Tips & trick of how partners be successful in leverage APN program resources…… Many successful partners have developed specialized skills in areas such as mobile applications, DevOps automation, data engineering, and Hadoop knowledge for real-time analytics or machine learning; creating differentiated services on AWS. The best way to build a practice is to create a niche where you excel in driving value for your customers. The session also highlighted the following programs to support partners for doing business, such as AWS Competency program, Partner Performance Tier Benefits, Partner Opportunity Acceleration Program, Migration Acceleration Program (MAP), Partner Migration Program (PMP), and the Solution Provider Program, etc. Speaker: Sunny Wong, Partner Development Manager, AWS

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Sunny Wong, Partner Development Manager
April 26, 2018
Your Journey with AWS &
APN Resources to Help You

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Why I am here?

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Types of APN Partners

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How AWS do things….. Leadership Principles
1. Customer Obsession
2. Ownership
3. Invent and Simplify
4. Are Right, A Lot
5. Learn and Be Curious
6. Hire and Develop the Best
7. Insist on the Highest Standards
8. Think Big
9. Bias for Action
10. Frugality
11. Earn Trust
12. Dive Deep
13. Have Backbone; Disagree and Commit
14. Deliver Results

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Creating Differentiated Services on AWS?
Create Your Own Reference
Architectures
Create Solutions That Expedite
Time-to-Value
Minimal
Viable Cloud
Windows
Migration
Data
Lakes
AI/
Machine
Learning
Build Solutions for Vertical Workloads
FinanceHealthcare Law
Create Recurring Managed Services
Monitoring Penetration TestingBilling
Develop Specialized
Skills
Mobile DevOps
Automation
Data Engineering
Advanced Hadoop
for Real-Time
Analytics

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AWS Competency Program
Customer References, Proven Capabilities: https://aws.amazon.com/partners/competencies/
Solution Workload Industry
Big Data Storage
Mobile Security
DevOps IoT
Migration Networking
Microsoft
SAP Oracle
Government
Life
Sciences
FinServ Healthcare
Education
Digital
Media
Marketing
and Commerce
Machine Learning

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Characters of Successful Partners
Defined Capabilities
Competencies
(Specific Workloads, MSP)
Trained and Certified
Technical Resources
AWS
Strong Customer Obsession
Customer
Engage With Our Professional
Services Team
Customer References
Reference
Communicate Early and
Often With AWS

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Partner Performance Tier Benefits
Registered Standard Advanced Premier
APN Partner Portal for Partner-only content and enablement    
Access to APN webcast for technical and program videos    
Online Business and Technical Training and Accreditations    
20% Discount on AWS Instructor-Led Training    
AWS Solutions Training for Partners    
Use of APN Logo   
Company Profile in the Partner Solutions Finder   Featured
Access to self-service and agency marketing platform: APN Marketing Central   
Eligible for free AWS usage via the Innovation Sandbox   +
Eligible for free AWS usage for qualified proof-of-concepts   +
Eligible for AWS Instructor-Led Training Vouchers   +
Eligible for the AWS Channel Reseller Program   
Eligible for the AWS Service Delivery Program   
$3500 in AWS Usage Credits   

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Partner Performance Tier Requirements
Standard Advanced Premier
APN program fee $2,500/year $2,500/year $2,500/year
Customer references on AWS 2 6 10 within the past 12 months
AWS Technical Professional Accreditations or Instructor-Led Training 2 8 20
AWS Business Professional Accreditations 2 8 20
AWS TCO and Cloud Economics Accreditations 2 8 20
AWS Certifications – Associate Level 2 4 8
AWS Certifications – Professional Level 2 8
Minimum Direct and Influenced AWS Billings (3 month average) $1K $50K Must achieve minimum AWS
billing requirements per region
AWS support level Developer+ Business+ Business+
Advanced level for 12+ months 
APN Competency 1
Audited Managed Service Provider or DevOps Consulting Competency 
AWS Partner Practice Plan 

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APN Program Resources
©.10
APN Program Guide
Benefits and
Requirements
Training and
Certification
APN Portal
Marketing
APN Partner
Programs
I
Monthly Partner-Facing
Webinars
APN Personnel Resources
APN Blog, Newsletter,
Twitter
https://partnercentral.awspartner.com

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APN Marketing Central
• Prebuilt self-service marketing campaigns (All Partners)
• Integrated marketing campaigns (Advanced/Premier only)

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APN How-To Guides and AWS Events
AWS How-To
Guides
AWS Events Sponsorship
Opportunities
AWS Global Summits: one-day events AWS Field Programs
Free half-day events
AWS re-Invent: four-day events
500-6,000
50-500
+40,000
Building Your
Business With AWS
APN Partner
Development Plan

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AWS Funding Programs
Migration Programs POC Funding

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• Designed for partners with a services value-
add (in addition to resell).
• Fully manage a customer’s AWS experience
• Gives partners the ability to sublicense AWS
Services to end customers
Solution Provider Program
14

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Resell: AWS Solution Provider Partner Program
© 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved.15
Model 1 Model 2
Service
Agreement
s
• Customer
accepts
AWS
Service
Agreement
• Solution
Provider
accepts AWS
Service
Agreement
Discount
Structure
A Path to 12% discount
Partner
Profile
Consulting Partner at an APN
Standard tier or above
• System Integrators
• Migration Partners
• Public Sector Contract Holder
• Managed Service Providers
• GSI
• Existing Channel Reseller
Partners

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AWS Certification
© 2017, Amazon Web Services, Inc. or its Affiliates. All rights reserved.
16
https://youtu.be/WqUQNp1hAH8

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Recommended Partner Actions
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Partner with Your PDM to develop a business plan
around your initial services
Create 6, 12, and 18 month milestones for:
Solution breadth and depth
Staff training and development
Revenue
Structure of you new cloud-based business
Will you incorporate as separate entity?
Will you integrate into your existing P/L?
Develop Tools for Customer Acquisition:
Pre-Sales Assessment Tools: TCO Analysis,
Security Assessment, Cloud Readiness
Assessment
Work with your AWS PDM and PMM to develop:
Integrated Marketing Campaigns
Public Customer References
Post-Delivery Win Summaries
Use Case Library
Promote your wins internally to AWS with AWS
WinWire announcements
Promote Technical Certifications & Competencies
Host Customer Events
AWS, Third Party, Your Own
Develop Your Business Plan Go-to-Market Planning

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Your Journey with AWS as an APN Partner
Go-to-Market
with AWS*
6
Join APN Partner Programs
that Meet Specific Business Needs
5
Move Up Partner Tiers
and Unlock Benefits
4Get AWS Trained and
Certified
3
Build a
Business Plan 2
Join the AWS Partner Network (APN)1
*APN Partner qualification requirements must be met to
be eligible for some programs.

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Good Luck

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Resources Links
© 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved.20
Resource Name Resource Link
APN Consulting Partner Tier benefits and requirements https://aws.amazon.com/partners/consulting/
APN General Program Resources https://aws.amazon.com/partners
AWS Solutions Training for Partners https://aws.amazon.com/partners/training/
Partner Development Plan for AWS Consulting Partners http://bit.ly/AWS_Consult_Partner_Dev_Plan
Monthly partner-facing webinars https://aws.amazon.com/webinars/partner-webinar-series
APN Blog https://aws.amazon.com/blogs/apn/
APN Marketing Central http://bit.ly/APN_Marketing
APN How-To Guides https://www.apn-portal.com/apex/HowToGuides
AWS Global Summits http://bit.ly/AWS_Global_Summits
AWS re:Invent https://reinvent.awsevents.com/
AWS Sponsorship Opportunities http://bit.ly/AWS_GS_Program
AWS Partner Reseller Program https://aws.amazon.com/partners/channel-reseller/

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Resources Links
© 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved.21
Resource Name Resource Link
AWS Cloud Transformation Maturity Model http://bit.ly/transformation_maturity_model
AWS Service Delivery Program https://aws.amazon.com/partners/service-delivery/
AWS Support Plans https://aws.amazon.com/premiumsupport/compare-plans/
AWS Customer References https://aws.amazon.com/solutions/case-studies/
AWS Managed Service Provider (MSP) Program https://aws.amazon.com/partners/managed-service/
AWS SaaS Accelerate Program http://go.awspartner.com/saas-connect-interest
AWS Public Sector Partner Program https://aws.amazon.com/partners/public-sector/
AWS Quickstarts/Getting Started https://aws.amazon.com/getting-started/
AWS Activate for Startups https://aws.amazon.com/activate/

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Resources – AWS Competency Program
© 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved.22
Name Link
Internet of Things https://aws.amazon.com/iot/partner-solutions/
Big Data https://aws.amazon.com/partners/competencies/big-data/
DevOps https://aws.amazon.com/solutions/partners/dev-ops/
Migration https://aws.amazon.com/migration/partner-solutions/
Security https://aws.amazon.com/security/partner-solutions/
Mobile https://aws.amazon.com/mobile/partner-solutions/
Storage https://aws.amazon.com/backup-recovery/partner-solutions/
Government https://aws.amazon.com/government-education/partner-solutions/
Life Sciences https://aws.amazon.com/partners/competencies/life-sciences/
Marketing and Commerce https://aws.amazon.com/digital-marketing/partner-solutions/
Financial Services https://aws.amazon.com/financial-services/partner-solutions/
Healthcare https://aws.amazon.com/partners/competencies/healthcare/
Digital Media https://aws.amazon.com/partners/competencies/digital-media/
SAP https://aws.amazon.com/partners/competencies/sap/
Microsoft Workloads https://aws.amazon.com/partners/competencies/microsoft/
Oracle https://aws.amazon.com/partners/competencies/oracle/

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Resources
Resource Name Resource Link Referenced Slide
APN consulting partner benefits and requirements https://aws.amazon.com/partners/consulting/
APN https://aws.amazon.com/partners APN Program Resources
Partner development plan for AWS Technology
Partners
http://bit.ly/AWS_Tech_Partner_Dev_Plan APN Program Resources
Partner development plan for AWS Consulting
Partners
http://bit.ly/AWS_Consult_Partner_Dev_Plan APN Program Resources
Monthly partner-facing webinars https://aws.amazon.com/webinars/partner-webinar-
series
APN Program Resources
APN Blog https://aws.amazon.com/blogs/apn/ APN Program Resources
Marketing Central http://bit.ly/APN_Marketing APN Marketing Central
APN How-To Guides https://www.apn-portal.com/apex/HowToGuides APN How-To Guides and AWS Events
AWS Global Summits http://bit.ly/AWS_Global_Summits APN How-To Guides and AWS Events
AWS re:Invent https://reinvent.awsevents.com/ APN How-To Guides and AWS Events
AWS Sponsorship Opportunities http://bit.ly/AWS_GS_Program Partner Performance Tier Benefits
Partner Reseller Program https://aws.amazon.com/partners/channel-reseller/ AWS Channel Reseller Program
Why I Got AWS Certified video https://youtu.be/WqUQNp1hAH8 Partner Training and Certification

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Partner Training – Digital Learning Platform
24
Workshops and Bootcamps Videos, Labs, and Classes
Specialty Courses for APN Partners With Business and Technical Tracks
Accreditations Business Track Technical Track
AWS Business Professional
AWS TCO and Cloud Economics
AWS Foundations
Big Data and Analytics on AWS
Windows on AWS
Migration to AWS
SAP on AWS
Amazon Connect
Introduction to Cloud Adoption
Framework
AWS Technical Professional
AWS TCO and Cloud
Economics
Well-Architected Framework
Windows on AWS
Migration to AWS
SAP on AWS
Amazon Connect
Professional Services BootCamp
https://www.aws.training/
https://partnercentral.awspartner.com
AWS Digital Learning Platform