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Agenda
• AWS O...
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48 82
160 280
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Infrastructure...
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AWS Sales Org ...
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APN Partner Ce...
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Qualification ...
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Opportunity St...
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Partnering Wit...
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Partnering Wit...
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Partnering Wit...
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Partnering Wit...
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AWS Marketplac...
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Operating
Syst...
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What works for...
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APN Live Hong Kong - Partnering with AWS

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APN Live Hong Kong - Partnering with AWS

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APN Live Hong Kong - Partnering with AWS

  1. 1. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark© 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark Stephen Leung Partner Success Manager APN Live Hong Kong: AWS Sales and Partner Teams July 22, 2019
  2. 2. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark Agenda • AWS Overview • AWS Sales Org Overview • Partnering with AWS Sales • Best Practices • Q & A
  3. 3. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark© 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark • AWS Overview
  4. 4. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark 48 82 160 280 516 722 1017 1430 1,957 2009 2011 2012 2013 2014 2015 2016 2017 2018 #Servicesandfeaturesreleased AWS’ History of Innovation AWS has been continually expanding its services to support virtually any cloud workload, and it now has more than 165 services that range from compute, storage, networking, database, analytics, application services, deployment, management, developer, mobile, Internet of Things (IoT), Artificial Intelligence (AI), security, hybrid and enterprise applications. In 2011, we released over 80 new significant services and features, followed by nearly 160 in 2012; 280 in 2013; 516 in 2014; 722 in 2015; 1,017 in 2016; 1,430 in 2017; and 1,957 in 2018. [March 1, 2019] Customer-driven services and features
  5. 5. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark Infrastructure http://www.infrastructure.aws
  6. 6. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark© 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark AWS Sales Organization Overview
  7. 7. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark AWS Sales Org Structure Enterprise Account (ENT) • Financial Services • Government • Strategic Local Conglomerate Mid-Market Named Accounts (MMN) • High AWS Usage users • High Potential Growth Account(s) Focused Accounts (FCD) • Industry/Vertical Focused Territory(s) • Retails, FinTech etc. Mid-Market Territory (MMT) • Greenfield • All Active Users within the Territories AWS Partner Team, Startup Team, MKT Solution Architect (SA), Professional Services (ProServe)
  8. 8. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark© 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark How to get resources from AWS teams to support you as Partners?
  9. 9. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark APN Partner Central
  10. 10. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark© 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark What information should I submit to register a case in APN?
  11. 11. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark Qualification Process Benchmark Definition Sample Question(s) B “B”udget Is there any budget reserved for this project? Is yes, how much is it? A “A”uthority What’s the decision making process of customer? N “N”eed What kind of solution(s) customer is looking for? T “T”imeline Do they have any concreted project deadline? F Solution “F”it Can our solution(s) really fulfill their needs from technical perspective? C “C”ompetitors Who is/are our competitor(s) in this deal? CE “C”ompiling “E”vent Is there any reason that customer must go cloud (AWS)? E.g. Contract of data center is going to expire within 6 months etc.
  12. 12. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark© 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark How AWS Rep manages the pipelines with partners?
  13. 13. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark Opportunity Staging Methodology Stage Weight Definition Prospecting 0% Only but not limited to “A” & “N” Qualification 20% Working on figuring out “B”, “T”, “F”, “C” and “CE” Technical Validation 40% Identified all “BANT-FC and CE” already. POC in progress (Note: AWS by rights can invest credit to facilitate partner to carry on POC with customer) Business Validation 60% POC passed. Business negotiation ($$$$) Committed 80% Partner signed contract with end customer already. Waiting for the full launch date on AWS part Launched 100% AWS usage meets the estimated MRR. Deal won Closed Lost 0% As titled (But eager to know how we loss and what lesson we learnt from this failure)
  14. 14. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark© 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark What’s the function(s) of AWS Rep/Partners under different stage?
  15. 15. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark Partnering With AWS Prospecting • Partner install base: help customer transform help customer accelerate innovation help customer saving cost • Net new customer Re-host, Re-platform, Re-purchase, Re-architect • AWS Webinar / Seminar • Customer referral • Knowledge sharing (APN Partner Central) • Co-marketing, MDF Qualification + Technical Validation Business Validation + Committed Launched
  16. 16. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark Partnering With AWS • Customer Engagement • AWS Architecture Design & Ballpark • PoC Implementation Increase win chance • Customer Engagement • Technical assessment (SA) • PoC credit investment • AWS Best Practices • Varies AWS Partner Programs Prospecting Business Validation + Committed Launched Qualification + Technical Validation
  17. 17. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark Partnering With AWS • Migration & Implementation • Price Negotiation / Competition Deliver Result • Migration & Implementation Best Practices • AWS Professional Services (ProServe) • PMP, FAST, Intel Funding etc. Prospecting Launched Qualification + Technical Validation Business Validation + Committed
  18. 18. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark Partnering With AWS • Managed Services by Partner • Consolidated Billing Service • Regular Cost Optimization Earn Trust • MSP Partner Certification • AWS Competency • AWS Business / Enterprise Support • APN upgrade Prospecting Qualification + Technical Validation Business Validation + Committed Launched
  19. 19. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark AWS Marketplace Transforms Software Procurement Find, test, buy, and deploy software in the cloud About • 39 Categories • 1,400+ ISVs • 4,800+ product listings • 1M+ current subscriptions to software • 230,000+ Active Customers • 650M EC2 hours deployed per month (approved on March 22, 2019). as of May 3 2019
  20. 20. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark Operating Systems AWS Marketplace Popular Categories Security Storage Networking Database Media DevOps BI
  21. 21. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark© 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark Best Practices
  22. 22. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark What works for your AWS Business 1. Get your business & technical team AWS Certified (Yes, seriously) 2. Identify the industry(s) you are familiar with (e.g. FSI, Retails, Utility, Manufactory etc.) 3. Make sure your solution(s) works on AWS (for Technology Partner) 4. Identify the specific area(s) your team is good at (e.g. DevOps, BigData, AI/ML, IoT, Microsoft Workload, VMWare, SAP etc.) 5. Understand who will be your real target customer(s) in your cloud business (e.g. SME, Commerce, Government, FSI, Conglomerate etc.) 6. Learn & Leverage AWS provided resources wisely (e.g. APN Partner Central, AWS News Blog, ACE Program etc.) 7. Share your Customer Success Stories and Use Cases with us!
  23. 23. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark Thank you

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