In this session, we will cover how ISV and SI partners have successfully integrated their products with AWS and developed their sales and marketing strategy to transform their businesses. Learn best practices on how ISVs such as Infor have leveraged the global AWS platform and how to build a consulting practice around cloud enablement, the skills that are required, as well as examples of successful programs that have been delivered by AWS partners at F2000 clients and Public Sector accounts.

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Best Practices for Partnering with AWS
Dorothy Copeland
Global Partner Programs Leader

2. Over 10,000 Partners around the World
Thousands
in North
America
1000+
in Latin
America
1000+
in EMEA
Thousands
in APAC
AWS aims to build the most
Customer-Centric Partner Programs

3. AWS Partner Ecosystem
Consul'ng
Partners
Technology
Partners
• Systems Integrators
• Strategic Consultancies
• Resellers & Distributors
• Application Developers
• Managed Services Providers
• Digital Agencies
• ISV & Application Vendors
• SaaS/PaaS Providers
• Management & Security Vendors
• Operating System Vendors
• Database Vendors
• Developer Tools

4. Broad Ecosystem of Consulting Partners

5. AWS Consulting Partner Ecosystem at a Glance
AWS Platform Partner Ecosystem

6. Consulting Ecosystem Services – Infrastructure
Compute Storage
AWS Global Infrastructure
Database
App Services
Deployment & Administration
Networking
Managed ServicesManaged Service Providers &
AWS Resellers Offer Fully
Managed AWS Infrastructure
AWS Credential Management
Migration and Support
Billing

7. Consulting Ecosystem Services - Applications
Enterprise Applications
Consumer & Web Applications
Big Data & HPC
Back-up & Disaster Recovery
Compute Storage
AWS Global Infrastructure
Database
App Services
Deployment & Administration
Networking

8. 5 Reasons to Build an AWS Practice

9. 1. It’s Still Early
• In 2013, we saw:
– Over $25M in funding go into our consulting
ecosystem
– Analysts at IDC predict that the market for
public cloud consulting would grow 10x faster
than overall IT professional services
– Enterprise customers going all in

10. 2. Global Reach

11. 3. Managed Solutions are Driving Significant Revenue

12. 4. AWS Improves Margins and Team Performance
Script your most common
project environments

13. 5. Best Practices are Emerging
• Find your niche and differentiate
• Understand AWS economics
• Consider an MSP strategy
• Invest in solution frameworks
• Build a methodology and select supporting tools
• Engage with our Professional Services team
• Help your customers take the Cloud Journey

14. The Path to Business Benefits from the Cloud
Fixed Price
Assessment
50 – 100k
Revenue (per project)
100 – 250k
Initial App
Migration
Governance
Framework
Division Pilot
2 Year
Roadmap
250-500k 5 – 20M
Phased Data Center
Migration

15. Examples of Successful European Partners
Cloudreach
Premier Consulting Partner
London
Smart421
Premier Consulting Partner
London
tecRacer
Advanced Consulting Partner
Germany
Edifixio
Advanced Consulting Partner
France
Capgemini
Premier Consulting Partner
France

16. How To Get Started
• Register with the APN
• Get accredited for professional
and technical certifications
• Pick your areas of focus and
write a business plan
• Build a POC using our free tier
• Migrate an internal app and
start thinking about your firm’s
special sauce http://aws.amazon.com/partners/consulting/

17. Broad Ecosystem of Technology Partners

18. Partner Engagement with AWS
Technical Enablement Business Model Enablement
SupportJoint Go-To-Market
• Develop technical assets
(AMIs, CloudFormation)
• Architecture guidance
• Roadmap updates
• Beta participation
• License portability &
enforcement
• Cloud pricing – innovative ways
to charge customers
• Market expansion
• Programs!
• Demand generation
• Field engagement
• Content creation
• Events
• Certification
• Support statement
• What happens when a
customer calls?

19. Best Practices for Building an AWS Offering
Technical Enablement Business Model Enablement
SupportJoint Go-To-Market
• Assign resources
• Prioritize
• Get help (earlier is better)
• Declare your objective
• Experiment
• Think global
• One size does not fit all
• Assign resources
• Prioritize (start with what works)
• Think global
• Package your offering in ways
that are meaningful to your
customers
• Listen to your customers
• Make it easy to
understand
• Take advantage of AWS
Premium Support

20. Engage in our Programs
• AWS Partner Network
• AWS Test Drive
• AWS Marketplace
• Free Trials
• Competencies
Marketplace Partners
AWS Test Drive
APN Competency
Program

21. AWS Partner Network – Partner Portal

22. AWS Test Drive Program
Make it easy for people to experience the power of
your software.

23. AWS Marketplace – List your Software Here!
Make it easy for people to discover and deploy your software
AWS
becomes a
channel for
you.

24. AWS Free Trials on Marketplace
Help people get started without commitment.
Opportunity for
customers to
try and buy
your software

25. AWS Competencies
Align your software with the Consulting Partner
ecosystem
Map your
consulting
partners
with ours.

26. Taking the Journey to Partner with AWS
ü Sign up for the AWS Partner Network
ü Get Trained, Accredited & Certified
ü Launch your own Test Drive
ü Check out our Programs:
ü AWS Channel Reseller Program
ü Government Partner Program
ü Competencies
ü Direct Connect
ü Marketplace
ü Integrate and launch your AWS solutions
and services
ü Win Customers
ü Write Case Studies
Tell us how we can help you
along the way!

27. Thank You!

28. Examples of Successful Partners
Remote Team
Core
Development
Team Extra
Development
Resources
Contractor Team
Large Energy company uses AWS to Develop Software Faster and
Cheaper

29. Examples of Successful Partners
Shire runs SAP Business Objects on AWS
Use case: SAP Business Objects

30. Examples of Successful Partners
Schneider Electric Leveraging AWS Hybrid Cloud
Use case: Company Intranets and DR

31. Examples of Successful Partners
Greyhound leverages Cap’s Cloud Orchestration Platform
Use case: Shipment Tracking Portal

32. Examples of Successful Partners
Qantas runs in flight analytics on AWS
Use case: Customer Care and Analytics