Partnership Model
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Transcript of Partnership Model
Amazon Partnership Model
©2016, Amazon Web Services, Inc. or its affiliates. All rights reserved.
AWSome Day
AWS PartnerIlknur Okyay ([email protected]) Ismail Arslan ([email protected])
Account Manager VNGRS, Head of Cloud Business
PDMBojidar Krapchev ([email protected])
Partner Lead CH, AT, CEE, TR
The conversation for CIOs has
shifted from a skeptical
discussion of “Why the Cloud?” to
a pragmatic discussion of “When
and How?”
Source Gartner. Learn more and Request the full Report at:
http://www.gartner.com/doc/reprints?id=1-2G2O5FC&ct=150519&st=sb
Source Gartner. Learn more and Request the full Report at:
https://www.gartner.com/doc/reprints?id=1-2G2O5FC&ct=150519
“Q3 2016 revenue for the
AWS segment increased
54.9% y/y to $3.2 billion,
making AWS a more than
$13 billion run rate
business”
“AWS is the fastest
enterprise IT vendor to
reach a $10 billion run-rate”
Startup Customers
Global Enterprise Customers
General Electric Capital One BMWJohnson &
JohnsonMerck
Nordstrom
Customers want to use the Leading Platform
Most
functionality
Largest customer &
partner community
Longest
experience
10
Cloud is Disrupting Every Industry
Media & Entertainment GamingHealthcare
Financial Services
GovernmentEnterprise IT
Manufacturing Travel/Hospitality Life Sciences Retail
Move from risk-laden
up-front expense to
flexible variable expense
Stop guessing
at capacity planning
Go global in
minutes
Get rid of time-consuming, expensive tasks
Remove complicated infrastructure
Management that adds little
business value
GE Oil & Gas is migrating 500 applications, and more than 750TB of
data, to the cloud by the end of 2016 as part of a major digital
transformation, helping it attain a 52% reduction in TCO and greater
speed to market.
And focus on your core mission
Lower the time spent
on infrastructure
Dedicate more
resources to
innovation
Concentrate on
new business
initiatives
“Our goal is to move at the speed of business. Our customers’ needs change
constantly, and we need to be able to adapt to that.”
Keith Homewood – Cloud Product Owner, Nordstrom
Cloud is the easiest way to manage
infrastructure but Customers need
Partners to help make a proper :- Transition
- Application Migration
- Leverage the Full Potential
- Provide Support and Maintenance
- Develop
- Transform
Source White Paper: How to Build your Business with AWS.
AWS Partner Network (APN)
Tens of thousands of companies
around the world are APN Partners
Over half are outside the US
Premier, MSP and Competency
Partners grew their AWS revenue
100%+ faster
What are the Main Goals of the APN?
• Help your firm drive revenue on
AWS by providing tools and
resources you need
• Provide Programs designed to
support your unique business
objectives
• Enable you to differentiate on AWS
based on your areas of expertise
• Connect you to customers and
prospects
APN Structure
CONSULTING PARTNERS
Professional services firms that
help customers of all sizes design,
architect, migrate, or build new
applications on AWS
Consulting Partner Tiers:
Premier | Advanced | Standard | Registered
TECHNOLOGY PARTNERS
Commercial software and Internet services
companies that provide software solutions
that are either hosted on,
or integrated with, the AWS platform
Technology Partner Tiers:
Advanced | Standard | Registered
Customers Succeeding with Partners
AWS provides the building blocks for partners
to deliver solutions to customers
Foundation Services
Compute Storage Database Networking
AWS Global Infrastructure Regions
Availability Zones Edge Locations
Client-side Data Server-side Data Network Traffic
Platform, Applications, Identity & Access Management
Operating System, Network & Firewall Configuration
Customer content
Partner/Customer
Limit of responsibility
Hypervisor/virtualized
environment
AWS is an «open cloud»
that many software packages can run onSolutions Examples of Technologies Supported
Web Content Management Microsoft Sharepoint, Wordpress, Drupal, joomla
E-commerce Magento, SAP Hybris, IBM Websphere
Business intelligence, Analytics Tableau Server, SAS, Qlik
Collaboration Microsoft Exchange and Lync
ERP Microsoft Dynamics, SAP B1/A1
CRM SAP CRM, Pegasystems
Back-up, archiving, DR Commvault, Symantec/Veritas, Netapp
Migration (OS and virtualized
environments)
Microsoft Windows, Suse, Red Hat, Apache
Webserver, VMWare, HyperV
Enterprise Applications
• Amazon RDS for Oracle
provides managed Oracle
database deployments
• Oracle Applications are
fully supported on AWS
• Oracle licenses owned by
customers are fully
portable to AWS
• AWS is an SAP-certified
Global Cloud Services
Partner and Global
Technology Partner
• Most SAP products are now
certified for production
deployment on AWS
• Full, licensed Windows
Server OS on AWS
• Easily install services that
you know - AD, SCOM,
SQL, Exchange,
SharePoint
• Use your existing MS
licenses on AWS using
BYOL
Premier
Advanced
Standard
Registered
Delivery Model ExpertiseExperiencePartner Type
Partner Resources: AWS Partner Programs
Channel Programs
MSP Program
SaaS Program
Competency
Program
Government
Program
Test Drive
AWS MarketplaceConsulting
Technology
GTM Resources
Go-To-Market
Our Experience of the Market
We are here
Data: Geoffrey Moore, all rights reserved
Dev & Test True Production Mission Critical All-in
Build production apps
Migrate production apps
Marketing
Build mission-critical apps
Migrate mission-critical apps
Development and
test environments
Corporate standard
Cloud First!
Cloud Adoption
Patterns
What Your Firm Offers Potential Revenue
Strategy Consulting,
Architecture Typically a fixed fee; often varies from $25K to $250K+ depending on scope
Professional Services ,
Application Development,
Integration & Migration
2X to 10X multiplier on top of the AWS spend for professional services
Managed Infrastructure,
Application Services 20% to 50% uplift for a standard MSP engagement on AWS spend
AWS Instance Optimization Reduce your overall cost of servicing the customer up to 75% by utilizing RIs; increase your margin
or pursue additional projects with the customer leveraging savings
Software 5% to 30% license margins
Repeatable Intellectual Property (IP)
& Additional Solutions for
Customers
Very flexible, and up to you; as an example, you can normally charge based on # of seats/as a
subscription service . Leverage AWS Marketplace for volume sales.
Potential Revenue per Partner Services
Find Some More
Learn more with this White Paper:
https://www.apn-portal.com/sfc/#version?selectedDocumentId=069E00000021hJV
APN Partner Tiers & Requirements
CONSULTING PARTNERS
aws.amazon.com/partners/
Registered
Standard
• 2 AWS Certifications
• Accreditations (bus / tech)
• Developer+ AWS Support
• Monthly billing $1000
• 2 Customer References
Advanced
• 6 AWS Certifications
• Monthly billing $50K
• Business+ AWS Support
• 6 Customer References
• 20 Accreditations
TECHNOLOGY PARTNERS
Registered
Standard
• 2 Customer References
• Developer+ AWS Support
• Offering in General
Availability on AWS
Advanced
• Offering in General
Availability on AWS
• $50K/Month in AWS
Billings or APN
Competency
• 6 Customer References
• Pass the Well-Architected
Review
• Business+ AWS SupportPremier
• 28 AWS Certifications
• AWS Billings per Region
• 10 Customer References
• APN Competency
• 2 competencies, one of
which is either MSP or
DevOps
• Business+ AWS Support
• Add’l requirement
information on apn.com
Product Development Credits
AWS Partner Solution Architects
Professional Services Bootcamps
AWS Professional Services
Engagement
Roadmap updates
Technical Enablement Benefits
Online Technical Professional
Training & Certification
Funding for Instructor-Led
Training
Technical Whitepapers for Partners
Technical Webcasts
AWS Quickstarts
Sales Enablement & GTM Benefits*
Immense amounts of tools and resources,
co-marketing events have really lended to the
accelerated success that we’ve enjoyed thus far.
We’re excited about what we’ve done with APN.
—Fortinet
Partner Solutions Training
Customer Opportunity Registration
Engagement with AWS Sales Teams
Proof-of-Concept Credits & Funding
AWS Test Drive
AWS Marketplace
*Partner qualification requirements must be met to be eligible for some programs
Marketing Enablement Benefits
AWS Branding
AWS Partner Directory
Market Development Funding
Email Platform
Syndicated Web Content
Promotion of Competency
and MSP Partners
AWS Competency Program
Key Benefits
• Enables Differentiation
• Larger 2016 Funding Benefits
• Featured on the AWS
Solutions Pages
• Prioritized Marketing Activities
• Highlighted on Partner Directory
JUST LAUNCHED: Cloud Migration
and Government Competencies!
Recognizing partners with proficiencies in key solutions, verticals & infrastructure
Big Data Mobile Security DevOps
Marketing &
Commerce
Digital Media Healthcare Life Sciences
Storage Microsoft SAP Oracle
Well-Defined Solution/Service and Value Proposition
Websites
Financial Services
Big DataDevOps
Disaster RecoveryArchivingBack Up and Recovery
Enterprise ITInternet of Things
Mobile ServicesMedia & EntertainmenteCommerceDigital MarketingHigh Performance
Computing
Scientific ComputingDatabases
GamingHealthContent DeliveryBusiness Applications
EducationState & Local GovernmentFederal Government Non Profit
Build a Business Plan Develop an internal practice plan for your firm;
consider how you can leverage the APN for resources & support
Components
Relationship with AWS
Key Performance Indicators (KPIs)
Market Segment Focus
Use Case and Solution Focus
Current and Planned Offerings on AWS
Training and Enablement
Marketing and Demand Generation
Sales Strategy
Goal Tracking
Focus on Added Value
Get More Done for Less, and
Increase Opportunities for the
Customers.
CLOUDFORMATION
TEMPLATE
Usage of CloudFormationhttps://aws.amazon.com/cloudformation/aws-cloudformation-templates
AutomationIf You Can Program It, You Can Automate It
Usage of Quick Start Deployment Guides
Learn more at https://aws.amazon.com/quickstart/
Leverage AWS MarketplaceMore than 2,700 Software Listings from over 925 ISVs
Learn More on How to Sell on the MarketPlace: https://aws.amazon.com/marketplace/management/tour
On-demand
Instances
Reserved
Instances
1-year and
3-year terms
No Upfront
Spot Instances
Partial Upfront
All Upfront
• Pay as you go
• Starts from
$0.02/Hour
• All, Partial, or No up
front payment +
Monthly payments
• Significant discounts
over on demand
price
Leverage All AWS Pricing Models
Manage Your Pricing Proposition with our Calculator:
https://calculator.s3.amazonaws.com/index.html
Engage Differently
Do Leverage our Support
Learn More on Support Plans: https://aws.amazon.com/premiumsupport/.
Joining the APN
is Only the Beginning…
Go-to-market
with AWS*6 Join APN Partner Programs
that Meet Specific Business Needs5
Move Up Partner Tiers
and Unlock Benefits4
Get AWS Trained
and Certified3
Build a
Business Plan2
Join the AWS Partner Network
(APN)1
*Partner qualification requirements must be met to be eligible for some programs
How to sign up?
aws.amazon.com/partners/consulting/
aws.amazon.com/partners/technology/
