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© 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved.
Clovis Ng, Partner Development Manager
April 26, 2018
Business Benefit in APN
Partners Community
© 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved.
What is an AWS Partner?
We categorize a “Partner” as a business that's
designing or offering services or solutions on AWS
to address customer business needs, and who
wants to pursue Go-To-Market activities with AWS.
© 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved.
A W S P A R T N E R N E T W O R K
10,000+ NEW APN PARTNERS HAVE JOINED THE APN PARTNER COMMUNITY IN 2017
90%+
Fortune 100
100%Yo Y
AWS Consulting
Partners
100%Yo Y
AWS Managed
Service Partners
80%YoY
AWS Channel
Reseller Partners
R e v e n u e
G r o w t h
U s e A P N P a r t n e r
s o l u t i o n s &
s e r v i c e s
100%Yo Y
AWS
Competency
Partners
© 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved.
Reach New Buying Centers with Partners
Customer
Organization
CIO CEO
CFO COO
• Partner-Led Demand Generation Events
• Executive Roundtables
• Workload Specific Events
• Greenfield Focused Events
• Partner-Led Customer Workshops
• Technical Sessions
• Educational Events
• Existing Partner/Customer Relationships
• Integrated Partner Campaigns (IPC)
• Joint Marketing Efforts
• Workload Specific POC/Pilots
• Funding
• Supercharge
• MSA
• Packaged Solution Offerings
• Partner Solution Catalog
PartnerPartner
Partner
© 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved.
Intent of APN Funding Programs
Increase APN Partner's capacity and capabilities for delivery of AWS solutions and products
Build APN Partner sales pipelines with qualified AWS opportunities
Accelerate sales cycles and customer AWS solutions from development to deployment
Develop wins that APN Partners can use to validate and demonstrate AWS experience
How
• Program provides funding to offset a portion of APN Partner’s professional services costs or AWS
usage related to a POC/migration deployment on AWS
© 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved.
What Justifies Partner Funding?
 Qualified AWS Partner
Ideal: APN Standard Tier+ Partner invested in AWS practices (competencies, certifications, etc.)
 Qualified Opportunity and Project
Projects have defined scope, end date, defined budget, customer internal resource & timeline to execute
 Return on Investment
Projects pose 10X incremental revenue potential within 12 months post project completion
*consideration to waiver on strategic workloads (e.g., AI/ML, IoT, RDS, etc.)
 Customer Target
Net-new customers and/or segment penetration OR Grow new AWS services adoption with existing customers
© 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved.
What other programs should I know about?
Business Development Owned Programs:
Startup/Migrate
Migration Acceleration Program (MAP)
Windows Rapid Migration Program
re:Think (Windows, KRADL)
Other
Intel Funding
SAP Funding
VMWare
© 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved.
SaaS Program
AWS SaaS
Factory
AWS SaaS
Validation
AWS SaaS
Accelerate
© 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved.
AWS SaaS Factory Goals
Build - Construct and deliver content
that addresses and tackles key SaaS
architecture and design considerations
Guide – Capture and shape SaaS architecture
and business strategy, aligning to AWS and
industry best practices
Optimize – Validate and refine existing
SaaS solutions, optimizing scale, agility,
cost, and operational efficiency
Accelerate – Add focused scale and
efficiency that accelerates SaaS adoption
Connect – Orchestrate access to qualified consulting
partners, technology partners, professional services, and
service teams to address specific project needs.
GUIDE BUILD
CONNECTACCELERATE
OPTIMIZE
© 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved.
AWS SaaS Accelerate Program
Benefits
1. Use of AWS branding to demonstrate solution
validation
2. Eligibility for promotional AWS Credits
3. Engagement and alignment with APN Consulting
Partners
4. Marketplace GTM support
5. Engagement and alignment with the AWS Sales Org
https://aws.amazon.com/partners/saas/
https://aws.amazon.com/partners/saas-on-
aws/technical-enablement/
Requirements
1. Partner is an Advanced+ Tier APN Partner
2. Partner’s SaaS Product is in GA, running on AWS,
and has passed the SaaS Readiness Validation
3. Product has at least four customer references
4. Partner has a business and GTM plan for their
SaaS Product
5. Partner has solution collateral for the AWS
Field
6. Partner has either a SaaS Listing on AWS
Marketplace, and/or partner can provide per
customer AWS revenue
© 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved.
AWS Solution Provider Program
Additional
INCENTIVES
for new business
Rewarding
TECHNICAL
CAPABILITIES
Flexible
CONTRACTS AND
SUPPORT PLANS
The AWS Solution Provider Program enables APN Consulting partners to
sell, service, bill, and support AWS Services to both commercial and public
sector end customers.
© 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved.
AWS Solution Provider Program
Benefits
• A path to 12 % discount on AWS Services
• 3% discount on Internal use
• 10% discount on Market place purchases
https://aws.amazon.com/partners/solution-provider/
Requirements
• APN Consulting Partner At A Minimum Of
Standard Tier
• Managed Service Providers
• With at least 1 Competency
• Minimum Monthly AWS Revenue Contribution of
US$50k
© 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved.
Key Action for Today
Get to know your
Partner Team
Resources
Partner Development Manager
(PDM)
Partner Sales Development
Manager (PSDM)
Partner Solutions Architect (PSA)
Ahim Kho
Head of Partner
EcoSystem, HK & T
Michael Aghataher
PDM - GSI
Nikko Xing
PDM – Telco Partners
Abby Tang
PDM –
Technology Partners
Clovis Ng
PDM –
Consulting PartnersSunny Wong
PDM – SME & Longtail
Ridge Xu
PSA
Anson Shen
PSA
Stephen Leung
PSDR
© 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved.
Thank You !
Clovis Ng
Partner Development Manager
Tel: 25971562
Mobile/WhatsApp: 94365428
WeChat: clovis5428
Email: clovisng@amazon.com

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Business Benefit in AWS Ecosystems

  • 1. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Clovis Ng, Partner Development Manager April 26, 2018 Business Benefit in APN Partners Community
  • 2. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. What is an AWS Partner? We categorize a “Partner” as a business that's designing or offering services or solutions on AWS to address customer business needs, and who wants to pursue Go-To-Market activities with AWS.
  • 3. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. A W S P A R T N E R N E T W O R K 10,000+ NEW APN PARTNERS HAVE JOINED THE APN PARTNER COMMUNITY IN 2017 90%+ Fortune 100 100%Yo Y AWS Consulting Partners 100%Yo Y AWS Managed Service Partners 80%YoY AWS Channel Reseller Partners R e v e n u e G r o w t h U s e A P N P a r t n e r s o l u t i o n s & s e r v i c e s 100%Yo Y AWS Competency Partners
  • 4. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Reach New Buying Centers with Partners Customer Organization CIO CEO CFO COO • Partner-Led Demand Generation Events • Executive Roundtables • Workload Specific Events • Greenfield Focused Events • Partner-Led Customer Workshops • Technical Sessions • Educational Events • Existing Partner/Customer Relationships • Integrated Partner Campaigns (IPC) • Joint Marketing Efforts • Workload Specific POC/Pilots • Funding • Supercharge • MSA • Packaged Solution Offerings • Partner Solution Catalog PartnerPartner Partner
  • 5. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Intent of APN Funding Programs Increase APN Partner's capacity and capabilities for delivery of AWS solutions and products Build APN Partner sales pipelines with qualified AWS opportunities Accelerate sales cycles and customer AWS solutions from development to deployment Develop wins that APN Partners can use to validate and demonstrate AWS experience How • Program provides funding to offset a portion of APN Partner’s professional services costs or AWS usage related to a POC/migration deployment on AWS
  • 6. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. What Justifies Partner Funding?  Qualified AWS Partner Ideal: APN Standard Tier+ Partner invested in AWS practices (competencies, certifications, etc.)  Qualified Opportunity and Project Projects have defined scope, end date, defined budget, customer internal resource & timeline to execute  Return on Investment Projects pose 10X incremental revenue potential within 12 months post project completion *consideration to waiver on strategic workloads (e.g., AI/ML, IoT, RDS, etc.)  Customer Target Net-new customers and/or segment penetration OR Grow new AWS services adoption with existing customers
  • 7. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. What other programs should I know about? Business Development Owned Programs: Startup/Migrate Migration Acceleration Program (MAP) Windows Rapid Migration Program re:Think (Windows, KRADL) Other Intel Funding SAP Funding VMWare
  • 8. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. SaaS Program AWS SaaS Factory AWS SaaS Validation AWS SaaS Accelerate
  • 9. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. AWS SaaS Factory Goals Build - Construct and deliver content that addresses and tackles key SaaS architecture and design considerations Guide – Capture and shape SaaS architecture and business strategy, aligning to AWS and industry best practices Optimize – Validate and refine existing SaaS solutions, optimizing scale, agility, cost, and operational efficiency Accelerate – Add focused scale and efficiency that accelerates SaaS adoption Connect – Orchestrate access to qualified consulting partners, technology partners, professional services, and service teams to address specific project needs. GUIDE BUILD CONNECTACCELERATE OPTIMIZE
  • 10. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. AWS SaaS Accelerate Program Benefits 1. Use of AWS branding to demonstrate solution validation 2. Eligibility for promotional AWS Credits 3. Engagement and alignment with APN Consulting Partners 4. Marketplace GTM support 5. Engagement and alignment with the AWS Sales Org https://aws.amazon.com/partners/saas/ https://aws.amazon.com/partners/saas-on- aws/technical-enablement/ Requirements 1. Partner is an Advanced+ Tier APN Partner 2. Partner’s SaaS Product is in GA, running on AWS, and has passed the SaaS Readiness Validation 3. Product has at least four customer references 4. Partner has a business and GTM plan for their SaaS Product 5. Partner has solution collateral for the AWS Field 6. Partner has either a SaaS Listing on AWS Marketplace, and/or partner can provide per customer AWS revenue
  • 11. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. AWS Solution Provider Program Additional INCENTIVES for new business Rewarding TECHNICAL CAPABILITIES Flexible CONTRACTS AND SUPPORT PLANS The AWS Solution Provider Program enables APN Consulting partners to sell, service, bill, and support AWS Services to both commercial and public sector end customers.
  • 12. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. AWS Solution Provider Program Benefits • A path to 12 % discount on AWS Services • 3% discount on Internal use • 10% discount on Market place purchases https://aws.amazon.com/partners/solution-provider/ Requirements • APN Consulting Partner At A Minimum Of Standard Tier • Managed Service Providers • With at least 1 Competency • Minimum Monthly AWS Revenue Contribution of US$50k
  • 13. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Key Action for Today Get to know your Partner Team Resources Partner Development Manager (PDM) Partner Sales Development Manager (PSDM) Partner Solutions Architect (PSA) Ahim Kho Head of Partner EcoSystem, HK & T Michael Aghataher PDM - GSI Nikko Xing PDM – Telco Partners Abby Tang PDM – Technology Partners Clovis Ng PDM – Consulting PartnersSunny Wong PDM – SME & Longtail Ridge Xu PSA Anson Shen PSA Stephen Leung PSDR
  • 14. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Thank You ! Clovis Ng Partner Development Manager Tel: 25971562 Mobile/WhatsApp: 94365428 WeChat: clovis5428 Email: clovisng@amazon.com