It goes without saying that we value each and every partner that we work with here at Amazon Web Services. For that reason, we want to share with you how to become a registered partner on the AWS Partner Network (APN). The APN is a network of thousands of APN Partners globally who are dedicated to taking cloud computing to the next level. The goal of the APN is to enable APN Partners to successfully build their business on AWS, by providing valuable technical, business, marketing, and go-to-market (GTM) support. And we want to walk you through how to get there! We strive to provide APN Partners with the tools and support that they need to successfully work with AWS. Learn how to partner with AWS and take your business to the next level! In this presentation you will learn: 1. How to Partner with AWS and be successful 2. Re: cap from re: Invent (new announcements across segment) 3. Learn about AWS Partner Wins 4. How to sign up to become an AWS partner

1. Dan Kasun
Sr. Manager, WW Public Sector Partners
Amazon Web Services

2. Agenda
• What is Amazon Web Services?
• What is the Amazon Partner Network?
• What is the opportunity in Public Sector?
• How do I get started?
• Where can I get more information?

3. Agenda
• What is Amazon Web Services?
• What is the Amazon Partner Network?
• What is the opportunity in Public Sector?
• How do I get started?
• Where can I get more information?

4. What is Cloud Computing?
The on-demand delivery of IT resources via the Internet
with pay-as-you-go pricing.

5. AWS Global Infrastructure
Region
Edge Location
11 Regions
29 Availability Zones
53 Edge Locations

6. AWS Provides Broad and Deep Services to Support Any Cloud Workload
AWS Global Infrastructure

7. AWS Provides Broad and Deep Services to Support Any Cloud Workload
AWS Global Infrastructure
Networking

8. AWS Provides Broad and Deep Services to Support Any Cloud Workload
AWS Global Infrastructure
Networking
DatabaseStorageCompute

9. AWS Provides Broad and Deep Services to Support Any Cloud Workload
AWS Global Infrastructure
Application Services
Networking
DatabaseStorageCompute

10. AWS Provides Broad and Deep Services to Support Any Cloud Workload
AWS Global Infrastructure
Application Services
Networking
Deployment & Administration
DatabaseStorageCompute

11. 11
Platform
Services
Databases
Caching
Relational
NoSQL
Analytics
Hadoop
Real-Time
Data
Workflows
Data
Warehouses
App Services
Queuing
Orchestration
App Streaming
Transcoding
Email
Search
Deployment and Management
Containers
DevOps Tools
Resource Templates
Usage Tracking
Monitoring and Logs
Mobile Services
Identity
Sync
Mobile Analytics
Notifications
Foundation
Services
Compute
(VMs,,Auto Scaling
and Load Balancing))
Storage
(Object, Block
and Archive))
Security and
Access Control
Networking
Infrastructure Regions Content Delivery Networks and Points of PresenceAvailability Zones
Enterprise
Applications
Virtual Desktops Sharing and Collaboration

12. Lower Up-Front Costs and Save More as Your Usage Grows
12
1 2 3 4
Replace up-front
capital expense with
low variable cost
Economies of scale
allow us to continually
lower costs
Pricing-model choice
supports variable and
stable workloads
Save more money
as you expand
Average of 400 servers
replaced per customer
49 price reductions
since 2006
Purchasing options: Increase savings through:
• On-demand
• Reserved
• Spot
• Tiered pricing
• Volume discounts
• Custom pricing
Source: IDC Whitepaper, sponsored by Amazon,
“The Business Value of Amazon Web Services
Accelerates Over Time.”
July 2012

13. Increased Agility
13
Increased agility has become the #1
reason organizations use the AWS cloud.

14. With AWS, Security Is a Shared Responsibility
14
Customers concentrate on systems and apps while AWS manages infrastructure.
• Facilities
• Physical security
• Compute infrastructure
• Storage infrastructure
• Network infrastructure
• Virtualization layer (EC2)
• Hardened service endpoints
• Rich IAM capabilities
Security expertise is a scarce resource; AWS oversees the big picture, letting your security team
focus on a subset of overall security needs.

15. With AWS, Security Is a Shared Responsibility
15
Customers concentrate on systems and apps while AWS manages infrastructure.
+
• Facilities
• Physical security
• Compute infrastructure
• Storage infrastructure
• Network infrastructure
• Virtualization layer (EC2)
• Hardened service endpoints
• Rich IAM capabilities
• Network configuration
• Security groups
• OS firewalls
• Operating systems
• Application security
• Proper service configuration
• AuthN and account management
• Authorization policies
Security expertise is a scarce resource; AWS oversees the big picture, letting your security team
focus on a subset of overall security needs.

16. With AWS, Security Is a Shared Responsibility
16
Customers concentrate on systems and apps while AWS manages infrastructure.
+ =
• Facilities
• Physical security
• Compute infrastructure
• Storage infrastructure
• Network infrastructure
• Virtualization layer (EC2)
• Hardened service endpoints
• Rich IAM capabilities
• Network configuration
• Security groups
• OS firewalls
• Operating systems
• Application security
• Proper service configuration
• AuthN and account management
• Authorization policies
More secure and
compliant systems
than any single entity
could achieve on its
own
Security expertise is a scarce resource; AWS oversees the big picture, letting your security team
focus on a subset of overall security needs.

17. Architected for Enterprise Security Requirements
Certifications and accreditations for
workloads that matter
AWS CloudTrail - AWS API call logging
for governance & compliance
Stores data in
Amazon S3, or
archive to Amazon
Glacier
Log and review
user activity

18. Agenda
• What is Amazon Web Services?
• What is the Amazon Partner Network?
• What is the opportunity in Public Sector?
• How do I get started?
• Where can I get more information?

19. What is an AWS Partner?
Partners…
• Provide solutions and services on
AWS for business customers
• Seek AWS business and technical
training
• Want to promote themselves as an
AWS Partner

20. Technology Partners Consulting Partners
Provide:
• Software
• Databases
• OS and tooling solutions
Provide:
• Professional services
• AWS integration, migration,
managed services

21. Available to All:
• APN Portal Access
• Free Online Business & Technical
Training
• Discounted Instructor-Led Training
• Live & Pre-Recorded Webinars
• Go-to-Market Resources
Partner Benefits

22. 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
AWS ProServe Engagement
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

23. Technology Partners Consulting Partners
Advanced
Standard
Registered
Premier
Advanced
Standard
Registered
Partner Tiers

24. Managed Service
Partner Program
Channel Reseller
Program
APN Competency
Program
SaaS Partner
Program
Government
Partner Program
Direct Connect
Program
Partner Programs

25. AWS Government Partner Program
What is it?
• Recognition and enablement of partners
who have experience and credibility
working with government customers via
marketing and business engagement
initiatives and tools.
Who Should Apply?
• Consulting andTechnology Partners at
the Standard Tier and higher who work
with government customers.
• Partners who are delivering business on
2+ government contracts with multiple
references.
Why ShouldYou Apply?
Access to AWS Government collateral
Spotlight listing on AWS Public Sector Contract Center
Presales support from AWS WWPS Federal and SLG
Teams.
Resellers interested in government resale should see
the Public Sector Reseller Program
Contact: wwps-partner-engage@amazon.com

26. AWS Test Drive
AWS Syndicated Marketing
AWS Marketplace
Go-to-Market Programs

27. Agenda
• What is Amazon Web Services?
• What is the Amazon Partner Network?
• What is the opportunity in Public Sector?
• How do I get started?
• Where can I get more information?

28. A Wave of Opportunity for Cloud

29. State & Local Government Opportunity
• 50 states
• 3,200+ counties
• 19,000+ cities
•
• ~$70B annual IT spend
Source: Market Insight: State and Local Government I, Market Primer, United States, 2015,
Published: 23 February 2015

30. Customers are faced with:
• Aging infrastructure and
applications
• Tight budgets
• Demand for better Citizen and
Student Services
• IT security concerns
• Data explosion
• Internet of Things
The Public Sector Opportunity for Partners
Partners provide solutions:
• Cloud refresh programs like
City of Peterborough, US FAA
and Singapore IDA
• Cost saving IaaS and SaaS
• Digital services like GSA 18F,
Canadian Gov’t, and Internet 2
• Cloud security architecture and
managed services
• Big data & IoT solutions

31. Government Use Cases on AWS
• Development and testing
• Enterprise applications
• Big data and high-performance
computing (HPC)
• Storage, backup, and archiving
• Disaster recovery
• Web, mobile, and social apps
• Virtual desktops
• Data center migrations
31

32. Tip: Turning Security and Compliance into Opportunity
• Data Sovereignty
• Understand the
specific issues
• Use AWS Security
Center and blogs
• Change conversation
to data security
• Earn AWS Security
Competency
• Design and deliver
managed security
solutions
• FedRAMP
• Government-wide
program that provides
a standardized
approach to security
assessment,
authorization, and
continuous monitoring
for cloud
• AWS resources and
assistance
• Recent ATOs from
Adobe, Appian, ESRI
• Criminal Justice
Information
Services
• Reflects the shared
responsibility for lawful
use and appropriate
protection of Criminal
Justice Information
• CJIS Workbooks &
Workshops
• AWS IJIS Partnership
• Surge in customer law
enforcement RFPs (i.e.,
body cameras)

33. AWS is Architected for Government Security Requirements
Certifications and accreditations for
workloads that matter – Compliant Solutions
AWS CloudTrail and AWS Config –
Call logging and configuration
management for governance and
compliance
33
• Log, review, alarm
on all user actions
• Browse-and-query
database of current
and previous state
of cloud resources
MTCS

34. GovCloud – An AWS region
An isolated AWS region in Oregon with:
• Data, network & machine isolation from other AWS regions
• Separate IAM credential database & authentication stack
• Managed by AWS with US Persons on US Soil
 US Persons = US Citizens & Green Card Holders

35. GovCloud – Lots of compliance controls
Addresses regulatory and compliance requirements:
• First region to mandate VPC
• FIPS 140-2 encryption for AWS service API endpoints
• Certifications & Accreditations
 FedRAMP Agency ATO (IAM, EC2, EBS, VPC, S3)
 ITAR compliant
 DoD CSM Levels 1-5 pATO (IAM, EC2, EBS, VPC, S3)

36. AWS in the Public Sector
4,500+
educational
institutions
1,700+
government
agencies
17,000+
nonprofit
organizations
36

37. Government Agencies and Educational Institutions Use
AWS Worldwide
37

38. Gartner Magic Quadrant for Cloud Infrastructure as a Service, Worldwide
Gartner “Magic Quadrant for Cloud Infrastructure as a Service, Worldwide,” Lydia Leong, Douglas Toombs, Bob Gill, May 18, 2015. This Magic Quadrant graphic was published by Gartner, Inc. as part of a larger
research note and should be evaluated in the context of the entire report. The Gartner report is available at http://aws.amazon.com/resources/analyst-reports/. Gartner does not endorse any vendor, product or
service depicted in its research publications, and does not advise technology users to select only those vendors with the highest ratings or other designation. Gartner research publications consist of the opinions of
Gartner's research organization and should not be construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or
fitness for a particular purpose.

39. Agenda
• What is Amazon Web Services?
• What is the Amazon Partner Network?
• What is the opportunity in Public Sector?
• How do I get started?
• Where can I get more information?

40. 5 Steps to Building an AWS Business

41. 5 Steps to Building an AWS Business
1
Get started
•wwps-partner-
engage@amazon.com
•Join the APN
•Start using AWS

42. 5 Steps to Building an AWS Business
1
Get started
•wwps-partner-
engage@amazon.com
•Join the APN
•Start using AWS
2
Get skilled
•Attend a AWS Partner training
Session
•Complete APN Hands-on-Labs
•Attend formal training
•Get certified

43. 5 Steps to Building an AWS Business
1
2
Get skilled
•Attend a AWS Partner training
Session
•Complete APN Hands-on-Labs
•Attend formal training
•Get certified 3
Establish your
business
•Read “How to Build Your
Business on AWS”
•Learn how AWS Licenses
Cloud Services
•Determine your focus areas
and services
•Build your team
Get started
•wwps-partner-
engage@amazon.com
•Join the APN
•Start using AWS

44. 5 Steps to Building an AWS Business
1
2
Get skilled
•Attend a AWS Partner training
Session
•Complete APN Hands-on-Labs
•Attend formal training
•Get certified 3
Establish your
business
•Read “How to Build Your
Business on AWS”
•Learn how AWS Licenses
Cloud Services
•Determine your focus areas
and services
•Build your team
4
Differentiate
•Earn competencies
•Upgrade APN Tier
•Apply for Government Partner
Program
•Dive into Cloud Security topics
•Explore AWS GovCloud
•Understand government
contracting and procurement
options
•Consider Reselling AWS
Services
Get started
•wwps-partner-
engage@amazon.com
•Join the APN
•Start using AWS

45. 5 Steps to Building an AWS Business
1
2
Get skilled
•Attend a AWS Partner training
Session
•Complete APN Hands-on-Labs
•Attend formal training
•Get certified 3
Establish your
business
•Read “How to Build Your
Business on AWS”
•Learn how AWS Licenses
Cloud Services
•Determine your focus areas
and services
•Build your team
4
Differentiate
•Earn competencies
•Upgrade APN Tier
•Apply for Government Partner
Program
•Dive into Cloud Security topics
•Explore AWS GovCloud
•Understand government
contracting and procurement
options
•Consider Reselling AWS
Services
5
Go to Market
• Leverage AWS Events
(WWPS Symposium,
WW Summits, re:Invent)
• Use APN marketing tools
(AWS Grid, Syndicated
Marketing, Joint
Webinars)
• Notify AWS of your
government contracts
• Get engaged with AWS
Public Sector Sales
Teams
Get started
•wwps-partner-
engage@amazon.com
•Join the APN
•Start using AWS

46. Expand Skills with AWS
• Online Videos and Labs • Instructor-Led Courses • Certification
Start working with an AWS
service in minutes with free
online instructional videos
and labs
aws.amazon.com/training/
self-paced-labs
Learn how to design, deploy,
and operate highly available,
cost-effective, and secure
applications on AWS
aws.amazon.com/training
Validate your proven technical
expertise with the AWS platform
and gain recognition for
your skills
aws.amazon.com/certification

47. Agenda
• What is Amazon Web Services?
• What is the Amazon Partner Network?
• What is the opportunity in Public Sector?
• How do I get started?
• Where can I get more information?

48. Tools and Resources
AWS Economics Center
http://aws.amazon.com/
economics
TCO Whitepapers
Calculator tools
Links to case studies
TCO Calculator
http://aws.amazon.com/
tco-calculator
Quickly estimate TCO
for an opportunity
Recent Whitepaper
How to Build Your Business
on AWS
APN Portal
http://www.apn-portal.com
This will become a key
place for partner content
and enablement materials!!

49. APN Portal
http://www.apn-portal.com

50. Public Sector Solutions/Engagement Resources
• AWS Architecture and Security Recommendations for
FedRAMP Compliance:
• https://d0.awsstatic.com/whitepapers/compliance/aws
-architecture-and-security-recommendations-for-
fedramp-compliance.pdf
• FERPA Compliance on AWS:
• https://d0.awsstatic.com/whitepapers/AWS_FERPA_
Whitepaper.pdf
• 10 Considerations for a Cloud Procurement:
• https://d0.awsstatic.com/whitepapers/10-
considerations-for-a-cloud-procurement.pdf
• Government Contract Center
• https://aws.amazon.com/contract-center/
• Government Partner Program
• https://aws.amazon.com/partners/government/
• CJIS Compliance Workbook

51. Connect to AWS Public Sector Sales Teams
Introducing WWPS Partner Engage
• Have you lost track of who your AWS Sales counterpart is?
• Are you in a new public sector sales territory and want to
know who to connect with at AWS to discuss customer
needs?
• Want to get information on customer procurements?
Enroll yourself by sending an email to:
• WWPS-Partner-Engage@amazon.com
• Identify the region of the world and customer territory you
cover and we’ll send email introductions and periodic
updates to you
• Include a description of your AWS cloud competencies if
you’d like to receive information on customer procurements

52. Summary
• The time for the cloud is NOW
• AWS provides a superb platform for any cloud workload
• The cloud opportunity for partners in the public sector is
immense, and the time is right to engage.
• AWS WWPS has resources and people who want to help you
succeed in public sector engagement.
(wwps-partner-engage@amazon.com)