Berlin

#awssummit @AWS_Aktuell

Partnership with AWS: Advantages, Programs and Tools

Peter Prahl & Alex Picker AWS Partner Team Germany

And

year over year of partners worldwide

Consulting Partners Services firms that design, architect, bu i ld , migra te , and manage customer workloads on AWS. Standard – Advanced – Premier

Technology Partners Providers of software solutions and technology that are hosted on, or integrated with the AWS platform. Standard – Advanced

Partner Programs

Managed Service Partner Program

Channel Reseller Program

APN Competency Program

SaaS Partner Program

Government Partner Program

Direct Connect Program

Amazon Partner Network (APN)

APN Consulting Partners

Professional Services Professional service firms that help

customers design, architect, migrate, or build new applications

on AWS.

APN Technology Partners

Product Companies Commercial software and cloud

service companies that build solutions that run on, are complementary to, AWS.

Marketplace Seller

Direct Connect Partner

Channel Reseller Partner

Authorized Government

Partner

Designations & Competencies

APN Designations

APN Competencies

1.  Big Data 2.  Microsoft 3.  SAP 4.  Oracle 5.  Digital Media 6.  Marketing &

Commerce 7.  Storage 8.  Healthcare 9.  Life Sciences more to come…

Partner Marketing Programs

Awareness

•  Events •  Advertisments •  Online Marketing

Demand Generation

•  Joint Webinars •  AWS Grid •  Tele Marketing

Deal Development

•  Proof of Concepts

The Partner Marketing Programs team provides APN members with scalable tools to reach new leads and develop opportunities.

Proof of Concepts

•  POCs are best used offset customer costs for Consulting partner service hours in pursuit of a pilot on AWS.

–  Technology partners with implementation capability can qualify. •  Typical investment ranges from $5,000 to $25,000. ROI target is 10x

on Year 1 revenue. –  50% cofund for partner Professional Services for qualified use cases

•  Partners must be at least Standard level in the APN and actively managed by a PDM to qualify

•  Reference-ability

Acceleration Program

SI Acceleration in 2015 •  Funding for 3 pillars:

–  Training & Certification –  MDF –  Proof of Concepts

ISV Acceleration in 2015 •  Funding for 4 pillars:

–  Training & Certification

–  MDF

–  Proof of Concepts

–  Product development Support

2015 ISV Acceleration Pillars

Product Dev Support

ü  Prod Dev Support

ü  AWS Credits

ü  Supporting new design wins

Free Trials (MDF & Credits)

ü  Free trial co-funding ü  Campaign support via MDF ü  Partner to execute

promotions and free trial campaigns on their own

ü  MDF Program guidelines apply

Cust POC

ü  POC Program guidelines apply

ü  Provided as AWS credits

Training and Certification Discounts

ü  Training Discounts

ü  Cert exam vouchers

ü  Architecting, SysOps, and Developer

Digital Revolution

= alternativlos

•  Customer centricity •  B2B Enterprise •  Bi-Modal IT

•  Technical excellence

+

We

ambitious program, that challenges the partner

♥️

⦿ great support, assistance and care

⦿

range of services fits well for the development of our own ideas

⦿

because

AWS Test Drive

AWS Test Drive Program

•  AWS Test Drive provides a private IT sandbox environment containing preconfigured server based solutions. In under an hour, and using a step-by-step lab manual and video, launch, login and learn about these popular 3rd party IT solutions, powered by AWS and CloudFormation.

•  Each Test Drive includes enough free AWS datacenter time to experience using the IT solution, crafted by the industry’s leading System Integrators (SIs) and Independent Software Vendors (ISVs).

German Partner Examples

AWS FastTrack

APN FastTrack

•  Program designed to help APN members build a cloud practice on AWS

•  FastTrack offers funding to APN Partners for technical, business and qualified sales enablement activities.

•  Mix between training & certification, Marketing Development Funds (MDF) and Proof-of-Concept (Po)

©2015 Software AG. All rights reserved. For internal use only 18 |

Software AG & AWS

Joerg Klueckmann

A true love story

©2015 Software AG. All rights reserved. 19 |

Helping organizations to stand out in the digital world

Global 1000 70% More than

2.5+ USERS

2+ Developers

companies are customers of Software AG M ILL ION

of the

MILLION

©2015 Software AG. All rights reserved. 20 |

ARIS Cloud Alfabet Cloud AgileApps Cloud Integration Cloud

Building systems of differentiation – all in the AWS cloud

Systems of record

©2015 Software AG. All rights reserved. 22 |

AWS Managed Service Program

AWS Managed Service Program Customers tell us: “I need help migrating, running, & optimizing my AWS workloads.”

•  Access to MSP Best Practice Technical Guides, Whitepapers, & Resource Library

•  Eligible for AWS ProServ Workshops •  Prioritized MDF, POCs •  MSP Logo

Have Clear & Meaningful

SLAs

Proactively Monitor with 24x7 Cloud

Operations

Rapid Innovation & Scale

Think Proactively & Automate from the

Start

Embrace DevOps & AppDev

•  Eligible for Free AWS Usage Dev Credits •  Eligible for Free AWS Usage POC Credits for

qualified customer opportunities •  NDA Roadmap Webinars •  Listed as MSP in AWS Partner Directory

Best Practices for AWS Managed Service Partners

Benefits:

AWS Competency Program

APN Competency Program

Storage

Life Sciences Healthcare Big Data

SAP

Oracle

Microsoft

By vertical: By delivery workload:

Digital Marketing Marketing & Commerce

More Competencies in 2015

Security Financial Services

Cloud Migration

Mobile

Internet of Things