The document discusses the AWS Partner Network (APN) and provides information about: - The benefits of joining the APN program and requirements to achieve different tiers (Select, Advanced, Premier) - Key APN programs that partners can participate in such as AWS Navigate, AWS Service Delivery, AWS Competency, AWS MSP, and AWS SPP - The partner journey and how partners can build their AWS practice, differentiate themselves, go-to-market, sell and grow their business

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AWS Partner Network (APN)
Your APN Partner Journey
Clovis Ng
Sr. Partner Development Manager
July 22nd, 2019

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Agenda
- What is AWS Partner Network (APN)?
- APN Tier Benefits & Requirements
- APN Partner Journey
- Key APN Programs Highlights
- AWS Navigate
- AWS Services Delivery
- AWS Competency
- AWS MSP
- AWS SPP
- Next Steps & Call-to-Actions

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AWS Partner Network (APN)
For APN Partners
The AWS Partner Network (APN) is the global partner
program focused on helping APN Partners build a
successful AWS-based business by providing you with
valuable business, technical, and marketing support.

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10,000+ APN Partners Joined the APN in the past 12 months
9 0 % +
Fortune 100
1 0 0 % + Yo Y
AWS Consulting
Partners
90%+ YoY
AWS Managed
Service Partners
6 0 % +
APN Partners
Headquartered
Outside U.S.
R e v e n u e
G r o w t h
U s e A P N P a r t n e r
s o l u t i o n s & s e r v i c e s
100%+ YoY
AWS Competency
Partners

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Roadmap Your Partner Journey
APN Consulting Partners
APN Consulting Partners are professional services
firms that help customer design, architect, build,
migrate and managed their workloads and
applications on AWS.
Strategic Consultancies, System Integrators,
Managed Services Providers
APN Technology Partners
APN Technology Partners provide software
solutions that are either hosted on, or integrated
with, the AWS platform.
Independent Software Vendors (ISV)
SaaS, PaaS, Developer Tools, Management &
Security Vendors

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APN Benefits & Requirements

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APN Partner Tiers
Premier (Consulting Partners only)
Advanced
Select
Registered
Consulting Partners
Technology Partners
2 4 3
Knowledge
Experience
Customer Success

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APN Tier Benefit
Select Advanced Premier
Market Development Funds (MDF) $15,000
$30,000 or
Custom
APN Program Validation MDF Addition
$5,000/Validation
（Max. $25,000）
$5,000/Validation
（Max $25,000）
Partner Opportunity Acceleration (POA) Funding Yes Yes Yes
AWS Certification attainment credit Yes Yes Yes
Discounted AWS Training Yes Yes Yes
Access to AWS Solutions Training for Partners (STP) Yes Yes Yes
Access to Partner Development Resource Yes Yes Yes
Access to Partner Solutions Architect Resource Yes Yes Yes

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APN Tier Benefit
Select Advanced Premier
APN Partner Solutions Finder Listing Yes Yes Yes
Access to APN Badge Manager Yes Yes Yes
Access to APN Marketing Central Yes Yes Yes
Eligible for AWS Customer Engagement (ACE) Program Yes Yes Yes
Eligible to apply for AWS Service Delivery Programs Yes Yes Yes
Eligible to apply for AWS Competency, AWS Solution Provider , AWS Managed Service Provider (MSP) Yes Yes
Access to AWS Navigate Yes Yes Yes
Access to AWS Educate Job Board Yes Yes Yes
Joint AWS Case Studies 1 2
APN Blog Guest Post Yes Yes
Advance preview and access to sponsorship packages for AWS operated events Yes

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2019 APN Tier Requirements
Knowledge Experience Customer
success

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APN Program Requirement - Knowledge
Consulting Partner
Select Advanced Premier
AWS Accredited
Professionals
4 accredited
individuals:
(2 Technical
Professionals
& 2 Business
Professionals)
8 accredited
individuals:
(4 Technical
Professionals
& 4 Business
Professionals)
20 accredited
individuals:
(10 Technical
Professionals
& 10 Business
Professionals)
AWS
Foundational
Certified
Individuals
2 Certified
Individuals
4 Certified
Individuals
10 Certified
Individuals
AWS Technical
Certified
Individuals
2 Certified
Individual
6 Certified
Individuals
（min 3
Professional
or Specialty)
25 Certified
Individuals
（Min10
Professional
or Specialty)
Technology Partner
Select Advanced
AWS Technical
Certified Individuals
1 Certified
Individual
4 Certified
Individuals
( min 3
Professional
or Specialty）

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APN Program Requirement - Experience
Consulting Partner
Select Advanced Premier
Launched
Opportunities (last 12
months)
3 Launched
Oppty.
(Total MRR>
US$1,500)
20 Launched
Oppty.
(Total MRR>
US$10,000)
50 Launched
Oppty.
(Total MRR>
US$50,000)
Partner Business Plan Yes Yes
Technical Program
Validations
3
Technical
Program
Validations
Executive Business
Review
Yes
Sustained Attainment
of Premier Criteria
6 Months
Technology Partner
Select Advanced
Direct Revenue (Last
12 months)
$15,000 $350,000
OR
Launched
Opportunities (last 12
months)
3 Launched
Oppty.
(Total MRR>
US$1,500)
20 Launched
Oppty.
(Total MRR>
US$10,000)
Product Listing Yes Yes
Partner Business
Plan
Yes
Technical Program
Validations (last 24
months)
Technical
Baseline
Review

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APN Program Requirement - Customer Success
Consulting Partner
Select Advanced Premier
Publicly
Referenceable
Customers (last 12
months)
1 2 6
Customer
Satisfaction
Responses (last 12
months)
5 20 30
Technology Partner
Select Advanced
Publicly
Referenceable
Customers (last 12
months)
1 2
Customer
Satisfaction
Responses (last 12
months)
5 20

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2017APN咨询合作伙伴生态Hong Kong APN Community

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Let’s Start Your APN Journey

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APN Journey

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The APN Partner journey
Create a business plan & establish
goals
Acquire knowledge & expertise
Build your AWS Practice / Build a
solution that follow the AWS Well-
Architected Framework
Build your AWS Customer Base
Build &
Develop

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The APN Partner journey
Identify the APN program(s) that will
help accentuate your business area of
focus
Gain the validation you need to solve
customer problems
Stand out to AWS Sales Teams
Differentiate

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The APN Partner journey
Create awareness & generate
customer demand
Leverage the Partner Solutions
Finder (PSF) to boost visibility with
customers
Accelerate your business through go-
to-market funding
Go-to-
Marke
t

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The APN Partner journey
Expand your customer base
Explore neighboring verticals and
segments
Access sales support through the
APN Customer Engagements (ACE)
Program
Establish your firms thought
leadership through event
sponsorship
Sell
&
Grow

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The APN Partner journey
For Consulting Partners:
Continue to expand, discover,
and deliver exceptional
practices & solutions on AWS
Build &
Develo
p
Go-to-
Market
For Technology Partners:
Continue to innovate,
differentiate, mature, and grow
exceptional products & solutions
on AWS
Differentiat
e
Sell &
Grow

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Building Programs at the Speed of Cloud
C o m p e t e n c y
P r o g r a m
S e r v i c e
D e l i v e r y
P r o g r a m
S o l u t i o n
P r o v i d e r
P r o g r a m
M S P
P r o g r a m
A W S
M a r k e t p l a c e
N a v i g a t e
P r o g r a m

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AWS Navigate
The AWS Navigate Program provides a prescriptive
path for AWS Partner Network (APN) Partners to build a
specialized practice on AWS.
It offers guidance to APN Partners on how to establish
fundamental building blocks to become a successful
APN Partner through the APN Navigate Foundations
path, as well as become AWS experts and deploy
innovative solutions on behalf of AWS customers
through APN Navigate Specialization tracks.
Build & Develop

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Contact
Center
End User
Computing
Blockchain Machine
Learning
Financial
Services
MigrationMicrosoft
Workloads
Serverless
Database
Services
AWS Navigate Program – 16 tracks
IoT DevOps High
Performance
Computing
SAP MSP VMware Security

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AWS Navigate Program

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AWS Service Delivery Program
APN Partners with a proven track records of delivering specific
AWS services to customers.
Ideal
Candidates
Program
Highlight
Allows APN Partners to differentiate themselves by showcasing
to AWS customers and sellers areas of specialization
Differentiate

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AWS Service Delivery Program – 24 services
Amazon API Gateway
Amazon
Aurora
Amazon
CloudFront
Amazon EMR
Amazon Kinesis
Amazon RDS
Amazon
Database
Migration Service
AWS Lambda
AWS Server
Migration
Service
AWS GovCloud (US)
Amazon DynamoDB
Amazon Redshift
AWS
WAF
AWS Service Catalog
AWS Systems Manager
Amazon
EC2
for
Windows
AWS CloudFormation
AWS Config
Database Services
Compute Services Networking & Content
Delivery Services
Security Services
Serverless Computing
Services
Analytics Services Management Tools
GovCloud (US) Skill
Program
Internet of Things
IoT Analytics
AWS Greengrass
IoT Core
AWS Direct
Connect
Amazon QuickSight
Customer
Engagement
Amazon Connect

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APN Partners who can demonstrate technical proficiency
Ideal
Candidates Proven customer success in specialized solution areas
Differentiate

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Government Education Financial
services
HealthcareLife sciences Marketing &
commerce
Digital media
Storage DevOps SecurityIoT Mobile MigrationBig
data
Machine
learning
Networking
Industry
Solution
Workload
AWS Competency Program – 24 focus
Oracle Windows SAP
Containers Industrial
software
Cloud
management
tools
Industrial
Software
Non-Profit

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APN Consulting Partners who are skilled at cloud
infrastructure & application migration
APN Consulting Partners who offer proactive monitoring,
automation & management of a customer’s environment
aws MSP program
Ideal
Candidates
Differentiate

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AWS MSP Program
B u s i n e s s H e a l t h &
M a n a g e m e n t
S o l u t i o n D e s i g n
C a p a b i l i t i e s
I n f r a s t r u c t u r e &
A p p l i c a t i o n M i g r a t i o n
C a p a b i l i t i e s
S e c u r i t y
M a n a g e m e n t
B i l l i n g & C o s t
M a n a g e m e n t
P r o c e s s & C o s t
O p t i m i z a t i o n
C u s t o m e r
O b s e s s i o n
S e r v i c e D e s k &
C u s t o m e r S u p p o r t
D e v O p s &
A u t o m a t i o n
S L A s & R e p o r t i n g

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Solution Provider Program
Base discount
+ Net new
business discount*
Total eligible discount
Base discount
+ Net new business discount
+ Technical capability
Discount
increase
*Net new business discount is good for 24 months
Discount structure:
AWS Consulting Partner with
Competency and MSP
Base discount
Sell & Grow

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Next Steps…

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Key APN Teams
34
PDM / PDR Partner Sales
Manager (PSM)
Partner Solutions
Architects (PSA)
PMM / PPM
With a common goal of driving
exceptional customer outcomes
Clovis Ng
Sr. PDM –
CP
Sunny Wong
PDM –
GISV
Mario Li
PSA
Richy Wang
PDR
Titania Leung
Sr. Partner Program
Manager
Elsa Mau
Partner & Sponsorship
Marketing Manager
Stephen Leung
PSM
Tim Wu
PSA
Osemeke Isibor
PSA
Willie Vu
Manager, PSA
Zane Moi
Head of EcoSystem
Partner, HK &
Taiwan

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Account Managers depend on trusted APN Partners as an
extension of the AWS team to help accelerate customer
migrations & adoption of AWS services
Value of Engaging with AWS Sales Teams

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What AWS sales teams look for in APN Partners
AWS Trained & Certified technical resources
Physical Presence in their territories
Defined capabilities/differentiation
Competencies, Service Deliveries, etc.
Defined wins and partner case studies
Submitting net new AWS opportunities
Communicating early and often with AWS
Strong Go-to-Market Strategy around AWS
Customer obsession

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Call-to-Action…
• Discuss with your PDM/PDR
• Take your free Business Professional and Technical Professional
Accreditations
• Log Opportunities in Partner Portal
• Get Certified!

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Thank you!
Clovis Ng
Partner Development Manager
Tel: 25971562
Mobile/WhatsApp: 94365428
Email: clovisng@amazon.com