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© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
AWS Partner Network
2019 and Beyond
Jarrod Buckl...
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Agenda
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Millions of Active Customers
Key AWS growth stat...
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Partner Success
35,000+ APN partners have joined...
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Migrations Specialization MSP
Partner opportunity
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Partner Path to Success
Registered
Select
Advanc...
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
AWS SaaS Factory
Provides business and technical...
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
AWS SaaS Factory
Justin Antonipallai, CEO, WireW...
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
AWS Navigate – Path to Specialization
Specialize...
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Microsoft
Workloads
Blockchain
High Performance
...
“AWS Navigate helped Synchronet differentiate their AWS business
by knowing what customers to focus on, who to hire, and w...
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Amazon API
Gateway
Amazon
Aurora
Amazon
CloudFro...
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Government Education Financial
services
Healthca...
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Base
discount
Base discount
+ Net new
business d...
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Introducing
2019 APN Program updates
Renaming
St...
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Standard
Advanced
Premier
2018
2019 APN Program ...
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
2019 APN Program updates
Updated criteria
Knowle...
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
2019 APN Program requirements changes
Knowledge
...
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
2019 APN Program requirements changes
Consulting...
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
2019 APN Program requirements changes
Knowledge
...
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
2019 APN Program requirements changes
Experience...
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
2019 APN Program requirements changes
Experience...
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
2019 APN Program requirements changes
Experience...
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
2019 APN Program requirements changes
Customer s...
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
2019 APN Program requirements changes
Customer s...
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
2019 APN Program requirements changes
Customer s...
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
2019 APN Benefits Packages
Available to APN Part...
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
2019 APN benefits packages
Financial benefits
An...
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
2019 APN benefits packages
Additional benefits
A...
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
NOV 2018 JAN 2019 FEB 2019 AUG 2019
Timelines an...
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Resources for APN Partners
 2019 Program Readin...
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Key takeaways
Thank you!
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
AWS Partner Network 2019 and Beyond (GPSBUS207) - AWS re:Invent 2018
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AWS Partner Network 2019 and Beyond (GPSBUS207) - AWS re:Invent 2018

In this session, we learn about 2019 AWS Partner Network (APN) program launches and changes, how to leverage APN programs to demonstrate deep expertise to customers, and how to achieve long-term success as an APN Partner. Partners gain an understanding of upcoming program changes, impacts on their business, and a clear path forward as an AWS Partner.

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AWS Partner Network 2019 and Beyond (GPSBUS207) - AWS re:Invent 2018

  1. 1. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. AWS Partner Network 2019 and Beyond Jarrod Buckley Director, Global Partner Programs G P S B U S 2 0 7 Barbara Kessler Global APN & MSP Programs Leader
  2. 2. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Agenda
  3. 3. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Millions of Active Customers Key AWS growth stats Revenue Services Pace of Innovation $27B 125+ 1430
  4. 4. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Partner Success 35,000+ APN partners have joined the APN since January 2016 90%+ Fortune 100 4.2x Partner-Led Mass Migrations 1.4M+ AWS Quick Starts downloaded in 2018 60%+ APN Partners headquartered outside U.S
  5. 5. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Migrations Specialization MSP Partner opportunity
  6. 6. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Partner Path to Success Registered Select Advanced Premier Building AWS expertise Go-to-market Differentiating your business Growing your business
  7. 7. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. AWS SaaS Factory Provides business and technical enablement with SaaS experts A range of learning opportunities from self- service education, in-person events and workshops Available to any APN Partner across all APN tiers
  8. 8. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. AWS SaaS Factory Justin Antonipallai, CEO, WireWheel. Launched SaaS solution in 18 months on AWS and in AWS Marketplace Implementation of Privacy and protection programs (GDPR, CCPA) Early customers include Under Armour and Blackboard
  9. 9. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. AWS Navigate – Path to Specialization Specialized practice Key takeaway Path to specialization on AWS with prescriptive guidance on how to achieve expertise
  10. 10. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Microsoft Workloads Blockchain High Performance Computing End-user computing Migration MSP – coming in Q1 2019! Financial Services Serverless Database Services Contact Center Machine Learning IoT AWS Navigate DevOps
  11. 11. “AWS Navigate helped Synchronet differentiate their AWS business by knowing what customers to focus on, who to hire, and what to walk away from. We saw an 100% increase in opportunities from the previous year. Of these opportunities, 71% have EUC products.” Darin Cook CEO, Synchronet
  12. 12. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Amazon API Gateway Amazon Aurora Amazon CloudFront Amazon EMR Amazon Kinesis Amazon RDS PostgreSQL AWS Database Migration Service AWS Lambda AWS Server Migration Service (AWS SMS) AWS GovCloud (US) Amazon Machine Learning (Amazon ML) Amazon DynamoDB Amazon Redshift AWS WAF AWS Service Catalog EC2 Systems Manager AWS CloudTrail AWS Service Delivery Program AWS IoT Core AWS Greengrass AWS IoT Analytics
  13. 13. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Government Education Financial services HealthcareLife sciences Marketing & commerce Digital media Storage DevOps SecurityIoT Mobile MigrationBig data Machine learning Networking Industry Solution Workload AWS Competency Program Oracle Windows SAP Containers Industrial software Cloud management tools
  14. 14. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Base discount Base discount + Net new business discount* Total eligible discount*Net new business discount is good for 24 months Discount structure: AWS Consulting Partner with Competency or MSP AWS Solution Provider Program Base discount + Net new business discount + Technical capability Discount increase
  15. 15. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Introducing 2019 APN Program updates Renaming Standard To Select Updated criteria Defined benefits packages
  16. 16. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Standard Advanced Premier 2018 2019 APN Program updates Renaming Standard to Select 2019 Select Advanced Premier
  17. 17. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. 2019 APN Program updates Updated criteria Knowledge Experience Customer success
  18. 18. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. 2019 APN Program requirements changes Knowledge Focus on education and certification Business & technical professional accreditations Foundational certifications (cloud practitioner) Technical certifications (SA, specialty) Shifting from a count of accreditations/certifications to a count of individuals
  19. 19. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. 2019 APN Program requirements changes Consulting Partner track Select Advanced Premier AWS accredited professionals 4 Minimum 2 Technical & 2 Business 8 Minimum 4 Technical & 4 Business 20 Minimum 10 Technical & 10 Business AWS foundational certified individuals 2 4 10 AWS technical certified individuals 2 6 Minimum 3 Professional or Specialty 25 Minimum 10 Professional or Specialty Knowledge
  20. 20. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. 2019 APN Program requirements changes Knowledge Technology Partner track Select Advanced AWS technical certified individuals 1 4 Minimum 2 Professional or Specialty
  21. 21. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. 2019 APN Program requirements changes Experience Focus on growth and specialization Launched opportunities Direct revenue option for tech partners Partner business plan Technical program validations: Competency, MSP, Well-Architected Executive business review for Premier tier
  22. 22. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. 2019 APN Program requirements changes Experience Consulting Partner track Select Advanced Premier Annual launched opportunities 3 Total MRR of at least $1,500 20 Total MRR of at least $10,000 50 Total MRR of at least $50,000 Annual partner business plan x x Technical program validations 3 Must include MSP or DevOps competency Executive business review X Sustained attainment of Premier criteria 6 months
  23. 23. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. 2019 APN Program requirements changes Experience Technology Partner track Select Advanced Annual direct revenue $15K $350K OR Annual launched opportunities 3 Total MRR of at least $1,500 20 Total MRR of at least $10,000 Product listing X X Annual partner business plan X Technical program validations Technical baseline review
  24. 24. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. 2019 APN Program requirements changes Customer success Focus on customer experiences Publicly referenceable customers Customer satisfaction responses
  25. 25. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. 2019 APN Program requirements changes Customer success Consulting Partner track Select Advanced Premier Publicly referenceable customers 1 2 6 Customer satisfaction responses 5 20 30
  26. 26. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. 2019 APN Program requirements changes Customer success Technology Partner track Select Advanced Publicly referenceable customers 1 2 Customer satisfaction responses 5 20
  27. 27. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. 2019 APN Benefits Packages Available to APN Partners in January 2019 Further investment in our APN Partners Increasing benefits by tier and through program participation
  28. 28. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. 2019 APN benefits packages Financial benefits Annual APN Program promotional credit - Increases with tier Market development funds (MDF) - Increases with tier and specialization attainment Partner opportunity acceleration (POA) funding - Increases with tier Certification attainment credits Discounted training
  29. 29. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. 2019 APN benefits packages Additional benefits AWS Educate Job Board ACE Program participation AWS led case studies Guest post on APN blog Free training PSF listing APN Badging Marketing Central content Partner development resources And many more … NEW CONTINUED
  30. 30. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. NOV 2018 JAN 2019 FEB 2019 AUG 2019 Timelines and launch plan Announcement re:Invent Requirements Launch Feb 1, 2019 Compliance Aug 1, 2019 Benefits Launch Jan 1, 2019
  31. 31. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Resources for APN Partners  2019 Program Readiness Guide • Read the APN blog post: https://aws.amazon.com/blogs/apn/ • Visit APN booth in the Expo Hall (#2547)  Learn more about Funding benefits • https://partnercentral.awspartner.com • View “Acceleration” tab  Connect with APN Resources • Contact your AWS partner manager
  32. 32. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved. Key takeaways
  33. 33. Thank you! © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
  34. 34. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.

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