The document discusses APN programs that maximize opportunities for partners with AWS sales teams. It covers the cloud market opportunity, best practices for AWS engagement, the APN Customer Engagements Program (ACE) that provides resources and sales support, collecting customer satisfaction reviews, developing public references, and calls to action for partners.

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APN Programs to Maximize Customer
Opportunities with AWS Sales Teams
Kristen Scott
Partner Program Manager,
Field Optimization
AWS Partner Network
G P S B U S 2 1 0
Sara Lavas
APN Sales Enablement Program
Manager
AWS Partner Network

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Agenda
Market opportunity
2018 at a glance
AWS engagement best practices
Foundations of differentiation through APN Programs
Call to action

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Cloud market opportunity
Revenue run rate
2018 projected growth
YOY growth
2017 versus 2018
Total market
opportunity
in 2021

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AWS market opportunity for APN Partners
Revenue run rate
annualized from Q3 2018
YOY growth
Q3 2018 VS Q3 2017
New launches
in 2017
46%$27B 1,430

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AWS Partners Network
Of
APN Partners
Since January
of 2016
New leads for
APN Partners
35,000+
10s of
Thousands
100s of
Thousands

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AWS engagement best practices
1. Leverage AWS resources for practice development
APN contentAPN
AWS partner team
AWS global partner training team

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AWS engagement best practices
2. Identify and develop your super power(s)
Concise value proposition for our customers
Invest in AWS Differentiation Programs
Develop AWS solution/customer offerings

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AWS engagement best practices
3. AWS sales and customer facing content
Battlecard, internal overview
Customer offerings

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AWS engagement best practices
4. Earn trust!
Maintain your APN scorecard
Communicate AWS opportunities
Public references
Track and highlight AWS business results
Customer Satisfaction (CSAT)

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APN Customer Engagements Program (ACE)
provides:
Technical
resources
Tools Sales
support

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Partner eligibility
Requirements:
10 AWS validated opportunities
10 CSAT reviews
Active Partner Solutions
Finder directory listing
APN Program designation
e.g., AWS Competency, AWS Service Delivery
Commitment to provide updates on
AWS sourced leads and opportunities
Identified lead and opportunity
capabilities and preferences

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Why ACE?
Tools and processes to manage your pipeline of customers on AWS
Accelerate deals
Evangelize your existing AWS Business
Visibility and increased engagement with AWS Sales
Eligibility to receive AWS Lead Referrals

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AWS sales teams engagement
Connection to AWS Account Managers for validated opportunities
• Opportunity to provide your battle card to sales teams!
• Drive discovery calls with AWS Account Managers and Partner Sales Team

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How to get started
Submit opportunities
and highlight your
AWS business
Connect with AWS
and partner sales
teams to evangelize
customer accounts
Leverage validated
opportunities towards
your APN journey

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APN Customer Satisfaction (CSAT)
Customer Satisfaction data (CSAT)
is collected through “Rate this Partner”
in Partner Solutions Finder
Satisfaction question
“On a scale of 0–10 how likely are
you to recommend [this partner]?”
Open response
“Why?”

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APN Customer Satisfaction (CSAT)
Reviews moderated according to the
Amazon.com community guidelines
• Email verified and AWS customer verified
• Partners can dispute reviews
APN CSAT requirements
• apn-csat-reports@amazon.com

25. “We have worked with [the Partner] for nearly six years.
They have been instrumental in ensuring that we make use
of AWS in a prudent and pragmatic way, following an agile
approach that deploys resources at the appropriate times
with thorough considerations for possible future directives.”
Customer Testimony
CSAT-0003233

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CSAT Marketing Central campaign

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Public references
How does APN define a public reference?
Partner-led customer success story that is public
• Written case studies
• Blog posts
• Video testimonials
• Recorded break out session, podcasts, or webinars
What is in it for APN Partners?
• Proof of super power(s)
• Tier advancement

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APN references resources
1. Opportunity Management tool submissions
• Identify launched opportunities as “publically referenceable”
• Tier eligibility (as of January 1)
2. Marketing Central templates
• Differentiation program eligibility

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Marketing Central templates
Step 1
Step 2

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Step 3
Step 4
Marketing Central templates

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APN references resources
Achievement of
one or more below:
 Advanced or Premier tier
 APN Differentiation
Program Participation
(AWS Competency, AWS Service
Delivery, Managed Service
Provider (MSP))
1. Opportunity Management tool submissions
• Identify launched opportunities
as “publically referenceable”
• Tier eligibility (as of January 1)
2. Marketing Central templates
• Differentiation Program eligibility
3. APN Reference Team
• Funds, manages, and publishes
references on behalf of APN Partners
• Work with Partner Development Rep (PDR) or Manager (PDM),
Partner Sales Manager (PSM), or Segment Leads through
nomination process

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Calls to action
1. Bookmark Partner Central
2. Leverage APN
Differentiation Programs
3. Develop AWS and
customer facing collateral
4. Track your AWS business results
5. Utilize APN CSAT campaign
6. Submit opportunities
7. Become ACE eligible
8. Use campaign case studies
9. Leverage the AWS partner team

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37. Thank you!
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Kristen Scott
Partner Program Manager,
Field Optimization
AWS Partner Network
Sara Lavas
APN Sales Enablement Program
Manager
AWS Partner Network