AWS Differentiator by Krishnan Kannan, Head of Cloud Economics, India, AISPL, at AWS Partner Summit Mumbai 2018

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Krishnan Kannan
Head, Cloud Economics, India and SAARC
AWS Differentiation

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“…we don’t make money
when we sell things. We
make money when we help
customers make purchase
decisions.”
Jeff Bezos (HBR 2013)

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Agenda for Today
• What set’s AWS apart
• AWS services breadth and depth
• AWS history of innovation
• Global footprint and high availability
• Expansive partner ecosystem
• Voice of analyst

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What sets AWS apart?
Building and managing cloud since 2006
100+ services to support any cloud workload; rapid
customer driven releases
The AWS Cloud spans 54 Availability Zones within 18 geographic Regions and 1 Local
Region
114 POPs (103 Edge Locations and 11 Regional Edge Caches)
Thousands of partners; 4,200+ Marketplace products from 4,200
software listings from more than 1,280 ISVs
Experience: 1M+ customers
Service Breadth & Depth; pace of innovation
Global Footprint
Ecosystem
Fine-grained controlSecurity
Integrated in AWS.
Machine learning in the hands of every developer and data scientist.Machine Learning
AWS positioned as a Leader in the Gartner Magic Quadrant for
Cloud Infrastructure as a Service, Worldwide*Enterprise leader

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Security
“The fact that we can rely on the AWS security posture to boost our own security is
really important for our business. AWS does a much better job at security than we could
ever do running a cage in a data center.”
Richard Crowley Director of Operations, Slack
Security full fine-grained level control: a customer might restrict a user to create only a
database in a specific region, from 3-5 pm on Monday to Friday, only on a virtual private
cloud, and only in an M4 instance with a maximum number of IOPs. This can only be done
in AWS.
AWS natively built-in security from the ground up. Over 1 million active customers inform
our security with capabilities built for our most stringent customers.
AWS has more than 50 compliance certifications and accreditations, more than any other
cloud provider.

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Breadth and Depth
CORE SERVICES
Integrated Networking
Rules Engine
Device Shadows
Device SDKs
Device Gateway
Registry
Local Compute
Custom Model
Training & Hosting
Conversational Chatbots
Virtual Desktops
App Streaming
Schema Conversion
Image & Scene
Recognition
Sharing &
Collaboration
Exabyte-Scale
Data Migration
Text to Speech
Corporate Email Application Migration
Database Migration
Regions
Availability Zones
Points of Presence
Data Warehousing
Business Intelligence
Elasticsearch
Hadoop/Spark
Data Pipelines
Streaming Data
Collection
ETL
Streaming Data
Analysis
Interactive SQL
Queries
Queuing & Notifications
Workflow
Email
Transcoding
Deep Learning
(Apache MXNet,
TensorFlow, & others)
Server MigrationCommunications
MARKETPLACE
Business Apps Business Intelligence DevOps Tools Security Networking StorageDatabases
API Gateway
Single Integrated
Console
Identity
Sync
MobileAnalytics
MobileApp Testing
Targeted Push
Notifications
One-clickApp
Deployment
DevOps Resource
Management
Application Lifecycle
Management
Containers
Triggers
Resource Templates
Build & Test
Analyze & Debug
Identity
Management
Key Management
& Storage
Monitoring &
Logs
Configuration
Compliance
Web Application
Firewall
Assessment
& Reporting
Resource & Usage
Auditing
Access Control
Account
Grouping
DDOS
Protection
TECHNICAL & BUSINESS SUPPORT
Support
Professional
Services
Optimization
Guidance
Partner
Ecosystem
Training &
Certification
Solutions Management Account Management
Security & Billing
Reports
Personalized
Dashboard
Monitoring
Manage
Resources
Data Integration
Integrated Identity &
Access
Integrated Resource &
Deployment Management
Integrated Devices
& Edge Systems
Resource
Templates
Configuration
Tracking
Server
Management
Service
Catalogue
Search
MIGRATIONHYBRID ARCHITECTUREENTERPRISE APPSMACHINE LEARNINGIoTMOBILE SERVICESDEV OPSANALYTICS
APP SERVICES
INFRASTRUCTURE SECURITY & COMPLIANCE MANAGEMENT TOOLS
Compute
VMs, Auto-scaling, Load
Balancing, Containers,
Virtual Private Servers,
Batch Computing, Cloud
Functions, Elastic GPUs,
Edge Computing
Storage
Object, Blocks, File, Archivals,
Import/Export, Exabyte-scale
data transfer
CDN
Databases
Relational, NoSQL,
Caching, Migration,
PostgreSQL compatible
Networking
VPC, DX, DNS
Facial Recognition &
Analysis
Facial Search
Patching
Contact Center

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48
82
280
722
2009 2011 2013 2015 2016 2017
1017
1430
AWS’ History of Innovation
AWS has been continually expanding its services to support virtually
any cloud workload, and it now has more than 100 services that range
from compute, storage, networking, database, analytics, application
services, deployment, management, developer, mobile, Internet of
Things (IoT), Artificial Intelligence (AI), security, hybrid and enterprise
applications.
In 2011, we released over 80 significant services and features; in
2012, nearly 160; in 2013, 280, in 2014, 516, in 2015, we launched
722. In 2016, we launched 1,017 new services and features. We
launched 1,430 new features and services in 2017.
Customer-driven services and features

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Number of Total Features by Cloud Provider
Source: AWS Competitive Intelligence Matrix

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Number of Total Features by Cloud Provider
Source: AWS Competitive Intelligence Matrix

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Experience with Operational Reliability
“There is no compression algorithm for experience.”
Over a decade building the most reliable, secure, scalable, and cost-effective
infrastructure.
Availability Zones exist on isolated fault lines, flood plains, networks, and electrical grids
to substantially reduce the chance of simultaneous failure.
Millions of active customers use AWS

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Experience with Hybrid
AWS provides the broadest set of hybrid capabilities of any cloud provider (networking,
data, access, management, and application) without making any new on-premises
hardware purchases.
VMware Cloud on AWS allows customers to seamlessly run existing VMware workloads
on AWS with the skills and toolsets they already have without additional hardware
investment.
Customers are offered fully managed services, but can continue to use key enterprise
solutions from Microsoft, Oracle, and SAP.
Customers continue to use their on-premises investments while getting the full benefits of the cloud
“We’re running a hybrid architecture, and we still host some of our applications in our
own data center, but we are moving more and more applications to the cloud…We’re
finding that we have the flexibility to support both environments because of the tooling,
APIs, and management features AWS has on top of its cloud. And, with the flexibility we
get using AWS, we can adapt over time to our company’s changing needs.”
CSRA (US Gov.)

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Global Footprint
18 geographic Regions and 1 Local Region
—4 more announced
54 Availability Zones—12 more announced
103 Edge Locations
AWS regions consists of multiple Availability Zones (“AZs”) isolated for failures and with low-latency networks
connectivity making AWS the only provider that allows high availability natively supported
Region & Number of Availability Zones
AWS GovCloud (3)
US West: Oregon (3), Northern California (3)
US East: Northern Virginia (6), Ohio (3)
Canada: Central (2)
South America: São Paulo (3)
Europe: Ireland (3), Frankfurt (3), London (3), Paris (3)
Asia Pacific: Singapore (3), Sydney (3), Tokyo (4), Osaka-Local (1),
Seoul (2), Mumbai (2)
China: Beijing (2), Ningxia (2)

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Region
Ensuring High Availability
The AWS Cloud infrastructure:
• A Region is a physical location in the world where we
have multiple Availability Zones
• Availability Zones consist of one or more discrete data
centers, each with redundant power, networking, and
connectivity, housed in separate facilities. Applications
and Data are replicated in real time and consistent in the
different AZs
1
N
2 1
N
2
1
N
2
Low-latency
ensures real
data replication
Distance
ensures
high
availability
1
N
2
1
N
2
1
N
2
1
N
2
1
N
2
1
N
2 1
N
2
1
N
2 1
N
2
1
N
2
1
N
2
1
N
2
1
N
2 1
N
2
1
N
2
1
N
2
1
N
2
1
N
2
1
N
2 1
N
2
1
N
2
1
N
2
1
N
2
1
N
2
1
N
2 1
N
2
1
N
2 1
N
2
1
N
2
1
N
2
1
N
2
1
N
2 1
N
2
1
N
2
AWS Rgions (18)
Local Regions (1)
AZs (54)
1
N
2 1
N
2
1
N
2
1
N
2
N.
VirginiaOhio
Singapore
Sydney
Beijing
Frankfurt
Ireland
São Paulo
GovCloud (US-West)
1
N
2 1
N
2
NingxiaA
1
N
2
1
N
2
1
N
2
1
N
2
1
N
2
Osaka
1
N
2
1
N
2
1
N
2
Paris
1
N
2
1
N
2
Tokyo
1
N
2
1
N
2
Mumbai
Seoul
1
N
2
Canadaa
1
N
2
N. California
Oregon
London

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Data Scientists & Researchers
AWS Deep Learning AMI
Amazon EC2 P3 instances provide
6X better performance than any
other GPU-based instances in the
market today.
Amazon Sage Maker
Fully managed end-to-end machine learning service
Amazon Rekognition
Text-to-Speech
Amazon Machine Learning
Natural Language Understanding (NLU)
& Automatic Speech Recognition (ASR)
Amazon Transcribe
Neural machine translation service
Discover insights and relationships in text
Application Developers
Machine Learning on AWS
Image and Video Recognition & Analysis
Managed Machine Learning
AWS DeepLens
Amazon Polly
Automatic speech recognition (ASR)
Amazon Translate
Amazon Comprehend
Amazon Lex

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An Expansive Ecosystem
Thousands of the world’s largest
technology and consulting companies
67 Premier Consulting Partners
4,200+ products; 1280 ISVs
AWS customers use over 481 million
hours a month of Amazon EC2 for AWS
Marketplace products.
Products integrated with AWS platform and easy to test

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AWS Positioned as a Leader in the Gartner Magic Quadrant for
Cloud Infrastructure as a Service, Worldwide*
AWS is positioned
highest in execution
and furthest in
vision within the
Leaders Quadrant
Gartner, Magic Quadrant for Cloud Infrastructure as a Service, Worldwide, Leong, Lydia, Bala, Raj, Lowery, Craig, Smith, Dennis, June 2017 G00315215
This graphic was published by Gartner, Inc. as part of a larger research document and should be evaluated in the context of the entire document. The Gartner document is available upon request from AWS :
http://www.gartner.com/doc/reprints?id=1-2G2O5FC&ct=150519&st=sb
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.

17. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
AWS Positioned as a Leader in the IDC MarketScape: Worldwide
Infrastructure as a Service 2017 Vendor Assessment*
“AWS has effectively
defined and led the core
offering portfolio in the
public cloud IaaS
market.”
*SOURCE: "IDC MarketScape: Worldwide Infrastructure as a Service 2017 Vendor Assessment", by Deepak Mohan, Erik Berggren and Laura DuBois, September 2017 IDC # US43073916
IDC MarketScape vendor analysis model is designed to provide an overview of the competitive fitness of ICT suppliers in a given market. The research methodology utilizes a rigorous scoring methodology based on both qualitative and quantitative criteria that
results in a single graphical illustration of each vendor’s position within a given market. The Capabilities score measures vendor product, go-to-market and business execution in the short-term. The Strategy score measures alignment of vendor strategies with
customer requirements in a 3-5-year timeframe. Vendor market share is represented by the size of the circles. Vendor year-over-year growth rate relative to the given market is indicated by a plus, neutral or minus next to the vendor name.

18. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
AWS “In a League of Its Own” in Synergy Research Group’s
Cloud Provider Competitive Positioning*
“Microsoft, Google and Alibaba are all growing their
revenues much more rapidly than Amazon and they
continue to gain market share, but the reality is that in this
market Amazon remains bigger than its next five largest
competitors combined.”
“AWS is still managing to nudge its market share
upwards, despite increasingly intense competition.”
“While we forecast 40% growth in the total market for 2017,
there’s still something a little shocking about seeing a
business unit the size of AWS consistently growing its
revenues by over 40%.”
*SOURCE: "Cloud Market Keeps Growing at Over 40%; Amazon Still Increases its Share", by John Dinsdale, a Chief Analyst and Research Director. October 2017
Synergy provides quarterly market tracking and segmentation data on IT and Cloud related markets, including vendor revenues by segment and by region. Market shares and forecasts are provided via Synergy’s uniquely designed online database
tool, which enables easy access to complex data sets. Synergy’s CustomView ™ takes this research capability one step further, enabling our clients to receive on-going quantitative market research that matches their internal, executive view of the
market segments they compete in.

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AWS Positioned as a Leader in the Gartner Magic
Quadrant for Operational Database Management Systems
Gartner, Magic Quadrant for Operational Database Management Systems, 02 November 2017. This graphic was published by Gartner, Inc. as part of a larger research document and should be evaluated in the context of the entire document. The Gartner document is
available upon request from Amazon. 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.

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kaykrish@amazon.com
Head Cloud Economics, India and
SAARC
Krishnan Kannan

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Thank you