Overview of AWS Partner Programs in the Public Sector
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Overview of AWS Partner Programs in the Public Sector
- 1. AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015 AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015 Overview of AWS Partner Programs in the Public Sector Dan Kasun Jarrod Buckley Sr. Manager Sr. Manager WW Public Sector AWS Channel Programs Amazon Web Services Amazon Web Services
- 2. AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015 • Best Practices in the AWS Partner Ecosystem • APN and AWS Global Partner Programs • 2015 New and Key Partner Resources • Opportunities in Public Sector Agenda Partner Network
- 3. AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015 • Best Practices in the AWS Partner Ecosystem • APN and AWS Global Partner Programs • 2015 New and Key Partner Resources • Opportunities in Public Sector Agenda Partner Network
- 4. AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015 Partners are: • AWS Partners nearly doubled • Growing their AWS offerings quickly • Offering Packaged Services & Solutions Enterprises are: • Asking for Managed Services for AWS • Increasingly Deploying SaaS Software • Using AWS Marketplace software for production Trends in the AWS Partner Ecosystem
- 5. AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015 Provide: • Software • Databases • OS and tooling solutions Provide: • Professional services • AWS integration, migration, managed services Technology Partners Consulting Partners
- 6. AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015 Consulting Partner best practices Packaged service & solution offerings Fixed price migration DevOps workshops Security as a service Consulting Partner collaboration
- 7. AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015 Technology Partner best practices Deploying SaaS on AWS Engaging Consulting Partners Taking a solution approach Promotion via the AWS Brand All-in on AWS 18% of all software delivery will be SaaS by 2017 (IDC) Cloud Software will grow to $76.1 billion by 2017 (IDC)
- 8. AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015 • Best Practices in the AWS Partner Ecosystem • APN and AWS Global Partner Programs • 2015 New and Key Partner Resources • Opportunities in Public Sector Agenda Partner Network
- 9. AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015 Premier Advanced Standard Registered Delivery Model ExpertiseExperiencePartner Type Your Roadmap: AWS Global Partner Programs Channel Programs MSP Program SaaS Program Competency Program Government Program Test Drive AWS Marketplace Consulting Technology GTM Resources Go-To-Market Partner Network
- 10. AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015 APN Benefits for Partners Training & Enablement On-Demand Sales & Technical Training & Accreditations APN Webcast Videos 20% discount Classroom Training Solution Architect Office Hours AWS QuickStarts Subsidized Classroom Training ProServe Bootcamp Training Product Development Credits Named Solution Architect 10 Days Free AWS ProServe Marketing & Go-to-Market Syndicated Web Content Email Marketing Platform Partner enablement guides Opportunity registration Listing in the AWS Directory Marketing Development Funding Demand Generation Campaigns AWS Written Case Study Proof-of-Concept Credits/Funding Listed on AWS Solution Pages Named Partner Manager
- 11. AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015 APN Program: Consulting Partner Requirements
- 12. AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015 APN Program: Technology Partner Requirements
- 13. AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015 • Validates Partners with Proven Workload and Vertical Capabilities • Differentiates APN Partners to AWS Customers • Validated based on: • Customer success, AWS Certifications, technical readiness, AWS product or practice review, customer references APN Competency Program
- 14. AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015 Current APN Competencies Digital media Storage Life sciences Healthcare SAP Oracle Big data Microsoft
- 15. AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015 Channel Reseller Program • Enables qualified APN Consulting Partners to resell AWS services to both commercial and public sector AWS Customers • Ideal for Partners building value-added offerings on AWS • Partner handles billing, procurement, and support for their customers “Being an AWS Channel Reseller enables us to establish an even closer partnership with our customers and deliver value to them by accelerating adoption of the services provided by AWS.“ - Cloudreach
- 16. AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015 AWS Managed Services Program For Consulting Partners offering Managed Services on AWS • Technical Enablement – Dev Ops Approach, Security, Customer Expectations • Business Enablement – Marketing and Go-to-Market Validation Audit to Qualify for the Program • Migration, operations, security and cloud infrastructure management • Proactive monitoring and automation of customer’s environment Self-Assess with the Validation Checklist in the APN Portal “AWS is raising the bar on partners to ensure a consistent and rewarding customer experience” – 2nd Watch
- 17. AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015 Software-as-a-Service Program (Preview) Enables Partners to deploy on AWS in a SaaS Delivery Model Technical & Business Enablement • Apply on APN Portal Today • SaaS Reference Page on Portal • SaaS Webcasts • SaaS Program Office Hours • Creating a SaaS Partner Community to collaborate and share best practices “By 2017, about 26.2% of all new business software purchases will be of service-enabled software.” - IDC “We are pleased to be one of the members of AWS’ SaaS Partner Program, which gives us access to tools and training to assist us in designing and delivering cloud-based applications.” - PegaSystems
- 18. AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015 • Best Practices in the AWS Partner Ecosystem • APN and AWS Global Partner Programs • 2015 New and Key Partner Resources • Opportunities in Public Sector Agenda Partner Network
- 19. AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015 APN Portal
- 20. AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015 APN Webcast Business & Technical Topics: • AWS Technical 101 • AWS Architecture • Pricing AWS • Cloud Migration • AWS Storage • Saas Overview • SaaS Migration • APN Programs • Consulting Partner Benefits • Technology Partner Benefits • Go-to-Market with AWS
- 21. AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015 Customer Opportunity Registration • Available to all Partners in the APN Portal • Qualifies Partners for higher tiers • Enables Faster Engagement with AWS Sales and SAs
- 22. AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015 AWS Quick Start Reference Deployments • Reference Deployments Supporting Key Enterprise Workloads • AWS CloudFormation Automates the Deployment • Incorporate Solution Architect Best Practices • Released First to APN Partners 215K Downloads, 16K Launches MongoDB (New) SAP B1 (New) Cloudera SAP Hana Active Directory Exchange SharePoint SQL Server RD Gateway DSC
- 23. AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015 AWS Marketplace • Marketplace for Partners to Deploy and Sell their AWS-based solutions • Easy for Customers to Find, Buy and Deploy Software on AWS • Consume Hourly, Monthly, Annual • Find Customer Solutions to deploy for your customers Over 685 software partners More than 2,100 product listings
- 24. AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015 • Best Practices in the AWS Partner Ecosystem • APN and AWS Global Partner Programs • 2015 New and Key Partner Resources • Opportunities in Public Sector Agenda Partner Network
- 25. AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015 Strong growth and adoption in public sector 1,700+ government agencies 4,500+ educational institutions 17,000+ nonprofit organizations
- 26. AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015 Architected for Enterprise Security Requirements Certifications and accreditations for workloads that matter AWS CloudTrail - AWS API call logging for governance & compliance Stores data in S3, or archive to Glacier Log and review user activity
- 27. AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015 Government Use Cases on AWS Development and Test Enterprise Applications Big Data and High Performance Computing (HPC) Storage, Backup, and Archival Disaster Recovery Web, Mobile, and Social Apps Virtual Desktops Data Center Migrations
- 28. AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015 Used by Government Agencies & Educational Institutions Worldwide
- 29. AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015 AWS Partners Focused on Public Sector
- 30. AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015 Partner Programs • For APN Partners with expertise on AWS and government customers • Provides government-focused marketing, technical, and business support Government Partner Program
- 31. AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015 Partner Programs • For APN Partners with expertise on AWS and government customers • Enables to sell to Federal, State, Local and Education customers Authorized Government Reseller Program
- 32. AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015 Public Sector Opportunities • U.S. GovCloud • CIA AWS (C2S) U.S. Government-specific regions
- 33. AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015 Public Sector Engagement • AWS WWPS Sales organization • Contract visibility for AWS partners • AWS Public Sector Capture engagement Sales and Capture
- 34. AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015 Thank You. This presentation will be loaded to SlideShare the week following the Symposium. http://www.slideshare.net/AmazonWebServices AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015
Editor's Notes
- First, I wanted to share with you some trends we’re seeing in the AWS partner ecosystem. The number of partners are growing very quickly, with well over 10,000 AWS Consulting and Technology partners around the world, and almost doubling each year. In turn, we are also seeing our partners’ AWS businesses grow quickly. For example, we are pleased to announce two new Premier Tier Partner this week – Logicworks and CorpInfo – both of whom were just getting started in their AWS practices 12-18 months ago and now they have practices worth over $3M in AWS annual spend. We are seeing an increased demand for Managed Services Providers from enterprise customers that need help migrating and managing their workloads. We are also seeing a trend that enterprises are increasingly deploying SaaS applications, rather than licensed software models. Finally, our AWS Marketplace is increasingly being utilized by our enterprise customers for production workloads.
- So what are some cool things that Consulting Partners are doing that you should know about? Packaged Solution Offerings: We’re seeing partners deploy solution-based offerings for their customers with defined outcomes and fixed costs. For example, one of our partners offers Big Data starter packages where they will work with a customer on a specific big data project that includes the consulting fees to deploy AWS big data services in a fixed-price model. Packaged Service Offerings: Similarly, we are seeing partners offer fixed-price engagements focused on deploying AWS services, such as a 3-day VPC implementation and an 8-week Redshift Jumpstart offering that includes consultation and implementation of a defined big data solution. Fixed price Migration: Consulting partners also are taking a Cloud Factory approach to migration with a fixed, per-server cost model. This has been a popular offering, as it allows enterprises to be able to control their costs and better plan for their migration to the cloud. 2nd Watch has seen a lot of success with this approach. Increased Collaboration between Consulting Partners: A great example is that Melbourne IT has partnered with 2nd Watch to provide customers with 2nd Watch’s fixed price migration for Australian customers with Melbourne IT’s managed services. Security as a Service: Premier Consulting Partner, Cloudnexa and Technology Partners Trend Micro, AppDynamics, and Sumo Logic came together to provide customers with Managed security, application intelligence, and machine data analytics solution on AWS, delivered as-a-service through a utility-based pricing model. Dev Ops workshops: A few partners now offer their customers dev ops workshops that include continuous code development, an approach to how IT can use cloud technology, how to deploy and manage AWS implementations with a dev ops approach. Typically these are offered in a 3-5 day workshop and it targets developers and infrastructure architects on enterprise IT teams. Such as Bulleproof.
- I also wanted to share with you some best practices for Technology Partners to build their AWS businesses. Deploying SaaS on AWS: Customers increasingly want the reduced complexity, decreased time to value and the ability to pay for value consumed that as-a-service software delivery provides. Taking a Solutions Approach: We are noticing high growth from partners that are aligning on providing customers with a focus on key workloads (such as Big Data), AWS Competencies (such as Digital Media and Storage) and Verticals (such as Life Sciences, Healthcare, Financial Services and Government) Engaging Consulting Partners: Technology Partners are starting to engage our Consulting Partners more in building out offerings and engaging with customers. You can find our top Consulting Partners on our APN Directory, or ask your partner manager for recommendations. We are also seeing a trend of our Technology Partners with strong channels bringing their Consulting Partners to AWS to deploy their software on AWS. We welcome the opportunity to enable your channel to add AWS to their practices. Promoting Solutions with AWS: It’s key to promote your solutions. New Technology Partners should: Fill out Partner Enablement documentation, or battlecards to educate AWS field teams Provide us with at least one customer win that we can highlight - you can share this in the Opportunity Registration Tool in the APN Portal Once you are Standard-level, make sure you have filled out your APN Directory Page with your company profile, customer references and product details. As Technology Partners grow, we recommend: Work with a Consulting Partner to deploy your solution on AWS Test Drive List your solutions on AWS Marketplace; Look to become an APN Competency Partners And consider offering your software in a free-trial or proof of concept Our technology partners find that it’s very valuable for them to promote themselves to their customers as utilizing AWS for their SaaS offerings or making their software available in a BYOL model for customers. All-in-One on AWS: Finally, we are seeing an increasing number of partners go “all-in” on AWS, meaning that they have declared that AWS is their strategic cloud platform and are committed to developing and supporting their software on AWS. It gives their customers confidence that they will fully support their software on AWS for the long-run. Several partners announced that they are all-in on AWS today - MicroStrategy, OnShape, Software AG, and TIBCO.
- Here are some of our partner benefits, with the ones listed in white that we provide to all APN partners, with the ones in blue reserved for partners as they grow their businesses on AWS and move up the tiers
- We have 8 Competencies available for partners and we plan to add at least 5 more this year. Our newest are: Digital Media & Healthcare. Digital Media Competency Partners have demonstrated success in helping Media and Entertainment companies by delivering solutions that assist in the creation, management, and distribution of digital content. Healthcare Competency Partners have demonstrated capabilities building solutions for healthcare payers and healthcare providers that store, process, transmit, analyze and secure patient information.
- AWS Marketplace’s year of birth was 2012. We publish. We lower cost. We speed deployment. And we eliminate the contracting and buying process or at least speed it up. We , AWS, contract with the software companies. We present you with one subscription agreement. And you cut out months of negotiation. We make finding easy. We present choice. And you deploy in minutes.
- We continue to see strong growth and adoption from our public sector customers. You’ll hear more from Teresa and our customers later this morning and throughout the conference on some of the amazing workloads and solutions being delivered through AWS.
- You might have questions about security in the cloud, but our biggest and most conservative customers have found that we’re able to meet their security requirements, and often we can provide a better security profile than what they can deliver internally. The AWS cloud infrastructure has been designed and managed in alignment with regulations, standards, and best-practices including HIPAA and ISO 27001. Also, for organizations with sensitive workloads, GovCloud is a community cloud limited to U.S. persons only. Recently we announced AWS CloudTrail, a service that records API calls made on your account and delivers log files to your Amazon S3 bucket. CloudTrail provides increased visibility into AWS user activity that occurs within an AWS account and allows you to track changes that were made to AWS resources. This allows enterprises to run comprehensive security analysis, but better manage their governance and compliance efforts.
- Enterprises use AWS for virtually running any workload. Some of the most prominent ones include dev./test, Big Data, Storage and backup, Disaster Recovery and Web and mobile apps. Let us look into some of these use cases.
- 900+ governmental agencies and 3000+ educational institutions worldwide use AWS. These range from CDC to City of Melbourne among others.
- Give multiple examples of how partners provide consulting services, implementation services, tools, hybrid solutions for enterprises, PaaS and SaaS solutions on AWS, security accreditation, enterprise tools, Point customers to partner exhibits