorization policies Security expertise is a scarce resource; AWS oversees the big picture, letting your security team focus on a subset of overall security needs.
  16. 16. With AWS, Security Is a Shared Responsibility 16 Customers concentrate on systems and apps while AWS manages infrastructure. + = • Facilities • Physical security • Compute infrastructure • Storage infrastructure • Network infrastructure • Virtualization layer (EC2) • Hardened service endpoints • Rich IAM capabilities • Network configuration • Security groups • OS firewalls • Operating systems • Application security • Proper service configuration • AuthN and account management • Authorization policies More secure and compliant systems than any single entity could achieve on its own Security expertise is a scarce resource; AWS oversees the big picture, letting your security team focus on a subset of overall security needs.
  17. 17. Architected for Enterprise Security Requirements Certifications and accreditations for workloads that matter AWS CloudTrail - AWS API call logging for governance & compliance Stores data in Amazon S3, or archive to Amazon Glacier Log and review user activity
  18. 18. Agenda • What is Amazon Web Services? • What is the Amazon Partner Network? • What is the opportunity in Public Sector? • How do I get started? • Where can I get more information?
  19. 19. What is an AWS Partner? Partners… • Provide solutions and services on AWS for business customers • Seek AWS business and technical training • Want to promote themselves as an AWS Partner
  20. 20. Technology Partners Consulting Partners Provide: • Software • Databases • OS and tooling solutions Provide: • Professional services • AWS integration, migration, managed services
  21. 21. Available to All: • APN Portal Access • Free Online Business & Technical Training • Discounted Instructor-Led Training • Live & Pre-Recorded Webinars • Go-to-Market Resources Partner Benefits
  22. 22. 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
  23. 23. Technology Partners Consulting Partners Advanced Standard Registered Premier Advanced Standard Registered Partner Tiers
  24. 24. Managed Service Partner Program Channel Reseller Program APN Competency Program SaaS Partner Program Government Partner Program Direct Connect Program Partner Programs
  25. 25. AWS Government Partner Program What is it? • Recognition and enablement of partners who have experience and credibility working with government customers via marketing and business engagement initiatives and tools. Who Should Apply? • Consulting andTechnology Partners at the Standard Tier and higher who work with government customers. • Partners who are delivering business on 2+ government contracts with multiple references. Why ShouldYou Apply? Access to AWS Government collateral Spotlight listing on AWS Public Sector Contract Center Presales support from AWS WWPS Federal and SLG Teams. Resellers interested in government resale should see the Public Sector Reseller Program Contact: wwps-partner-engage@amazon.com
  26. 26. AWS Test Drive AWS Syndicated Marketing AWS Marketplace Go-to-Market Programs
  27. 27. Agenda • What is Amazon Web Services? • What is the Amazon Partner Network? • What is the opportunity in Public Sector? • How do I get started? • Where can I get more information?
  28. 28. A Wave of Opportunity for Cloud
  29. 29. State & Local Government Opportunity • 50 states • 3,200+ counties • 19,000+ cities • • ~$70B annual IT spend Source: Market Insight: State and Local Government I, Market Primer, United States, 2015, Published: 23 February 2015
  30. 30. Customers are faced with: • Aging infrastructure and applications • Tight budgets • Demand for better Citizen and Student Services • IT security concerns • Data explosion • Internet of Things The Public Sector Opportunity for Partners Partners provide solutions: • Cloud refresh programs like City of Peterborough, US FAA and Singapore IDA • Cost saving IaaS and SaaS • Digital services like GSA 18F, Canadian Gov’t, and Internet 2 • Cloud security architecture and managed services • Big data & IoT solutions
  31. 31. Government Use Cases on AWS • Development and testing • Enterprise applications • Big data and high-performance computing (HPC) • Storage, backup, and archiving • Disaster recovery • Web, mobile, and social apps • Virtual desktops • Data center migrations 31
  32. 32. Tip: Turning Security and Compliance into Opportunity • Data Sovereignty • Understand the specific issues • Use AWS Security Center and blogs • Change conversation to data security • Earn AWS Security Competency • Design and deliver managed security solutions • FedRAMP • Government-wide program that provides a standardized approach to security assessment, authorization, and continuous monitoring for cloud • AWS resources and assistance • Recent ATOs from Adobe, Appian, ESRI • Criminal Justice Information Services • Reflects the shared responsibility for lawful use and appropriate protection of Criminal Justice Information • CJIS Workbooks & Workshops • AWS IJIS Partnership • Surge in customer law enforcement RFPs (i.e., body cameras)
  33. 33. AWS is Architected for Government Security Requirements Certifications and accreditations for workloads that matter – Compliant Solutions AWS CloudTrail and AWS Config – Call logging and configuration management for governance and compliance 33 • Log, review, alarm on all user actions • Browse-and-query database of current and previous state of cloud resources MTCS
  34. 34. GovCloud – An AWS region An isolated AWS region in Oregon with: • Data, network & machine isolation from other AWS regions • Separate IAM credential database & authentication stack • Managed by AWS with US Persons on US Soil  US Persons = US Citizens & Green Card Holders
  35. 35. GovCloud – Lots of compliance controls Addresses regulatory and compliance requirements: • First region to mandate VPC • FIPS 140-2 encryption for AWS service API endpoints • Certifications & Accreditations  FedRAMP Agency ATO (IAM, EC2, EBS, VPC, S3)  ITAR compliant  DoD CSM Levels 1-5 pATO (IAM, EC2, EBS, VPC, S3)
  36. 36. AWS in the Public Sector 4,500+ educational institutions 1,700+ government agencies 17,000+ nonprofit organizations 36
  37. 37. Government Agencies and Educational Institutions Use AWS Worldwide 37
  38. 38. Gartner Magic Quadrant for Cloud Infrastructure as a Service, Worldwide Gartner “Magic Quadrant for Cloud Infrastructure as a Service, Worldwide,” Lydia Leong, Douglas Toombs, Bob Gill, May 18, 2015. This Magic Quadrant graphic was published by Gartner, Inc. as part of a larger research note and should be evaluated in the context of the entire report. The Gartner report is available at http://aws.amazon.com/resources/analyst-reports/. Gartner does not endorse any vendor, product or service depicted in its research publications, and does not advise technology users to select only those vendors with the highest ratings or other designation. Gartner research publications consist of the opinions of Gartner's research organization and should not be construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.
  39. 39. Agenda • What is Amazon Web Services? • What is the Amazon Partner Network? • What is the opportunity in Public Sector? • How do I get started? • Where can I get more information?
  40. 40. 5 Steps to Building an AWS Business
  41. 41. 5 Steps to Building an AWS Business 1 Get started •wwps-partner- engage@amazon.com •Join the APN •Start using AWS
  42. 42. 5 Steps to Building an AWS Business 1 Get started •wwps-partner- engage@amazon.com •Join the APN •Start using AWS 2 Get skilled •Attend a AWS Partner training Session •Complete APN Hands-on-Labs •Attend formal training •Get certified
  43. 43. 5 Steps to Building an AWS Business 1 2 Get skilled •Attend a AWS Partner training Session •Complete APN Hands-on-Labs •Attend formal training •Get certified 3 Establish your business •Read “How to Build Your Business on AWS” •Learn how AWS Licenses Cloud Services •Determine your focus areas and services •Build your team Get started •wwps-partner- engage@amazon.com •Join the APN •Start using AWS
  44. 44. 5 Steps to Building an AWS Business 1 2 Get skilled •Attend a AWS Partner training Session •Complete APN Hands-on-Labs •Attend formal training •Get certified 3 Establish your business •Read “How to Build Your Business on AWS” •Learn how AWS Licenses Cloud Services •Determine your focus areas and services •Build your team 4 Differentiate •Earn competencies •Upgrade APN Tier •Apply for Government Partner Program •Dive into Cloud Security topics •Explore AWS GovCloud •Understand government contracting and procurement options •Consider Reselling AWS Services Get started •wwps-partner- engage@amazon.com •Join the APN •Start using AWS
  45. 45. 5 Steps to Building an AWS Business 1 2 Get skilled •Attend a AWS Partner training Session •Complete APN Hands-on-Labs •Attend formal training •Get certified 3 Establish your business •Read “How to Build Your Business on AWS” •Learn how AWS Licenses Cloud Services •Determine your focus areas and services •Build your team 4 Differentiate •Earn competencies •Upgrade APN Tier •Apply for Government Partner Program •Dive into Cloud Security topics •Explore AWS GovCloud •Understand government contracting and procurement options •Consider Reselling AWS Services 5 Go to Market • Leverage AWS Events (WWPS Symposium, WW Summits, re:Invent) • Use APN marketing tools (AWS Grid, Syndicated Marketing, Joint Webinars) • Notify AWS of your government contracts • Get engaged with AWS Public Sector Sales Teams Get started •wwps-partner- engage@amazon.com •Join the APN •Start using AWS
  46. 46. 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
  47. 47. Agenda • What is Amazon Web Services? • What is the Amazon Partner Network? • What is the opportunity in Public Sector? • How do I get started? • Where can I get more information?
  48. 48. Tools and Resources AWS Economics Center http://aws.amazon.com/ economics TCO Whitepapers Calculator tools Links to case studies TCO Calculator http://aws.amazon.com/ tco-calculator Quickly estimate TCO for an opportunity Recent Whitepaper How to Build Your Business on AWS APN Portal http://www.apn-portal.com This will become a key place for partner content and enablement materials!!
  49. 49. APN Portal http://www.apn-portal.com
  50. 50. Public Sector Solutions/Engagement Resources • AWS Architecture and Security Recommendations for FedRAMP Compliance: • https://d0.awsstatic.com/whitepapers/compliance/aws -architecture-and-security-recommendations-for- fedramp-compliance.pdf • FERPA Compliance on AWS: • https://d0.awsstatic.com/whitepapers/AWS_FERPA_ Whitepaper.pdf • 10 Considerations for a Cloud Procurement: • https://d0.awsstatic.com/whitepapers/10- considerations-for-a-cloud-procurement.pdf • Government Contract Center • https://aws.amazon.com/contract-center/ • Government Partner Program • https://aws.amazon.com/partners/government/ • CJIS Compliance Workbook
  51. 51. Connect to AWS Public Sector Sales Teams Introducing WWPS Partner Engage • Have you lost track of who your AWS Sales counterpart is? • Are you in a new public sector sales territory and want to know who to connect with at AWS to discuss customer needs? • Want to get information on customer procurements? Enroll yourself by sending an email to: • WWPS-Partner-Engage@amazon.com • Identify the region of the world and customer territory you cover and we’ll send email introductions and periodic updates to you • Include a description of your AWS cloud competencies if you’d like to receive information on customer procurements
  52. 52. Summary • The time for the cloud is NOW • AWS provides a superb platform for any cloud workload • The cloud opportunity for partners in the public sector is immense, and the time is right to engage. • AWS WWPS has resources and people who want to help you succeed in public sector engagement. (wwps-partner-engage@amazon.com)

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