Procuring Cloud: Achieving Business Outcomes with AWS

P U B L I C S E C T O R
S U M M I T
Canberra, ACT

© 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
Procuring Cloud: Achieving
Business Outcomes with AWS
Avi Lewin
Business Development Capture Manager
AWS

S U M M I T
Agenda
1. What cloud is and how it differs
2. Common pitfalls
3. Key components for a successful cloud
procurement
4. Five tips for a successful cloud
procurement

S U M M I T

S U M M I T
Cloud computing is different
Using the cloud sometimes requires a
fundamental shift in thinking for technical
people – procuring it does, too.

S U M M I T
What is cloud computing?
The on-demand, “self-service” delivery of
IT resources with zero up-front costs, no
long-term contracts, and pay-as-you-go
pricing.

S U M M I T
What is government ICT procurement like?
The lengthy, arms-length acquisition of IT
resources with total up-front payment,
long-term contracts, and contract
variations as requirements inevitably
change.

S U M M I T
Using the AWS Cloud means...

S U M M I T
It is critical to get this right
If the procurement is not approached
correctly, the benefits of using the cloud
will be negated completely.

S U M M I T
Who is responsible for what?
+
• Cloud XaaS
• Professional Services
• Training
• Support
• Marketplace
• Requirements Analysis
• Strategy and Roadmap
• Solution Design and
Architecture
• Application
Development/Support
• Tech Review and Audit
• Implementation/Migration
• Governance
• Security
• Billing and Account
Management
• Program Management
• Service Desk
Cloud Service Providers
Resellers, System
Integrators, Managed
Services
Public Sector
Customers

S U M M I T
Shared responsibility
DatabaseStorageCompute Networking
Edge
Locations
Regions
Avail. Zones
AWS Global
Infrastructure
Customers are
responsible for
security in the cloud
AWS is responsible for
security of the cloud
Customer Data
Platform, Applications,
Identity and Access Management
Operating System, Network, and
Firewall Configuration
Client-side Data
Encryption and Data
Integrity
Authentication
Server-side
Encryption (File
System and/or Data)
Network Traffic
Protection (Encryption/
Integrity/Identity)

S U M M I T
The delivery model is different
Self-service means pull instead of push.
Here are some real-world examples of
what not to do in a procurement.

S U M M I T
Apportioning responsibility
“The customer appoints the supplier to
provide [the deliverables | acceptance
testing | change management | return or
destruction of material | transition in /
out].”

S U M M I T
Reporting requirements
“The supplier will send the customer
[monthly itemised reports via e-mail
detailing all usage | a weekly report
detailing underutilised resources] within
the service.”

S U M M I T
Access and audit rights
“The supplier must give the customer
reasonable access during business hours to
the supplier’s premises where the
deliverables are being performed or
produced.”

S U M M I T
The two key components
1. Approach to market
2. Select a contract type

S U M M I T
Approach to market
1. Sole source
2. Market test (agency processes)
3. Use a panel; CSP via DTA

S U M M I T
Contract types
Direct – CA, EA via DTA
Indirect – MSP, SI, Reseller
Procurement panels

S U M M I T
Direct
With Direct, your organisation will
have a Customer Agreement or an
Enterprise Agreement with AWS (via DTA).

S U M M I T
Indirect
With Indirect, your organisation will
have an agreement with a Managed
Service Provider, Systems Integrator,
or ISV. Resellers pass on terms and
conditions to you.

S U M M I T
Procurement panels
With a panel arrangement, your
organisation will procure AWS under
terms that have been pre-negotiated
with government at a state or
federal level.

S U M M I T
What do you have to comply with?
Understanding all of your own legislative
and compliance requirements is a must.

S U M M I T
Clearly define the intended outcome
Start with a business driver and initiative.
What is the intended outcome for the
business?

S U M M I T
Involve governance teams ASAP
Your procurement, legal, and security
teams should be engaged early and often
to understand their mandatory
requirements.

S U M M I T
Know your intended vehicle/contract
Make sure you understand all aspects of
the vehicle/contract you are using and
how it matches to the intended outcome.

S U M M I T
Focus requirements on capabilities
Requirements should be written that
enable your organisation to achieve the
intended outcome. Approaching
requirements in a prescriptive fashion will
not work.

S U M M I T
Correctly apportion responsibility
Your cloud provider is unlikely to accept
terms (such as liabilities and indemnities)
that should be apportioned to more
appropriate parties in the cloud.

S U M M I T
Where to from here?
• Work through these tips
• White paper – “10 Considerations for a
Cloud Procurement”
• Send governance teams on AWS
Technical Essentials

S U M M I T
Questions?
Come and find me after this session

Procuring Cloud: Achieving Business Outcomes with AWS

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