Singapore

Leveraging AWS Partner Network

Resources

Dorothy Copeland

Head of AWS Global Partner Programs

PartnerNetwork

Agenda - Leveraging AWS Partner Network

Resources 1. APN and AWS Global Partner

Programs

2. Best Practices in the AWS

Partner Ecosystem

3. 2015 New and Key Partner

Resources

4. How do I Get Started and do

more with AWS?

PartnerNetwork

AWS Global Partner Programs

Trends in the AWS Partner Ecosystem

Partners are:• AWS Partners nearly doubled

• Growing their AWS offerings quickly

• Offering Packaged Services & Solutions

Enterprises are:• Asking for Managed Services for AWS

• Increasingly Deploying SaaS Software

• Using AWS Marketplace software for production

Provide:

• Software

• Databases

• OS and tooling solutions

Provide:

• Professional services

• AWS integration, migration,

managed services

Technology Partners Consulting Partners

Premier

Advanced

Standard

Registered

Delivery Model ExpertiseExperiencePartner Type

Your Roadmap: AWS Global Partner Programs

Channel Programs

MSP Program

SaaS Program

Competency

Program

Government

Program

Test Drive

AWS Marketplace

Consulting

TechnologyGTM Resources

Go-To-Market

PartnerNetwork

APN Benefits for Partners

Education and Enablement– On-Demand Sales and

Technical Trainings &

Accreditations

– APN Webcast

– Solution Architect Office Hours

– AWS QuickStarts

– Subsidized Training

– ProServe Bootcamp Training

– Product Development Credits

– Named Solution Architect

– 10 Days Free AWS ProServe

Marketing and Go-to-Market– Syndicated Web Content

– Email Marketing Platform

– Listing in the AWS Directory

– Use of the APN logo

– Listing in the AWS Directory

– Marketing Development Funding

– Demand Generation Campaigns

– AWS Written Case Study

– Proof-of-Concept

Credits/Funding

– Named Partner Manager

Partner Programs for Consulting Partners

Premier

Advanced

Standard

Registered

AWS Certifications

AWS Accreditations

AWS Revenue

Customer References

APN Competency

AWS Security Best Practices

Managed Services

Provider Program

APN Competency

Program

Channel Reseller

Program

APN Tiers APN Requirements

AWS Test Drive

PartnerNetwork

Partner Programs for Technology Partners

Advanced

Standard

Registered

AWS-based Solutions in

General Availability

Customer References

Technical Validation of

Solution

AWS Security Best

Practices

APN Competency

ProgramAPN Tiers APN Requirements

SaaS Partner

Program

AWS Test Drive

AWS

Marketplace

PartnerNetwork

• Validates Partners with Proven Workload and

Vertical Capabilities

• Differentiates APN Partners to AWS Customers

• Validated based on:

• Customer success, AWS Certifications,

technical readiness, AWS product or practice

review, customer references

APN Competency Program

Current APN Competencies

Digital media

Storage

Life sciences Healthcare

SAP Oracle

Big data

Microsoft

Channel Reseller Program

Validation Audit for all Partners in the Program

• Enables qualified APN Consulting

Partners to resell AWS services to

both commercial and public sector

AWS Customers

• Ideal for Partners building value-

added offerings on AWS

• Partner handles billing,

procurement, and support for their

customers

“Being an AWS Channel Reseller

enables us to establish an even

closer partnership with our

customers and deliver value to

them by accelerating adoption of

the services provided by AWS.“

- Cloudreach

AWS Managed Services ProgramFor Consulting Partners offering Managed

Services on AWS• Technical Enablement – Dev Ops Approach, Security,

Customer Expectations

• Business Enablement – Marketing and Go-to-Market

Validation Audit to Qualify for the Program• Migration, operations, security and cloud infrastructure management

• Proactive monitoring and automation of customer’s environment

Self-Assess with the Validation Checklist in the APN Portal

“AWS is raising the bar on partners to ensure a consistent and rewarding

customer experience” – 2nd Watch

Software-as-a-Service Program (Preview)

Enables Partners to deploy on AWS in

a SaaS Delivery Model

Technical & Business Enablement

• Apply on APN Portal Today

• SaaS Reference Page on Portal

• SaaS Webcasts

• SaaS Program Office Hours

• Creating a SaaS Partner Community to

collaborate and share best practices

“By 2017, about 26.2% of all new business software

purchases will be of service-enabled software.” - IDC

“We are pleased to be one of the

members of AWS’ SaaS Partner

Program, which gives us access to

tools and training to assist us in

designing and delivering cloud-based

applications.” - PegaSystems

Test Drive Program

• Provides a private IT sandbox environment with

preconfigured server based solutions

• Customers can easily evaluate partner-designed Test Drives

• Partners can extend Test Drives to POCs via Push to Pilot

AWS Marketplace

• Marketplace for Partners to Deploy

and Sell their AWS-based solutions

• Easy for Customers to Find, Buy

and Deploy Software on AWS

• Consume Hourly, Monthly, Annual

• Find Customer Solutions to deploy

for your customers

Over 685 software partners

More than 2,100 product

listings

Interesting Partner Trends

Consulting Partner best practices

Packaged service

& solution offeringsFixed price

migration

DevOps

workshops

Security as a

serviceConsulting Partner

collaboration

Interesting Consulting Partner Wins

• Over 70 5-start hotel brands

• Needed to better manage its 140

operations servers and focus IT

personnel on higher-value work

• Cloudreach did the strategic planning,

migration and management

• Results: 40 % cost savings

• Energy Company planned divestiture

• Nimbo helped them move 300 servers

and 500 TB of data to AWS

“This project was about speed to market and

we completed the migration to the AWS Cloud

in six months. It would have taken at least

twice as long using physical servers.” - Hess

Technology Partner best practices

Deploying

SaaS on AWS

Engaging

Consulting

Partners

Taking a solution

approach

Promoting solutions

with AWS

All-in on AWS

Technology Partners and AWS

• Developed a Deep Security Solution on

AWS that is more secure than on

premise

• Growth of 2.5% weekly since deploying

on AWS

• Trend also uses AWS for complex test

environments that has allowed them to

improve their code

• Delivery Models: AWS Test Drive, SaaS

& AWS Marketplace

“We’re understanding how things

work at scale, because we have

better visibility into how the service

is behaving. This is something we

could have never pulled off on our

own, without the help of a partner

like AWS.”

“It’s easy to beat your existing security

performance by working with AWS.”

2015 Resources for Partners

APN Portal

Available to all Partners in the

APN Portal

Qualifies Partners for higher

tiers

Customer Opportunities

Opportunity Submission Tracking

Opportunity Status Tracking

Customer Opportunity Registration

APN WebcastBusiness & Technical Topics:• AWS Technical 101

• AWS Architecture

• Pricing AWS

• Cloud Migration

• AWS Storage

• Saas Overview

• SaaS Migration

• APN Programs

• Consulting Partner Benefits

• Technology Partner Benefits

• Go-to-Market with AWS

AWS Quick Start Reference Deployments• Reference Deployments Supporting Key Enterprise Workloads

• AWS CloudFormation Automates the Deployment

• Incorporate Solution Architect Best Practices

• Released First to APN Partners

215K Downloads, 16K Launches

MongoDB (New)

SAP B1 (New)

Cloudera

SAP Hana

Active Directory

Exchange

SharePoint

SQL Server

RD Gateway

DSC

Consulting Partners: Building your Business

on AWS Whitepaper

• AWS Grid

– A lead-generating marketing

platform for AWS-based

campaigns

• AWS Syndicated Content

– Syndicated marketing content for

your own website

• AWS-Partner Joint Webinars

– Connecting you with current and

potential AWS customers

Partner Marketing Tools

APN Partner Directory

Featuring APN Partners on our Website

Let’s Get Started!

How do I get Started? aws.amazon.com/partners

APN FastTrack and

Acceleration

Training and

Certification subsidy

Free AWS usage for

Solution Development

and AWS Sandbox

Partner GTM support

Partner Marketing

Partner Case studies

Webinars

AWS Lead Gen program

AWS Test Drive

POC tools, SA, ProServ and program resources

Professional Services funding for POC and Migration Accelerators

AWS Promotional Credits

Free AWS usage to support customer trials

Push to Pilot credits

Training &

Enablement

MDF & Demand

Gen/Leads

POC, Demo & Free Trials

©2015, Amazon Web Services, Inc. or its affiliates. All rights reserved. Amazon Confidential.

Solutions Acceleration Program

Limited Preview (May launch)

– Database and big data with Redshift, RDS, and

DynamoDB

– Mobile later in 2015

• Credits and funding for large DB and big data

opportunities

• Enables AWS customers to quickly engage APN

Partners for packaged proof-of-concept solutions

Contact: aws-service-accel-pgm@amazon.com

Communicating with Partners

• APN Webpages

• APN Blog

• APN Twitter

• Partner Success Stories

• APN Webcast

• Your AWS Partner Development Manager

Join us for the AWS re: Invent APN Partner Summit in October

Grow your Business with UsRegister for the AWS Partner Network

Use the Resources in the APN Portal

Get AWS Trained, Accredited and Certified

Deploy your AWS-based Solution/Service

Apply for Standard+ APN Tiers

List your company in the APN Directory

Join APN Partner Programs

Use our Go-To-Market Resources

“It is a privilege to be

working alongside one of

the world’s most successful

technology leaders. The

team at AWS is passionate,

enthusiastic, and always

available to support their

partners.”

-Bulletproof Networks

And don’t just take our word for it…

“It is a privilege to be working alongside one of the world’s

most successful technology leaders. The team at AWS is

passionate, enthusiastic, and always available to support

their partners. As an AWS Premier Consulting Partner and

AWS Managed Service Partner, we have enjoyed the

recognition, support, and strengthened relationship with the

AWS team.” – Bulletproof (Australia-based partner)

“It’s been phenomenal working with AWS, in particular the

AWS field teams who have been very easy to work with.”

–Trend Micro

“We have outstanding resources who connect us with the AWS

resources and expertise we need. Our relationship with AWS is

strong at all levels, and we expect our relationship with AWS to

continue to grow as we adopt more services and expand to

additional geographic regions.” – Infor

“As an AWS Premier Consulting Partner, we leverage APN to

access key business and technical resources that help our

joint customers simultaneously contain costs while adding

new capabilities that drive innovation and outperformance.”

– Cognizant

And don’t just take our word for it…

“The synergies between the AWS Cloud offerings and

Capgemini's strategy and consulting offerings, coupled with

our managed cloud platform powered by AWS, allows

companies of all sizes in any market to take full advantage of

the AWS Cloud environment.” – Capgemini

Our collaboration has increased the choice our customers

need to meet the demands of new cloud business and

operational requirements.“ – Red Hat

And don’t just take our word for it…

“Our relationship with AWS is a collaboration at every level. It’s

the APN Partner relationship that drives significantly more

capability for us on AWS.” – Mobiquity

“There is tremendous demand for AWS.Being an AWS Channel

Reseller and AWS Managed Service Partner enables us to

establish an even closer partnership with our customers and

deliver value to them by accelerating adoption of the services

provided by AWS.“ - Cloudreach

“Working with AWS has transformed our company in terms of

our focus and our investments.” – Smartronix

And don’t just take our word for it…

“APN allows us to extend our reach to customers and the

entire AWS ecosystem. APN allows us to showcase our

capabilities, keep our staff abreast of AWS products and

manage AWS training paths and certifications to maintain a

competitive edge.” - Cloud Technology Partners

“Our experience with AWS exceeded our expectations. We

were looking for a platform for IaaS. What we found was a

new world of opportunities and innovation.” – Dedalus

And don’t just take our word for it…