Ryan Kisis: AWS San Francisco Startup Day, 9/7/17 AWS is known for helping startups scale and grow, but there are many other Amazon business units that can help startups reach more customers and achieve competitive differentiation.Learn about how you can partner with various Amazon distribution and advertising channels, such as Amazon Launchpad, Amazon Alexa, Amazon Media Group, AWS Marketplace, AWS Partner Network (APN), and Amazon Business. We’ll outline the ways these go-to-market programs can provide startups with resources to grow their businesses and better support customers.

1. © 2017, Amazon Web Services, Inc. or its Affiliates. All rights reserved.
Ryan Kiskis
Startup Business Development
Amazon AWS
September 7th, 2017
AWS Startup Day
Create your Go-To-Market Strategy w/ Amazon
#AWSstartupday
#AWSstartupday

2. Agenda
1. What is AWS Startup BD?
2. What is GTM?
3. What programs can help startups?
4. Amazon Launchpad
5. Amazon Alexa
6. fbStart
7. AWS Marketplace
8. Amazon Media Group
9. Are you a SaaS Vendor?

3. About me
Ryan Kiskis
Startup BD, San Francisco
• Founded 1 startup; led product management & BD for 3 others
• Companies raised a total of $103M; 3 exits for $175M (so far)
• Venture founder at Venrock
Say ‘hello’ if you see me around today!

4. AWS Startup BD – Who Are We?
• Global team
• Over 60 ex-founders and venture capitalists
• Over 4,000 accelerators and venture firms
• Over 30,000 startups

5. Programs and Companies We Work With

6. AWS Startup BD – What Do We Do?
Short take: we worry about startups all day.
1. AWS Activate Program
2. Technical office hours
3. Mentor office hours
4. Intros to VCs and angels
5. Intros to teams at Amazon & other partners

7. What is Amazon GTM?

8. What is GTM?
• Series of programs designed to help startups grow
and/or gain traction
• Leverage assets of Amazon.com Inc. like Retail,
Alexa, Amazon advertising, etc.
• “How can we directly impact user / customer /
revenue growth?

9. Traction!
• Customer acquisition is the most pressing issue for
startups
• No “silver bullet”
• 1,585 startups in major accelerators surveyed
• 32% listed customer acquisition as #1 pain point
• 22% listed fundraising as #1

10. Our goal is to help startups get traction by
finding and acquiring customers.

11. How does Amazon GTM do that?

12. Amazon Launchpad
• Startup program for launching on Amazon.com Retail
• Promo box, PO’s, A+ content, etc.
• Available for VC/accelerator backed startups with a
product in-market, and fit the Launchpad product mix
• Help facilitate entry to this program for qualifying startups

13. Amazon Alexa
• Ability to make intro’s for qualifying startups directly to Alexa ASK
team
• Help integrate AVS into products via intros to BD and Engineers
• Consideration / intros to Alexa Fund team

14. FbStart
• Facilitation to Accelerate track for qualifying startups
• $500 - $2,500 of FB ad credit
• Reciprocal – FbStart members eligible for Activate

15. AWS Marketplace
• AWS Marketplace now markets SaaS products
• Promotional opportunities on AWS Marketplace
• Additional benefits / credits

16. Amazon Media Group (AMG)
• AMG advertises on Amazon sites and top 100 sites
• Geo/demo targeting + Amazon’s first-party shopping data
• Pilot: Startups testing with AMG may become eligible to
receive AWS promotional credit

17. Software Subscriptions
• Amazon.com sells software subscriptions
• 86M US / 294M global users
• >200k small businesses
• Exposure, subscription management, payments, etc.
• Pilot: $100k marketing package for participants
Are You a SaaS Vendor?
Contact Us!
softwaresaas@amazon.com

18. What’s next?

19. What to learn more? Get in touch!
Ryan Kiskis
Startup BD, San Francisco
kiskis@amazon.com