One of the key advantages of delivering solutions on the AWS cloud is that you can avoid procuring and delivering an infrastructure stack as part of your offer. This increasingly applies also to the Software you include in your architectures, as many vendors are now targeting cloud deployment models with innovative new licensing and delivery models, along with guidance for how you might integrate their packages into your solution. In this session, we’ll provide and overview of AWS technology partner ecosystem as well as the rapidly growing AWS Marketplace.

1. Partnering with ISVs and AWS Marketplace
Your competitive advantage in the cloud
Nigel Watson, Technology Partner Manager
Amazon Web Services

2. “Today, I’m going to buy some EC2 and S3”
- No one, ever
Picture: Dinner Menu/corporatemonkey/Commons

3. Picture: Dinner Menu/corporatemonkey/Commons
Enterprise
Applications
Virtual Desktop Sharing & Collaboration
Platform
Services
Analytics
Hadoop
Real-time
Streaming Data
Data
Warehouse
Data
Pipelines
App Services
Queuing &
Notifications
Workflow
App streaming
Transcoding
Email
Search
Deployment & Management
One-click web
app deployment
Dev/ops resource
management
Resource
Templates
Mobile Services
Identity
Sync
Mobile
Analytics
Push
Notifications
Administration
& Security
Identity
Management
Access
Control
Usage
Auditing
Key
Storage
Monitoring
And Logs
Foundation
Services
Compute
(VMs, Auto-scaling
and Load Balancing)
Storage
(Object, Block
and Archival)
CDN
Databases
(Relational, NoSQL,
Caching)
Networking
(VPC, DX, DNS)
Infrastructure Regions Availability Zones Points of Presence

4. AWS is a platform for adding value

5. APN Technology Partners

6. Why should I care?

7. Why should I care?
Time to value

8. Why should I care?
Time to value
Reduced risk

9. Why should I care?
Time to value
Reduced risk
Decreased technical debt

10. Why should I care?
Time to value
Reduced risk
Fit to requirements
Decreased technical debt

11. Why should I care?
Time to value
Reduced risk
Fit to requirements
Decreased technical debt
Economics and licensing

12. Why should I care?
Time to value
Reduced risk
Fit to requirements
Decreased technical debt
Economics and licensing
Choice

13. Picture: Growth/Adam Selwood/Creative Commons
Migrating Infrastructure

14. Planning
Customer Data Centre
Apps
Storage
Relational
Data/DW

15. Planning
What’s there?
What’s it going to cost?
Customer Data Centre
Apps
Storage
Relational
Data/DW

16. Planning
What’s there?
Discovery
What’s it going to cost?
Customer Data Centre
Apps
Storage
Relational
Data/DW

17. Planning
What’s there?
Discovery
What’s it going to cost?
TCO/Planning
Customer Data Centre
Apps
Storage
Relational
Data/DW

18. Migrating Data
Customer Data Centre
Apps
Storage
Relational
Data/DW

19. Migrating Data
Customer Data Centre
Apps
Storage
Relational
Data/DW
S3Glacier

20. Migrating Data
Customer Data Centre
Apps
Storage
Relational
Data/DW
S3Glacier

21. Migrating Data
Customer Data Centre
Apps
Storage
Relational
Data/DW
S3Glacier
Direct
Connect

22. Migrating Data
Customer Data Centre
Apps
Storage
Relational
Data/DW
S3Glacier
Backup/DR
Direct
Connect

23. Migrating Data
Customer Data Centre
Apps
Storage
Relational
Data/DW
S3Glacier
Backup/DR
Direct
Connect

24. Migrating Data
Customer Data Centre
Apps
Storage
Relational
Data/DW
S3Glacier
Backup/DR
Direct
Connect

25. Migrating Data
Customer Data Centre
Apps
Storage
Relational
Data/DW
S3Glacier
Backup/DR
Direct
Connect

26. Migrating Data
Customer Data Centre
Apps
Storage
Relational
Data/DW
S3Glacier
Direct
Connect
Backup/DR

27. Migrating Data
Customer Data Centre
Apps
Storage
Relational
Data/DW
S3GlacierRDS Redshift
Direct
Connect
Backup/DR

28. Migrating Data
Customer Data Centre
Apps
Storage
Relational
Data/DW
S3GlacierRDS RedshiftData Migration
Direct
Connect
Backup/DR

29. Migrating Data
Customer Data Centre
Apps
Storage
Relational
Data/DW
S3GlacierRDS RedshiftData Migration
Direct
Connect
Backup/DR

30. Customer Data Centre
Apps
Storage
Relational
Data/DW
S3GlacierRDS Redshift
Migrating Applications
Apps

31. Customer Data Centre
Apps
Storage
Relational
Data/DW
S3GlacierRDS Redshift
Migrating Applications
Apps
App Migration

32. Customer Data Centre
Apps
Storage
Relational
Data/DW
S3GlacierRDS Redshift
Migrating Applications
Apps
App Migration

33. Customer Data Centre
Apps
Storage
Relational
Data/DW
S3GlacierRDS Redshift
Migrating Applications
Apps
App Migration

34. Customer Data Centre
Apps
Storage
Relational
Data/DW
S3GlacierRDS Redshift
Migrating Applications
Apps
App Migration

35. Customer Data Centre
Apps
Storage
Relational
Data/DW
S3GlacierRDS Redshift
Migrating Applications
Apps

36. Customer Data Centre
Apps
Storage
Relational
Data/DW
S3GlacierRDS Redshift
Migrating Filesystems

37. Customer Data Centre
Apps
Storage
Relational
Data/DW
S3GlacierRDS Redshift
Migrating Filesystems
EBS

38. Customer Data Centre
Apps
Storage
Relational
Data/DW
S3GlacierRDS Redshift
Migrating Filesystems
EBS
Enterprise
Storage

39. Customer Data Centre
Apps
Storage
Relational
Data/DW
S3GlacierRDS Redshift
Migrating Filesystems
EBS
Enterprise
Storage

40. Customer Data Centre
Apps
Storage
Relational
Data/DW
S3GlacierRDS Redshift
Migrating Filesystems
EBS

41. Customer Data Centre
Apps
Storage
Relational
Data/DW
S3GlacierRDS Redshift
Migrating Filesystems
EBS
Co-lo facility

42. Customer Data Centre
Apps
Storage
Relational
Data/DW
S3GlacierRDS Redshift
Migrating Filesystems
EBS
Co-lo facility

43. Customer Data Centre
Apps
Storage
Relational
Data/DW
S3GlacierRDS Redshift
Migrating Filesystems
EBS
Co-lo facility
NetApp Private Storage

44. Customer Data Centre
Apps
Storage
Relational
Data/DW
S3GlacierRDS Redshift
Migrating Filesystems
EBS
NetApp Private Storage

45. Customer Data Centre
Apps
Storage
Relational
Data/DW
S3GlacierRDS Redshift
Migrating Filesystems
EBS
NetApp Private Storage

46. Customer Data Centre
Apps
Storage
Relational
Data/DW
S3GlacierRDS Redshift
Migrating Filesystems
EBS

47. Customer Data Centre
Apps
Storage
Relational
Data/DW
S3GlacierRDS Redshift
Migrating Filesystems
EBS
NetApp
Cloud
ONTAP

48. Customer Data Centre
Apps
Storage
Relational
Data/DW
S3GlacierRDS Redshift
Security
EBS
Cloud
ONTAP
Security

49. Customer Data Centre
Apps
Storage
Relational
Data/DW
S3GlacierRDS Redshift
Security
EBS
Cloud
ONTAP
Security

50. Customer Data Centre
Apps
Storage
Relational
Data/DW
S3GlacierRDS Redshift
Security
EBS
Cloud
ONTAP
Web
Farm
Security

51. Customer Data Centre
Apps
Storage
Relational
Data/DW
S3GlacierRDS Redshift
Security
EBS
Cloud
ONTAP
Web
Farm
Security

52. Customer Data Centre
Apps
Storage
Relational
Data/DW
S3GlacierRDS Redshift
Security
EBS
Cloud
ONTAP
Web
Farm

53. Customer Data Centre
Apps
Storage
Relational
Data/DW
S3GlacierRDS Redshift
Security
EBS
Cloud
ONTAP
WAF
Web
Farm

54. Customer Data Centre
Apps
Storage
Relational
Data/DW
S3GlacierRDS Redshift
Security
EBS
Cloud
ONTAP
WAF
IDS
Web
Farm

55. Customer Data Centre
Apps
Storage
Relational
Data/DW
S3GlacierRDS Redshift
Security
EBS
Cloud
ONTAP
WAF
IDS
Web
Farm

56. Customer Data Centre
Apps
Storage
Relational
Data/DW
S3GlacierRDS Redshift
Management
EBS
Cloud
ONTAP
WAF
IDS
Web
Farm

57. Customer Data Centre
Apps
Storage
Relational
Data/DW
S3GlacierRDS Redshift
Management
EBS
Cloud
ONTAP
WAF
IDS
Web
Farm
Management

58. Customer Data Centre
Apps
Storage
Relational
Data/DW
S3GlacierRDS Redshift
Management
EBS
Cloud
ONTAP
WAF
IDS
Web
Farm
Application Performance
Monitoring
Management

59. Customer Data Centre
Apps
Storage
Relational
Data/DW
S3GlacierRDS Redshift
Management
EBS
Cloud
ONTAP
WAF
IDS
Web
Farm
Application Performance
Monitoring
Log Analysis
Management

60. Customer Data Centre
Apps
Storage
Relational
Data/DW
S3GlacierRDS Redshift
Management
EBS
Cloud
ONTAP
WAF
IDS
Web
Farm
Application Performance
Monitoring
Log Analysis
Management
Cost Management

61. Customer Data Centre
Apps
Storage
Relational
Data/DW
S3GlacierRDS Redshift
Management
EBS
Cloud
ONTAP
WAF
IDS
Web
Farm
Application Performance
Monitoring
Log Analysis
Management
Cost Management

62. Customer Data Centre
Apps
Storage
Relational
Data/DW
S3GlacierRDS Redshift
Management
EBS
Cloud
ONTAP
WAF
IDS
Web
Farm
Application Performance
Monitoring
Log Analysis
Cost Management

63. Picture: Desktop-Build/Karin Dalziel/Creative Commons
Extending Applicatons

64. Customer Premises
Apps
Storage
Relational
Data/DW
Haloed workloads

65. Customer Premises
Apps
Storage
Relational
Data/DW
Haloed workloads

66. Customer Premises
Apps
Storage
Relational
Data/DW
Haloed workloads
S3RDSRedshift

67. Customer Premises
Apps
Storage
Relational
Data/DW
Haloed workloads
S3RDSRedshift

68. Customer Premises
Apps
Storage
Relational
Data/DW
Haloed workloads
S3RDSRedshift

69. Customer Premises
Apps
Storage
Relational
Data/DW
Haloed workloads
S3RDSRedshift

70. Customer Premises
Apps
Storage
Relational
Data/DW
Haloed workloads
S3RDSRedshift

71. Extending Workloads
ERP Data
MYOB Advanced ERP Platform
API

72. Extending Workloads
ERP Data
MYOB Advanced ERP Platform
API
AWS Data Platform
Redshift RDS EMR Kinesis

73. Extending Workloads
ERP Data
MYOB Advanced ERP Platform
APIAdd-ins
AWS Data Platform
Redshift RDS EMR Kinesis

74. Extending Workloads
ERP Data
MYOB Advanced ERP Platform
APIAdd-ins
AWS Data Platform
Redshift RDS EMR Kinesis
Analytics + Data Applications

75. Extending Workloads
ERP Data
MYOB Advanced ERP Platform
APIAdd-ins
AWS Data Platform
Redshift RDS EMR Kinesis
Analytics + Data Applications

76. Extending Workloads
ERP Data
MYOB Advanced ERP Platform
APIAdd-ins
AWS Data Platform
Redshift RDS EMR Kinesis
Analytics + Data Applications Connected Solutions
Web Mobile

77. Extending Workloads
ERP Data
MYOB Advanced ERP Platform
APIAdd-ins
AWS Data Platform
Redshift RDS EMR Kinesis
Analytics + Data Applications
Monitoring
Connected Solutions
Web Mobile

78. Extending Workloads
ERP Data
MYOB Advanced ERP Platform
APIAdd-ins
AWS Data Platform
Redshift RDS EMR Kinesis
Analytics + Data Applications
Monitoring
Connected Solutions
Web Mobile
CI/CD - DevOps

79. Picture: Push The Button/Wlodi/Creative Commons
Marketplace

80. Why cloud changes software procurement

81. Why cloud changes software procurement
Enterprises invest $310B
annually in software
Selecting, purchasing and
deploying is still slow and
manual

82. Why cloud changes software procurement
“35MM+ physical servers
globally today – only
15% in the cloud” *IDC
Cloud is shifting software from
perpetuity to subscription OR
consumption based
Enterprises invest $310B
annually in software
Selecting, purchasing and
deploying is still slow and
manual

83. Why cloud changes software procurement
“35MM+ physical servers
globally today – only
15% in the cloud” *IDC
Cloud is shifting software from
perpetuity to subscription OR
consumption based
Enterprises invest $310B
annually in software
Selecting, purchasing and
deploying is still slow and
manual
“…50% of workloads will
move to the cloud by
2018” *IDC
Companies either bring
licenses or buy “as needed
servers” or choose SaaS

84. AWS Marketplace
About Marketplace
• Launched in April 2012
• Publishes software
• Over 699 software partners
• More than 2,100 product listings
Benefits to customers
• Easy product discovery
• Simplifies buying for customers
• Reduces procurement
• Eliminate license management
• One AWS bill
• Consume hourly, monthly, annually

85. AWS Marketplace customers – Who is buying?

86. http://tinyurl.com/cloudONTAP

87. How do I build a transformational business with
AWS Marketplace?
• Use AWS Marketplace as primary sales and
delivery channel (ISV and Consulting Partners)
• Train your technical and field staff on AWS using
APN
• GTM best practices
– Comp your field to align with ours
– Build website assets, point to your listing
– Develop quarterly GTM plans
• List your full software suite - price annually
• Take advantage of PoC and GTM funding

88. Picture: Desktop-Build/Karin Dalziel/Creative CommonsPicture: 2010_1310 - Coins_5/Ben Hosking/Creative Commons
Technology Partners help you…
Close Deals More
quickly
Reduce Risk
Focus on solving
customer problems
Create value!!
Accelerate delivery