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AWS Hong Kong Partner ConneXions - Welcome & Update

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Welcome & Update on our Hong Kong Business
Abstract:
- Introduction to AWS Hong Kong
- Organizational Tenets / Market Differentiation
- Working Model / Considerations
- Forward Looking View / Opportunities
Speaker: Zane Moi, Head of Business Development, Hong Kong & Taiwan, AWS

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AWS Hong Kong Partner ConneXions - Welcome & Update

  1. 1. W E L C O M E & U P D A T E O N O U R H O N G K O N G B U S I N E S S © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. 1 Y O U R J O U R N E Y S T A R T S N O W 2 0 1 8
  2. 2. AWS PARTNER CONNEXIONS • Quarterly Partner-Focused Event • AWS Updates on the Technology Trends, Cloud Solutions and an Overview of the Various Programs Closely Tied to Partner Success Welcome to Partner ConneXions © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
  3. 3. A N O V E R V I E W O F T H E A W S H O N G K O N G B U S I N E S S © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. 3 Y O U R J O U R N E Y S T A R T S N O W 2 0 1 8
  4. 4. Introduction to AWS Hong Kong © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. AWS WW CS WW PS GCR CN HKT HK TW
  5. 5. Introduction to AWS Hong Kong © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. HKT Leadership Team Business Development Field Business Development Public Sector ENT/MMN Field Solutions Architects MMT Startup Partner Development Technical Support Training Professional Services Marketing & PR
  6. 6. Organizational Tenets / Market Differentiation © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. 1. Customer Obsession; We start with the customer and work backwards. We work vigorously to earn and keep customer trust. Although we pay attention to competitors, we obsess over customers -- > Workload Registration (BANT) vs Relationship (Account) Registration 2. Technical Selling Capabilities; Technical architecture/solution focus via AWS Certified Sellers (AWS + Partner). On- going follow-up on performance, availability and cost optimization. 99.9% of our contracts, are from 100ms to 1 hour. If we cheat our customers, they can and should walk away. So we never cheat our customers -- > Technical Workload Focus vs Relationship Selling 3. Speak the Language of our Customers. Customers seek partners to transform and innovate, our role is to be that consultative partner, beyond cloud -- > Opportunity for partners with specific segment domain expertise
  7. 7. Working Model / Considerations © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. 1. Field Reps Compensated Equally for Direct/Indirect Sales Incentive to work with *effective* partners. -- > Try not to slow down the sales cycle. Focus on providing and differentiating via value add (MSP + Migration Services). If you have an exclusive/single source customer relationship, don’t cheat the customer/mark-up pricing on AWS services just to meet your GP targets. AWS pricing is transparent, customers are very open to AWS, so if you do this – we will normally find out, as they will tell us and AWS field reps will find it difficult to work with you in the future 2. Timing Matters, A Lot This is a monthly recurring revenue business. A January deal billing flat-rate US$10k/mth, is worth US$120k/ARR to the rep. Any delay of days/weeks/months, has massive impact. We operate off Calendar Year Fiscal (Jan – Dec) -- > If you can help an AWS with strong Q1 sell through, they will *LOVE* you
  8. 8. Working Model / Considerations © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. 3. ENT/MMN/FCD -- > Named/Segment Focused; MMT -- > Everything Else Today thousands of customers across all segments. HK Industry Key Segments: FSI, Media, Local Conglomerate, T&L, Retail/Ecommerce, Gaming (MMORPG/Casual), Pubic Sector (B&D, Higher Ed, K-12) -- > If you can map and speak the language of these customers, let’s see how we can work together 4. Commitment/Focus Earns Trust (and Leads) This isn’t a fulfillment business, this is a service business, built on top of hourly contracts, not a VAR business. The selling/compensation/GTM mindset is different. The programs we have to support you are different. We are happy to help and make sure you make the *right* investments. If you can commit to experiment with AWS, we can commit to you -- > There is a path to monetization, focused on aggregation/scale, built around MSP development. This leads to a scalable, customer obsessed, high margin business. It is challenging to monetize AWS as a traditional VAR
  9. 9. Forward Looking View / Opportunities © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. 1. Greenfield Acquisition We are a small BD team, and would love to work with you on any new technical workload selling opportunities. We provide deal protection, PoC credits/support, and can work you towards broader monetization 2. Joint Marketing We run many end-user customer events throughout the year, after each event we wish to run “Calls To Action”. If you are interested in hosting technical workshops after said events, to drive technical workload opportunity generation, we would be open to working with you, and may be able to make MD investments 3. HKG Region Launch There will be an opportunity to focus on larger scale, DC migration/consolidation projects, when HKG Region launches later in 2018. Partners will BD and Technical Capabilities in this area will be in-demand
  10. 10. Forward Looking View / Opportunities © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. 4. Centre of Excellence / Digital Transformation Approach Many organizations are interested in learning about how to innovate like Amazon – our “Working Backwards Approach”. AWS offers a professional services engagement that can be resold by partners that involves development of people, product and technology capabilities related to cloud and leverages AWS as an underlying infrastructure platform to conduct initial digital experiments to validate capability acquisition
  11. 11. E M A I L : Z A N E M O I @ A M A Z O N . C O M • Engage your PDM to initiate deeper discussions with AWS Field Sales Team leadership to see if/how/where we can further work together Next Steps © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
  12. 12. Thank you 12

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