Making Cloud Procurement Easy with AWS Marketplace, Automation, and Governance

© 2019, Amazon Web Services, Inc. or its affiliates. All rights reserved.P U B L I C S E C T O R
S U M M I T
Making Cloud Procurement Easy with
AWS Marketplace, Automation, and
GovernanceWashington DC
S e s s i o n 2 9 5 4 5 0
Mathew Soltis
Global Head, AWS
Marketplace Public Sector

© 2019, Amazon Web Services, Inc. or its affiliates. All rights reserved.
P U B L I C S E C T O R
S U M M I T
S U M M I T
Voice of the Customer Panel
Harsh Prakash
GIS & BObj Manager,
NASA
Brent Bain
Best Friends Animal Society
Aaron Wright
CTS/Platform Services,
University of Notre Dame

S U M M I T
• Typical application portfolio is ~1,000+*
• Server architectures—often monolithic
• Physical and virtual on-premises
• 10–60% in house developed applications
• 40–90% COTS paid software
• ~300–500 software vendors
• In perpetuity licensing: ~10–30% under used
• High potential for cost rationalization
* Based on AWS Service Catalog/Marketplace dialogs with +300 enterprises
The enterprise app portfolio
is being transformed
MOVE
MODERNIZE
Subscription-based
SaaS
Serverless
Containers
EC2 AMIs
On PREM
© 2019, Amazon Web Services, Inc. or its Affiliates. All rights reserved.

S U M M I T
The mega 5 software
vendors which
represent ~50%
of IT software spend
Top 50 vendors critical
to the journey to the
cloud and future
direction of a company
The long tail of
500+ vendors
Microsoft and Oracle
managed by AWS5
50
500
Transforming your portfolio: the 5/50/500 model
~15–18% of the IT budget is software

S U M M I T © 2019, Amazon Web Services, Inc. or its affiliates. All rights reserved.
S U M M I T
• Deploy software on demand
• 1,400+ ISVs
• Over 4,800 product listings
• 230,000 active customers
• Deployed in 18 regions, including AWS
GovCloud (US)
• Offers 39 categories
• Flexible consumption and contract models
• One consolidated bill
AWS Marketplace simplifies
software provisioning

S U M M I T
Customize the way you provision software
Find
Machine Learning
Containers
Networking
Security
Storage
DevOps
Database
Operating Systems
BI & Big Data
From a breadth
of categories:
Buy
Free trial
Pay-as-you-go
Hourly
Monthly
Annual and Multi-Year
Bring Your Own License (BYOL)
Seller Private Offers
Through flexible
pricing options:
Deploy
Amazon Elastic Container Services (ECS)
Amazon Elastic Container Services for
Kubernetes (EKS)
Amazon Machine Image (AMI)
Application Program Interface (API)
Amazon SageMaker
AWS Fargate
CloudFormation Template
SaaS
With multiple
deployment options:

S U M M I T
Software deployed into AWS GovCloud (US) region
Designed to host sensitive data and regulated
workloads in the cloud
Assists customers who have U.S. Federal, State,
and Local Government compliance requirements
Allows users to “try before they buy”
Supports Bring-Your-Own-License (BYOL)
Customers can now deploy over 1100 different
products into the AWS GovCloud (US) region

S U M M I T
Popular categories most often deployed
Operating
Systems
Security Storage Networking Database SIEM DevOps BI

S U M M I T
Quick
Get the software you need in
minutes with just a few clicks
or use the 1-Click deployment
option.
Software in AWS Marketplace
are ready-to-run on AWS.
Governed
Launch software products
knowing that they comply with
your organizations policies
AWS Marketplace
A curated digital software catalog that helps
you find, buy, test, and deploy software

S U M M I T
Create a customized private
catalog of pre-approved products
from AWS Marketplace
Ensure your AWS users are purchasing and
launching software that meets the company’s
procurement policies
Customize your Private Marketplace with
company branding, such as logo, color,
and messaging
Define and control permissions for your
users in Private Marketplace
Always know when products are added or
removed through notifications from AWS
Private Marketplace

S U M M I T
Enterprise Contract
for AWS Marketplace
Simplify contracting and speed
innovation
Includes commonly negotiated clauses
such as liability, venue, IP protection,
data handling, and more
Accelerate your procurement process using a
standardized contract template
Leverage across a broad range of sellers to help
streamline software procurement

S U M M I T
Customize pricing and license
terms with sellers in the Enhanced
Data Sharing (EDS) program
Meet any specific terms you have with
custom end-user licensing agreement
Receive volume discounts through
negotiations for your custom offer
AWS Marketplace
Private Offers
Negotiate prices and terms with your
preferred software seller

S U M M I T
Consulting Partner
Private Offers
Gain benefits in AWS Marketplace such as
seamless procurement and fulfillment,
consolidated billing, and EDP spend
Purchase software in AWS
Marketplace from your preferred
Consulting Partner
Consulting Partners can sell software directly
in AWS Marketplace
Work with your preferred Consulting Partner
from start to finish in your procurement
process and benefit from their expertise

S U M M I T4
SELECTION PRICING
LICENSE
TERMS
PURCHASE EST. TIME
Subscribe to
BYOL
Select BYOL
Software
Customer BYOL
pricing (outside
AWS)
Customer BYOL
Terms (outside
AWS)
ISV provided
License Key
Minutes
Subscribe under
public terms and
pricing
Select Software
for Purchase
Standard Pricing
from Vendor
Standard EULA
from Vendor
Subscribe &
Deploy
Minutes
OR OR
Subscribe under
custom pricing
and terms (Private
Offers)
Customer and
Vendor
Negotiate Pricing
Customer ad
Vendor
Negotiate EULA
Weeks
OR
Subscribe under
Enterprise
Contract for AWS
Marketplace
Enterprise
Contract for AWS
Marketplace
Days
AWS Marketplace: Customer Procurement Workflows

S U M M I T
MIGRATE
PUBLISH
COPY PUBLISH
LAUNCH
&
GOVERN
BYOL OR PROCURE
OR FREE
OPERATE
MIGRATE
DEVELOP
CloudFormation
template
AWS DMSAWS
Migration Hub
AWS SMSAWS Application
Discovery Service
from
AWS
CodeCommit
AWS
CodePipeline
CloudFormation
template
CloudFormation
template
AWS
CloudFormation
AWS
CloudTrail
AWS
Config
AWS Managed
Services
AWS Systems
Manager
Amazon
ECS
Amazon
Lambda
Elastic Load
Balancing
Amazon
RDS
Amazon
EC2
BUSINESS
CASE
SECURE
Amazon
Macie
Amazon
GuardDuty
AWS
Security Hub
AWS CONTROL TOWER
AWS enables customers to migrate and manage
A rich set of services to remove friction, automate, govern, and accelerate innovation

S U M M I T
Get started today
Modernize & accelerate your software with AWS
Evaluate and
compare software
choices in AWS
Marketplace
Shift your users to
BYOL, Pay-as-you-
go, and SaaS
Contracts
Leverage Private
Marketplace, Seller
Private Offers, &
Enterprise Contract for
AWS Marketplace
To learn more about AWS Marketplace or to connect with someone on the team visit:
aws.amazon.com/marketplace/

S U M M I T
S U M M I T

S U M M I T
Thank you!
S U M M I T
Mathew Soltis
matsol@amazon.com

S U M M I T
Why Public Sector is adopting Cloud
Pave the Way for Innovation Make the World a Better Place
It offers:
• Disruptive innovation
• Agility
• Twenty-first century capability
• New skills
• Cost savings
It enables:
• World-changing projects
• Economic development
• Citizen services and
engagement
• Research and education

S U M M I T21
Software contract terms,
entitlement, and
deployment models
No single approved
catalog of software
Cloud migration /
hybrid adds
complexity
Complex Agreement
Management
What customers are telling us

Making Cloud Procurement Easy with AWS Marketplace, Automation, and Governance

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