1. AWS Public Sector Summit 2012:
Achieving Success in the Cloud

2. Procuring AWS Services in
the Public Sector
Max Peterson
Director of Partners, Capture and Contracts
Amazon Web Services
Worldwide Public Sector
AWS Public Sector Summit 2012: Achieving Success in the Cloud

3. I Need to Buy AWS Cloud
Services & Solutions …
• Start with R&R
• Simple Approaches First
• Plan for Comprehensive
Cloud Solutions
AWS Public Sector Summit 2012: Achieving Success in the Cloud

4. 1
Research and
Requirements

5. • Amazon Web Services lets you provision compute power, storage
and other resources to access a suite of elastic IT infrastructure
services as your organization demands them.
• With minimal cost and effort, you can move your application to the
AWS cloud and reduce capital expenses, minimize support and
administrative costs, and retain the control, security, and reliability
requirements your organization demands.
BUT We need to think and plan differently
AWS Public Sector Summit 2012: Achieving Success in the Cloud

6. • Define your workload – www.aws.amazon.com/architecture
• Estimate costs and budget – www.aws.amazon.com/economics
• Functional specification – www.aws.amazon.com/products
• Security strategy – www.aws.amazon.com/security
AWS Public Sector Summit 2012: Achieving Success in the Cloud

7. 2
Simple Approaches
First

8. • Learning and • AWS Free Tier Offerings
Exploration
• Small pilots and • Online purchase card
prototypes
• Production • Existing multiple award
workloads contracts, partners or AWS
commercial item PO
AWS Public Sector Summit 2012: Achieving Success in the Cloud

9. Some Contracts Federal Clients can utilize:
GSA Schedule 70 Army APC2
 Apptis/URS (and IaaS BPA) • Northrop Grumman
 Aquilent • Lockheed
DOE BPA
 DLT (submitted, pending GSA) • DLT
 ESRI Navy SeaPort-e
 GTSI (submitted, pending GSA) • Aquilent
NASA SEWP 4 Open Market Commercial Item
 Four Points Technology (SDVOSB) Contracting
• Simplified Acquisition
 DLT (as sales agent)
NIH ECS 3 & CIO-SP3 Many AWS Partners offer SaaS
 DLT (ESC3 with AWS CLINs) solutions built on AWS on other
 Aquilent (CIOSP3 with AWS) direct and partner contracts.

10. Contracts S&L Govt and Education may use:
 US Communities (Governments, K12 and Higher Ed)
• GTSI
 WSCA (Western States Contracting Alliance - Governments, K12 and Higher
Ed) – Priority States:
Utah, Oregon, Montana, Colorado, Maryland, Washington, California, Michiga
n, Wisconsin, South Carolina, Alaska, Hawaii & Arizona – also Federal Agencies
• Dewberry
• ESRI
• Unisys
 CENIC (a high-bandwidth, high-capacity Internet network specially designed to
meet the unique requirements for the State of California's K-20 educational
institutions.)
 Northrop Grumman (Wyoming Department of Health HIEES) - Health
Insurance Enrollment and Eligibility System

11. 3
Plan for
Comprehensive
Cloud Solutions

12. Acquisition Strategy
• Contract Types – Managed Services and Professional
Services w/ODC works well for turnkey solutions; Service
Catalogs with NTE values and basic support works for
DIY’ers
• Contract Terms – If you want Commercial Public Cloud
advantages, don’t contract for a “cloud” data center or
“cloud” hosting.
• Price Evaluation – Representative task orders provide a
good benchmark of solution expertise and costs
AWS Public Sector Summit 2012: Achieving Success in the Cloud

13. Acquisition Strategy (cont)
• Leverage RFIs and Market Surveys
• Incorporate Capabilities Demonstrations
• Avoid Rigid CLIN or Partial Lots
• Use Best Value Criteria
• Include Technology Refresh
• Encourage Engineering Change Proposals
AWS Public Sector Summit 2012: Achieving Success in the Cloud

14. AWS Public Sector Summit 2012: Achieving Success in the Cloud