2024 MAP Partner Funding Overview Deck.pdf

2024 MIGRATION ACCELERATION PROGRAM (MAP)
© 2024, Amazon Web Services, Inc. or its affiliates. All rights reserved. Amazon Confidential and Trademark. 1
© 2024, Amazon Web Services, Inc. or its affiliates. All rights reserved. Amazon Confidential and Trademark.
2024 Migration Acceleration Program
(MAP) update for Partners
Erick Levitre
Partner Investments & Incentives Leader
June 4, 2024
Kaush Oza
Partner Migration Advisor
Vipin Bodele
Investments & Incentives Partner Experience
Zaher Haydar
Migration Advisor

Agenda
• Cloud Migrations & the AWS Migration Acceleration Program
• MAP changes 2024 – Why & What
• Use cases
• APFP Experience
• Timeline and conclusion

Cloud Migrations & the AWS
Migration Acceleration
Program (MAP)

—IDC, June 2023
Public cloud services spend
will reach $1.35T by 2027
We have only scratched the surface

Why customers migrate and modernize
Improved operational
resilience, scalability,
and security
Gen AI,
AI and ML
Agility and staff productivity Going global quickly, M&A
Outsourcing changes EOL HW/SW
Data center consolidation
Cost reduction
Digital transformation

Partner profitability framework
https://aws.amazon.com/blogs/apn/aws-transforms-the-partner-experience/ Canalys Study:
Business models
Business outcome solutions
Technology solutions
Managed services
Services
Resell
Build Market Sell Grow
If you think about migrations and where it maps to the business models, Migrations slice across them all

Migrate & modernize
Assess Mobilize
Proven migration and modernization customer journey
Accelerate transformation
at scale
Build readiness through experiences
Platform
Portfolio
Detailed
Discovery
Planning &
Governance
Detailed
Business Case
Migrate
Migration &
modernization
experience
People
Skills, Culture,
Change, &
Leadership
Landing
zone
Operating
model
Security &
compliance
Accelerators
Rapid discovery Financial Model &
Business Case
Briefings
& workshops
Migration Readiness
Assessment
Create a case for change
Immersion Day
Operate &
optimize
Migrate
Modernize

Why MAP incentives were created
Baseline Planning Operation and optimization
Migration bubble
MAP
Incentives
Time
Migration
AWS
addresses
cost
• Discovery
• Pilots & POCs
• Duplicate environments
• Staff training
• Consulting
• Tooling
• Architecture design
• Failed migrations & rework
• Change, Churn, Management
Cost
Partners
address
time
Without incentive
With incentive
Migrate &
modernize
Assess Mobilize

MAP 2024 changes:
Why & What

Partner Eligibility is unchanged:
MAP cash investment is available for Services Path Partners with
proven capability
• AWS Migration Competency
• Select AWS Use Case and Workload Competencies
• AWS Service Delivery designations
Additional details on eligibility are available in Partner Central in the 2024 Program Guide Preview:
“Preview: 2024 AWS Partner Funding Benefits Program Guide July-24”

Assess Mobilize
MAP
$500K-$10M
ARR
MAP Lite
$100K–$500K
ARR
MAP Lite
$1–$100K
ARR
Up to
5%
of ARR
in partner
cash
(max $75K)
+10%
of ARR
in partner
cash for
Greenfield3
Up to $100K
+10%
of ARR in partner cash
for Modernization
services4
Up to $100K
($500K+ ARR only)
+10%
of ARR in
credits for
database
& analytics
+50%
of ARR in
credits for
SAP &
Oracle
apps
1Payable starting at cumulative tagged revenue of $50K (Large MAP only)
3AWS Greenfield customers as determined by greenfield account designation in AWS
440% of migration scope must be modern services as defined in AWS modernization pathways
Migrate and Modernize
2024 MAP partner cash construct
+10%
of ARR
in partner cash for
VMware2
Up to $200K
+$200 per
migrated VM
(max $1M) partner
cash for VMware
workloads5
275% of migrated workloads should be from VMware
5Paid to partner only after migration is completed. Not intended for customer visibility (except for Pub Sec customers)
+10%
of ARR in
credits
for
VMware
(MAP Lite
Only)
Up to +20% of ARR in partner cash1
+15%
of ARR
in credits
+25%
of ARR
in credits
15%
of ARR
in credits

Why are we changing MAP funding?
We heard you.
2024 MAP is all about:
• Scale —scales to any
deal up to $10M ARR
• Speed —streamlined
approvals and claims
• Evolution —new
customers &
modernization services
Migration launch ARR
Current/ 2023 MAP
cash max $460K
$100K $250K $500K $1M $2M $5M $10M
= 2024 MAP cash max
$2.075M (standard %)
Cash
funding
incentive
$200K
$400K
$600K
$800K
$1.0M
$1.2M
$1.4M
$1.6M
$1.8M
$2.0M
= 2024 MAP cash max
$2.175M (standard +1 SPI)
= 2024 MAP cash max
$2.275M (standard +2 SPIs)
Assess & Mobilize Phases Cash Illustration
= 2024 MAP cash max
$2.475M (standard +3 SPIs)

WHY
HOW
Greenfield SPI
Modernization
Pathways SPI
Strategic Partner Incentives (SPI)
• Incentivize Greenfield customer
migrations
• Diversify customer base
• Partner confirms Greenfield
account in APFP
• Available funding increased by
10% of ARR up to $100K
• Modernization Pathways SPI
services increase customer
satisfaction and retention
• Customer agility and cost savings
• Large MAP ($500K+ ARR) only
• 40% of spend must come from
modernization pathway services**
• Partner selects Modernization
incentive in APFP
10% of ARR up to $100K
VMware SPI
• Incentivize VMware migrations
• Provide open-source, cloud-native
alternative to VMware licensed
workloads
• 75% of migration must be VMware
• Partner requests Mobilize cash
using Partner Initiative Funding
(PIF) template in APFP, not MAP
10% of ARR up to $200k
• Additionally, $200 per migrated
VM cash incentive up to $1M, paid
at migration completion

One-Step Modernization Pathways SPI Services
Move to
cloud native
Move to
containers
Move to
managed databases
Move to
open source
Move to
managed analytics
Move to
modern DevOps
Re-platform or re-architect
Refactor Spaces
API Gateway
Lambda
Elastic Container Registry (ECR)
Elastic Container Service (ECS)
Fargate
EventBridge
Step Functions
Simple Queue Service (SQS)
Simple Notification Service
(SNS)
Amazon MQ
AppSync
Cognito
Amplify
X-Ray
Elastic Container Registry
(ECR)
Elastic Container Service
(ECS)
Elastic Kubernetes
Service (EKS)
Fargate
App Runner
RDS (MySQL, Postgres,
MariaDB)
Aurora
Linux containers on
Elastic Container Service
(ECS)/Elastic Kubernetes
Service (EKS)/Fargate,
Lambda
RDS (MySQL, Postgres,
MariaDB)
Aurora
DynamoDB
DynamoDB Accelerator
(DAX)
DocumentDB
KeySpaces
Neptune
ElastiCache
Timestream
Quantum Ledger Database
(QLDB)
MemoryDB
Database Migration Service
(DMS)
Lake Formation
Kinesis
EMR
Redshift
MSK
Athena
Glue
QuickSight
OpenSearch
SageMaker
CloudFormation
Config
CodeCommit
CodeBuild
CodeDeploy
CodePipeline
CodeGuru, Amplify
X-Ray
CodeArtifact
CodeCatalyst
Proton

Apply a tagging
strategy and tag
every workload –
tagging enablement
available here
Obtain customer
consent to support
workload tagging;
Include tagging
responsibility in your
SoW
Land tagged
workloads early
to start revenue
accumulation
Monitor tagged
workload ramp in
partner analytics
DB or account CUR
Stay engaged
and monitor
to completion
Better practices—tagging
M O B I L I Z E P H A S E T I P S T O P A R T N E R S F O R C A S H C L A I M R E A D I N E S S
3 4
2 5
1

When working with AWS public sector customers….
Guidance: MAP incentives must be
passed on to the public sector end
customer in accordance with applicable
law and MAP terms and conditions
The ‘Public Sector’ customer classification includes, but is not
limited to any agency, organization or other entity that is
within or substantially owned, funded, managed or controlled
by: a) The executive, legislative or judicial branches of
government within the U.S., its territories, or of any other
country’s government at any level; b) A quasi-governmental
entity (e.g., the World Bank or a government-owned
corporation such as a sovereign investment fund); c) An
international governing/regulatory body (e.g., an EU
institution)d) Publicly funded institution (e.g., a college,
university or hospital) or; e) Higher tier prime contractor,
consultant or entity working in support of the foregoing.
Public sector*
Guidance: AWS Public sector supports
direct and indirect RFXs/Tenders with
MAP Migrate & Modernize credits (MAP
2.0 & MAP PPA), when assessed and
qualified by an AWS Migration Advisor
Public sector customers commonly use RFx/Tenders as
part of transparent and compliant process to procure
cloud services and professional services for Migration
and Modernization projects.
RFx/Tenders
Guidance: Partners to consult with
AWS Account Team to align project
requirements, and incentives structure
prior to proposing funding availability
to customer
Public sector organizations often have
specific procurement, security, or regulatory
requirements, such as classified environments,
framework agreements, and local and
national procurement vehicles.
Compliance

Use Cases

Use Case Illustration
S T A N D A R D 2 0 2 4 M A P
• $1M ARR
• Assess at up to 5% ($50K)
• Mobilize – all workstreams, cost at
$250K. No SPIs.
• Customer Agreement for Credits
Scenario 1
Phase Calculation Amount
Assess Up to $75K $50,000
Mobilize
Max
allowable for
Mobilize
$200,000
Migrate &
Modernize
25% of ARR
credits
$250,000
Total
Cash
+ credits
$500,000
W I T H G F D & M O D E R N I Z A T I O N
P A T H W A Y S P I s
Scenario 3
Assess Up to $75K $50,000
Mobilize
20% of ARR
+ 10% cash
VMI on ARR
+ $200/VM
$500,000
Migrate &
Modernize
25% on ARR
credits
$250,000
Total
Cash
+ credits
$800,000
• $1M ARR - VMI
• Assess at up to 5% ($50K)
• Mobilize – all workstreams ($200K) +
10% Cash VMI ($100K) + 1K VM
instances ($200K)
• Customer Credits – 25%
W I T H V M W A R E
Scenario 2
Assess
Not
applicable
$-
Mobilize
Cost ($150K)
+ Max of
GFD and
Mod ($200K)
$350,000
Migrate &
Modernize
75% of ARR
credits
$2,250,000
Total
Cash
+ credits
$2,600,000
• $3M ARR – Oracle + SPIs
• Assess completed jointly as Bus Case
• Mobilize – 5 workstreams ($150K)
• GFD + Mod SPI ($200K)
• Customer Credits – 25% + 50%

19
Customer sign-
off*
Work completed
Claim &
invoice
Payment
Claims process:
A S S E S S & M A P L I T E M O B I L I Z E
Fund request submitted
& approved,
purchase order issued
*Sign-off of full migration completion required for MAP Lite Mobilize

MAP Large
Mobilize
(Requests of
$400K or less
cash claim)
Funded mobilization
& migration work
Payment
up to $400K
Claims process:
L A R G E M A P M O B I L I Z E
Claim
Submission &
Invoice
FR approval &
purchase order issued
Customer
sign-off
NEW: $50K tagged*
cumulative revenue,
Claim Activated
Claim
Submission &
Invoice 2
NEW:
20% of ARR in
tagged* cumulative
revenue, Claim 2
Activated
Payment 2
remaining
Purchase Order
Customer sign-off 2
MAP Large
Mobilize
(Requests
$400K–$2M
cash claim)
Customer sign-off 1
NEW:
$50K tagged*
cumulative
revenue,
Claim 1
Activated
Payment 1
first $400K
FR approval
& purchase
order issued
Claim
Submission
& Invoice 1
Funded mobilization & migration work

Mobilize cash disbursement: Example (1/2)
Month M1 M2 M3 M4 M5 M6 M7 M8 M9 M10 M11 M12
Migration Spend $8,333 $16,667 $25,000 $33,333 $41,667 $50,000 $58,333 $66,667 $75,000 $83,333 $91,667 $100,000
Cumulative Spend $8,333 $25,000 $50,000 $83,333 $125,000 $175,000 $233,333 $300,000 $375,000 $458,333 $550,000 $650,000
Cash Payment $360,000
Month 3 is when $50k cumulative spend milestone is reached. Payment made in single milestone as total incentive is <
$400k (for <$2M ARR opp.)
In this example, where estimated post-migration ARR is $1.8M and the partner cash request is for $360k (under $400k), the full partner cash payment
can be made when an early revenue milestone of $50k in cumulative tagged spend is achieved. All payments also require customer attestation
$1.8M
Post-Migration ARR on AWS
from migrated workloads
Of ARR in Base Incentive
($360k Cash)
Migration Duration

Mobilize cash disbursement: Example (2/2)
Month M1 M2 M3 M4 M5 M6 M7 M8 M9 M10 M11 M12
Migration Spend $13,889 $27,778 $41,667 $55,556 $69,444 $83,333 $97,222 $111,111 $125,000 $138,889 $152,778 $166,667
Cumulative Spend $13,889 $41,667 $83,333 $138,889 $208,333 $291,667 $388,889 $500,000 $625,000 $763,889 $916,667 $1,083,333
Cash Payment $400,000 $200,000
In this example, where estimated post-migration ARR is $3.0M and the partner cash request is for 20% of ARR or $600k (greater than $400k), the partner
cash payment will be made in 2 tranches. The first tranche of $400k payment will be made when an early revenue milestone of $50k in cumulative
tagged spend is achieved. The remaining ($200k) payment will be made at a 2nd revenue milestone of 20% of ARR in cumulative spend, or $600k in
cumulative tagged spend. All payments also require customer attestation
$3.0M
Post-Migration ARR on AWS
from migrated workloads
Of ARR in Base Incentive
($600k Cash)
Migration Duration
Month 3 is when $50k cumulative spend
milestone is reached. 1st payment tranche of
$400k is paid
Month 9 is when 20% of ARR in cumulative spend
($600k) milestone is reached. 2nd/Final payment
tranche of the remaining approved amount
($200k) is paid

APFP Experience

High Level Funding process
Step 1:
AWS
Partner
completes
account
setup
Step 4:
AWS
Partner
executes
project/
activity
Step 7:
AWS
Partner
submits
web form
invoice
Step 2: AWS
Partner creates
and submits
request for
standard
build/market/sell
funding program
Step 3: AWS
approves activity
Step 5:
AWS Partner
submits claim
with proof of
execution
Step 6: AWS
approves
claim
Amazon
Payee
Central
AWS
Partner
Funding
Portal
AWS
Partner
Funding
Portal
AWS
Partner
Funding
Portal
AWS
Partner
Funding
Portal
Amazon
Payee
Central

• After Clicking Apply from APFP
Main Menu, Partners must
choose Migration Phase and
enter ARR value
• *New* Migration Phase choices
have been changed to reflect
Assess Phase or Mobilize Phase
• ARR Value in the fund request
must match the AWS Monthly
Calculator ARR Value
Fund Request Creation

• For Mobilize Phase with ARR Greater
than $500k ARR, two additional
checkboxes will appear:
• *New* A mandatory checkbox to
acknowledge accurate tagging of
workloads
• *New* An optional checkbox to
indicate over 40% of the migration
ARR is attributed to modernization
services. If checked, must provide
corresponding Modernization ARR
Fund Request Creation

• When selecting an opportunity for
funding, Partners will continue to see
opportunities based on permission.
• For Assess Phase, Opportunity must
be in Technical Validation stage or
greater
• For Mobilize Phase, Opportunity
must be in Business Validation Stage
or greater
• *New* If Fund Request ARR is greater
than $500k, Engagement must also
be qualified to select the opportunity
Step 1: Opportunity Selection

• When providing cash request details,
partners will notice the following
changes:
• *New* If the opportunity selected in
Step 1 was a Greenfield Opportunity,
this will be indicated with a blue
banner
• *New* Partners can enter the
requested total funding amount
needed from AWS.
Step 3: Cash Request Details

• *New* When prompted to provide
supporting documents, Partners will
be required to include both Pricing
Calculator and Migration Scope
Checklist
• Pricing Calculator Information could
either be the AWS Pricing Calculator
URL or Partners can upload a Pricing
Calculator file
Step 4: Supporting Documentation

Fund Request Approvals Faster & Easier
BEFORE
ACE “Co-sell”
opportunity
CREATED
AWS
REVIEW
TECH
APPROVAL
FINANCE
APPROVAL
PRE-
APPROVED
CASH-
CLAIM
BUSINESS
APPROVAL
Qualified
(for Assess)
or committed
(for Mobilize)
3 REVIEWS + FINANCE
✓ SOW
✓ Checklist
✓ ARR Calc
✓ Purchase
order issued
✓ Deliverables
(WAR, reports,
etc.)
✓ Customer
sign-off
AFTER
CREATED
Qualified
(for assess) or
committed
(for Mobilize) &
MAP Terms /
Tagging Consent*
1 REVIEW + FINANCE
ACE “Co-sell”
opportunity
BUSINESS
APPROVAL
FINANCE
APPROVAL
CASH-CLAIM
✓ Checklist
✓ ARR Calc
NO SOW
✓ Purchase Order issued
✓ Deliverables optional
✓ Cumulative revenue
✓ Customer checklist
sign-off
* See Partner Funding Program Guide in Partner Central for details on MAP Terms and Tagging Consent requirements

• Cash Claim milestones already
structured, populated with Claim Due
Dates and Associated Claim Amounts
• Partners will click the Submit Claim
button to initiate claim submission
• *New* If Mobilize Phase fund request
greater than $500k ARR, submit
claim button will be hidden until
performance targets are reached.
Fund Claim Submission

• When providing claim actuals,
Partners provide claim amount, Actual
start/end dates, production date
• *New* Under actuals, question for
change in Scope of Work. If
answering Yes, Partners can upload
updated Migration Scoping Checklist
• *New* Partners must submit MAP-
specific Customer Sign-Off Template
Fund Claim Submission

AWS
Review
BEFORE
AFTER
APFP MAP Notifications
Business
Approval
Finance
Approval
Cash
Claim
Other
FR Submitted
FR Rejected
FR Rejected
FR Pre-
Approval
FR Rejected
Tech
Approval
Pre-
Approval
FR Rejected
FR Credit
Issuance
FR Approval
Claim Submitted
Claim Approved
Claim Rejected
Credit Code
Expiration Reminder
FR Expiration
Reminder
FR Extended
FR Cancelled
N/A N/A
FR Approval
FR Rejected
FR Submitted
FR Approval
FR Rejected
N/A
Claim Approved
Claim Rejected
Claim Ready
Claim Attainment
Claim Submitted
FR Expiration
Reminder
FR Extended
FR Cancelled
* AWS Partner Managers copied on all email correspondence

• When maintaining awareness of claim
status, partners can leverage the
Migration Spend Tracker:
• *New* select appropriate filters to
identify appropriate claim ID based on
Fund Request ID, Claim ID, Activity
Name and/or Status.
• *New* Partners can confirm claim
readiness by checking Claim
Milestone Status for “Attained”
Partner Analytics Dashboard

Summary & Timeline

1 Partner cash investment* to scale across every deal >$100K
• Up to 5% of Annual Recurring Revenue (ARR) as cash for Assess (capped at $75K)
• Up to 20% of ARR as cash for Mobilize phase
2 MAP scales up to $10M ARR ($10M+ first considered for custom deal)
• Partner cash funding scales up to $2M+ (on $10M ARR opportunity)
• Customer 1:1 match no longer required
3
Introducing MAP Strategic Partner Incentives (SPIs)
• Up to +10% ($100K cap) Greenfield
• Up to +10% ($100K cap) Modernization
• Up to +10% ($200k cap) Vmware + $200/VM (max $1M)
4
5
Mobilize cash tied to AWS revenue driving customer success
• Mobilize Cash payment for large migrations tied to early revenue milestone(s)
• Assess funding continued to be paid at Assess completion
Simplified approvals
• One consolidated AWS Business Approval
• Technical dive deep for non-standard Fund Requests
In summary:
MAP 2024
key changes

March April May June July
June July
24 25 - 28 1 2
Last day to request
“2023” MAP
funding
APFP Cut-over
No Fund request
submissions
“2024” MAP funding
construct applies to
all new requests
Planned cut-over
Assets & documentation Go-live communications
Ongoing enablement via
• Internal & external webcasts
• Partner MAP roadshows & events
2024 MAP launch timeline
Launch
July 1

How can partners prepare for 2024 MAP changes?
Visit AWS Partner
Central
& search “2024 MAP” for resources
such as the new Program Guide
Attend a Training
NYC Partner Roadshow June 26 & June 27
Virtual Partnercast July 10
LATAM Contact enborges@amazon.com
& gballest@amazon.com
EMEA Contact rcrobin@amazon.co.uk
Get Badged
2024 badge
coming soon! Get started here
Train up on Tagging
• Welcome to MAP 2.0
• How to activate Cost Allocation Tag
• How to tag workloads
• Customer Facing Documentation

Thank you!
https://aws.amazon.com/partners/training/partnercast/

2024 MAP Partner Funding Overview Deck.pdf

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