연사 : Stanley Chan | AWS Head of Technology Partners - APAC

1. Keynote: Going Global
Stanley Chan
Head of Technology Partners, APAC

2. Accommodation
Payments CommunicationTradingVisual Search
Healthcare
Teams
Commerce Education Transportation
D I S R U P T I O N A C R O S S I N D U S T R I E S

3. Building the Foundation
for the Future
Transitioning to the
Future of IT
Driving
Innovation
030201
$ 4 0 0 B
B Y 2 0 2 1 *
Investment in Partners
*Source: Markets and Markets Cloud Managed Service Market Report: Global Forecast to 2021.
T H E J O I N T O P P O R T U N I T Y

4. A S I A P A C I F I C C L O U D A P P L I C A T I O N S P E N D
APPLICATION SEGMENT 2016 $M 2020 $M CAGR ‘16-’20
Customer Relationship Management $1,571.96 $4,114.75 27.2%
Other Application Software $457.14 $820.04 15.7%
Enterprise Resource Planning $334.22 $610.77 16.3%
Web Conferencing, Teaming Platforms, and
Social Software Suites
$283.80 $456.16 12.6%
Office Suites $213.36 $348.39 13.0%
Supply Chain Management $191.10 $415.16 21.4%
Digital Content Creation $122.46 $258.03 20.5%
Enterprise Content Management $97.83 $221.15 22.6%
Project and Portfolio Management $65.53 $120.48 16.4%
Business Intelligence Applications $61.72 $182.93 31.2%
Total Revenue (USD) $3.4B $7.5B 22.1%
Gartner Forecast, Public Cloud Services Worldwide 2014-2020, 2Q 16 Update.
Direct
Sales
Channel
Self
Service

5. Development
& Test
New
Applications
Digital & CX
Analytics
Mobile
DC Migration
Mission
Critical Apps
All In
AWS Technology Partner Role
C U S T O M E R C L O U D J O U R N E Y

6. L A R G E S T N U M B E R O F S T A R T U P S

7. L A R G E S T N U M B E R O F E N T E R P R I S E S

8. T H O U S A N D S O F P U B L I C S E C T O R C L I E N T S

9. B R O A D E S T R A N G E O F T E C H N O L O G Y P A R T N E R S

10. P A R T N E R I N G F O R J O I N T S U C C E S S
 What business and technical challenges do you face?
 How do you acquire your customers today?
 How do you want to serve your customers better?
 What do you want your business model to look like?
 Where do you want to take your business?

11. P A R T N E R I N G W I T H A W S
of $ invested in enablement and
go-to-market resourcesBuild your software business globally
of leads as a result of demand
generation campaigns
of customer projects funded for
AWS partners
Market and expand your reach
Deliver and accelerate time to value
10s of
Millions
10s of
Thousands
Thousands

12. B U I L D : G L O B A L L Y I N S T A N T L Y
16 Regions – 44 Availability Zones – 98 Edge Locations AWS GovCloud (2) EU
London (2), Dublin (3)
US West Frankfurt (2)
Oregon (3)
Northern California (3) Asia Pacific
Singapore (2)
US East Sydney (2), Tokyo (3),
N. Virginia (5), Ohio (3) Seoul (2), Mumbai (2)
Canada China
Central (2) Beijing (2)
South America
São Paulo (3)
Announced Regions
Paris, Ningxia, Stockholm, Hong Kong, Bahrain

13. Certifications /
Attestations
C5 [Germany], Cyber Essentials Plus [UK], DoD SRG, FedRAMP, FIPS, IRAP [Australia],
ISO 27001, ISO 27017, ISO 27018, ISO 9001, MLPS Level 3 [China],
MTCS Tier 3 [Singapore], PCI DSS Level 1, SEC Rule 17a-4(f), SOC 1, SOC 2, SOC 3
Laws, Regulations,
and Privacy
DNB [Netherlands], DPA – 1998 [U.K.], EAR, EU Data Protection Directive,
EU Model Clauses, FERPA, Gramm-Leach-Bliley Act (GLBA), HIPAA, HITECH, IRS 1075, ITAR, My Number
Act [Japan], PDPA – 2010 [Malaysia], PDPA – 2012 [Singapore],
PIPEDA [Canada], Privacy Act [Australia], Privacy Act [New Zealand],
Spanish DPA Authorization, VPAT / Section 508
Alignments and
Frameworks
CIS, CJIS, CLIA, CMS Edge, CMSR, CSA, EU-US Privacy Shield, FISC [Japan], FISMA,
G-Cloud [U.K.], GxP (FDA CFR 21 Part 11), ICREA, IT Grundschutz [Germany], MITA 3.0, MPAA, NIST, PHR,
UK Cloud Security Principles, Uptime Institute Tiers
B U I L D : G L O B A L A S S U R A N C E O U T O F T H E B O X

14. B U I L D : R A P I D L Y A N D W I T H A G I L I T Y

15. Computer Vision APIs
Detect Online
Payment Fraud
Computer Vision For
Crowd Sourced Maps
Computer Vision For
Autonomous Driving
ML At Large Scale
Luxury Real Estate
Purchase Predictions
Recommendation Engine Forecast Customer Traffic
Predictive Analytics
On Sports Plays
Image Recognition Search
Zestimate
(using Apache Spark)
Insurance
B U I L D : A I A N D M A C H I N E L E A R N I N G

16. • Emails and landing pages
• Syndic ated c ontent
• Solution brief
• Banner ads
• Soc ial media
• C opy bloc k s
• C as e s tudy templates
M A R K E T : A P N M A R K E T I N G C E N T R A L

17. • Expos es k ey ar tifac ts about eac h
par tner
• Improved s earc h c apability &
des ign
• Impor tant to have c omplete
pr ofile in por tal
• The deeper their r elations hip, the
higher they plac e
M A R K E T : P A R T N E R S O L U T I O N S
F I N D E R

18. Government Migration DevOps Mobile Security Digital Media
Marketing &
Commerce
Big Data Storage Healthcare Life Sciences
SAP
Workloads
Oracle
Workloads
Financial
Services
IoT
Validated competency
solutions
Hundreds 64%
YoY
growth
Microsoft
Workloads
M A R K E T : C O M P E T E N C Y P R O G R A M

19. Utility
No long-term commitments.
License is included in the
metered offering based on
actual usage.
Hosted Solution
Bring Your Own Licenses
(BYOL)
Introduce cloud, reduce TCO
and improve time to
production
SaaS
Subscription licenses sold
direct or indirect
AWS provides the global
infrastructure to operate
and deploy
Test Trials
Trial Licenses and POCs to
speed up the sales cycle
& prove value of ISV
solution
AWS Partner Network for Technology Partners
Well-Architected
Framework
Quick Starts
POC Credits
SaaS Partner Program AWS Marketplace
Metering Service
D E L I V E R : D I F F E R E N T M O D E L S

20. Offers customers an easy way to deploy complex software and services on
top of AWS infrastructure using automation
 Single-button deployments
 Build once, consistently deploy
 “Gold Standard” reference architecture
 Modular and easily customizable
 Deploy in minutes vs weeks
 For Pilot or Production use
 Broad customer reach
“Using AWS SAP HANA Quick Start, we only
needed to push a few buttons to get a functioning
SAP HANA solution.”
Philip Miller, Director
D E L I V E R : A W S Q U I C K S T A R T S

21. •1 stepSign up, sign in
•2 stepsChoose region and key pair
•4 stepsCreate VPC
•4 stepsCreate Internet gateway
•24 stepsCreate 12 subnets
•24 stepsCreate 4 NACLs
•16 stepsCreate 4 NAT gateways
•27 stepsCreate 9 route tables
•2 stepsCreate routes
•Many more stepsAdd more stacks
Sign up, sign in
Choose region and key pair
Launch Quick Start
Manual Deployment Quick Start
D E L I V E R : Q U I C K S T A R T S R E D U C E
C O M P L E X I T Y

22. • E x p a n d g l o b a l r e a c h
• E n a b l e c u s t o m e r s
• S e l l p r e - c o n f i g u r e d , AW S - r e a d y
M a r k e t p l a c e s o l u t i o n s
• B r a n d R e c o g n i t i o n
• S h o wc a s e c u s t o m e r r a t i n g s
• Tr y - b e f o r e - y o u - b u y o p t i o n s
• E a s y t o i n s t a l l
D E L I V E R : A W S M A R K E T P L A C E

23. AWS platform provides improved levels of security,
availability and performance that will support massive
future growth. The new platform will enable us to
continuously deploy new features to our customers.
Tavisca Solutions has reduced the time required to bring
new travel agencies onboard its hosted services—to
three weeks from six months—using AWS.
“Friends don’t let friends build datacenters” - Charles Phillips, CEO
200% quarterly SaaS growth since 2014 launch, with 4700+ Infor
Cloud customers and >62 Million Users
I S V P A R T N E R S U C C E S S O N A W S

24. I S V P A R T N E R S U C C E S S I N K O R E A

25. Inside SalesTraining
Enterprise Support MarketplacePlatform BD
Solution Architects
Partner Marketing
Regional Business
Development
Partner Success
Manager
PR
Partner Development
Representative
C O M P R E H E N S I V E P A R T N E R C O V E R A G E

26. E X C I T I N G
A N N O U N C E M E N T !

27. A C C E L E R A T O R

28. T E C H S H I F T A C C E L E R A T O R P R O G R A M
What
• 12-week intensive program to work closely with AWS
• AWS will fund and lead cohorts of ISV partners to drive meaningful product and business
outcomes
Why
• Accelerate development and availability of cloud-native solutions
• Differentiate solution(s) with premium features and advanced services
• Broaden market reach and acquire more customers
Who
• Standard/Advanced Tier Technology Partner
When
• Accepting applications in November…stay tuned for more details!

29. K E Y T A K E A W A Y S F O R T O D A Y
Wherever you are in your Build, Market, and Deliver journey, AWS can help01
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Hear directly from our community on the success journey to cloud
Connect and meet with peers and potential partners
Take action today!

30. T H E R E ’ S N E V E R B E E N
A B E T T E R T I M E T O
P A R T N E R W I T H A W S