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Leveraging AWS Partner Network (APN) Resources

In this session we walk through how the AWS Partner Network (APN) helps build your AWS business and serve your customers. We will highlight the various programs and marketing tools you can use to acquire and retain new AWS customers. We will also provide you detailed insight into our Training and Certification offerings available to partners.

Leveraging AWS Partner Network (APN) Resources

  1. 1. Leveraging AWS Partner Network (APN) Resources Dorothy Copeland WW Partner Program Manager Amazon Web Services
  2. 2. Agenda • AWS Global Partner Programs • Best Practices in the AWS Partner Ecosystem • 2015 New and Key Partner Resources • How do I Get Started and do more with AWS?
  3. 3. AWS Global Partner Programs
  4. 4. Trends in the AWS Partner Ecosystem Partners are: • AWS Partners nearly doubled • Growing their AWS offerings quickly Enterprises are: • Asking for Managed Services for AWS • Increasingly Deploying SaaS Software • Using AWS Marketplace software for production
  5. 5. Provide: • Software • Databases • OS and tooling solutions Provide: • Professional services • AWS integration, migration, managed services Technology Partners Consulting Partners
  6. 6. Premier Advanced Standard Registered Delivery Model ExpertiseExperiencePartner Type Your Roadmap: AWS Global Partner Programs Channel Programs MSP Program SaaS Program Competency Program Government Program Test Drive AWS Marketplace Consulting Technology GTM Resources Go-To-Market Partner Network
  7. 7. APN Benefits for Partners Education and Enablement – On-Demand Sales and Technical Trainings & Accreditations – APN Webcast – Solution Architect Office Hours – AWS QuickStarts – Subsidized Training – ProServe Bootcamp Training – Product Development Credits – Named Solution Architect – 10 Days Free AWS ProServe Marketing and Go-to-Market – Syndicated Web Content – Email Marketing Platform – Listing in the AWS Directory – Use of the APN logo – Listing in the AWS Directory – Marketing Development Funding – Demand Generation Campaigns – AWS Written Case Study – Proof-of-Concept Credits/Funding – Named Partner Manager
  8. 8. Partner Programs for Consulting Partners Premier Advanced Standard Registered Partner Network AWS Certifications AWS Accreditations AWS Revenue Customer References APN Competency AWS Security Best Practices Managed Services Provider Program APN Competency Program Channel Reseller Program APN Tiers APN Requirements AWS Test Drive
  9. 9. Partner Programs for Technology Partners Advanced Standard Registered Partner Network AWS-based Solutions in General Availability Customer References Technical Validation of Solution AWS Security Best Practices APN Competency Program APN Tiers APN Requirements SaaS Partner Program AWS Test Drive AWS Marketplace
  10. 10. • Validates Partners with Proven Workload and Vertical Capabilities • Differentiates APN Partners to AWS Customers • Validated based on: • Customer success, AWS Certifications, technical readiness, AWS product or practice review, customer references APN Competency Program For Consulting & Techno Partners
  11. 11. Current APN Competencies Digital media Storage Life sciences Healthcare SAP Oracle Big data Microsoft
  12. 12. Channel Reseller Program Validation Audit for all Partners in the Program • Enables qualified APN Consulting Partners to resell AWS services to both commercial and public sector AWS Customers • Ideal for Partners building value- added offerings on AWS • Partner handles billing, procurement, and support for their customers ForConsulting Partners “Being an AWS Channel Reseller enables us to establish an even closer partnership with our customers and deliver value to them by accelerating adoption of the services provided by AWS.“ - Cloudreach
  13. 13. AWS Managed Services Program For Consulting Partners offering Managed Services on AWS • Technical Enablement – Dev Ops Approach, Security, Customer Expectations • Business Enablement – Marketing and Go-to-Market Validation Audit to Qualify for the Program • Skilled at cloud infrastructure and application migration • Offer proactive monitoring, automation, and management of customer’s environment • Validation Checklist – call for action ForConsulting Partners “AWS is raising the bar on partners to ensure a consistent and rewarding customer experience” – 2nd Watch
  14. 14. Software-as-a-Service Program (Preview) Enables Partners to deploy on AWS in a SaaS Delivery Model Technical & Business Enablement • Apply on APN Portal Today • SaaS Reference Page on Portal • SaaS Webcasts • SaaS Program Office Hours • Creating a SaaS Partner Community to collaborate and share best practices ForTechnology Partners“By 2017, about 26.2% of all new business software purchases will be of service-enabled software.” - IDC “We are pleased to be one of the members of AWS’ SaaS Partner Program, which gives us access to tools and training to assist us in designing and delivering cloud-based applications.” - PegaSystems
  15. 15. Test Drive Program • Provides a private IT sandbox environment with preconfigured server based solutions • Customers can easily evaluate partner-designed Test Drives • Partners can extend Test Drives to POCs via Push to Pilot For Consulting & Techno Partners
  16. 16. Test Drive Program • Provides a private IT sandbox environment with preconfigured server based solutions • Customers can easily evaluate partner-designed Test Drives • Partners can extend Test Drives to POCs via Push to Pilot For Consulting & Techno Partners
  17. 17. AWS Marketplace • Marketplace for Partners to Deploy and Sell their AWS-based solutions • Easy for Customers to Find, Buy and Deploy Software on AWS • Consume Hourly, Monthly, Annual • Find Customer Solutions to deploy for your customers Over 685 software partners More than 2,100 product listings ForTechnology Partners
  18. 18. Interesting Partner Trends
  19. 19. Consulting Partner best practices Packaged service & solution offerings Fixed price migration Security as a service Consulting Partner collaboration
  20. 20. Consulting Partner best practices Packaged service & solution offerings Fixed price migration DevOps workshops Security as a service Consulting Partner collaboration
  21. 21. Interesting Consulting Partner Wins • Website Hosting for Time Inc’s media 60+ brands • More flexibility, scalability, lower-cost • Cloudreach provided technical and project management best practices and delivery • Energy Company planned divestiture • Nimbo helped them move 300 servers and 500 TB of data to AWS “This project was about speed to market and we completed the migration to the AWS Cloud in six months. It would have taken at least twice as long using physical servers.” - Hess
  22. 22. Technology Partner best practices Deploying SaaS on AWS Engaging consulting partners Taking a solution approach Promoting solutions with AWS
  23. 23. Technology Partner best practices Deploying SaaS on AWS Engaging consulting partners Taking a solution approach Promoting solutions with AWS All-in on AWS
  24. 24. Technology Partners and AWS • Developed a Deep Security Solution on AWS that is more secure than on premise • Growth of 2.5% weekly since deploying on AWS • Trend also uses AWS for complex test environments that has allowed them to improve their code • Delivery Models: AWS Test Drive, SaaS & AWS Marketplace “We’re understanding how things work at scale, because we have better visibility into how the service is behaving. This is something we could have never pulled off on our own, without the help of a partner like AWS.” “It’s easy to beat your existing security performance by working with AWS.”
  25. 25. 2015 Resources for Partners
  26. 26. APN Portal
  27. 27. Available to all Partners in the APN Portal Qualifies Partners for higher tiers Customer  Opportunities Opportunity Submission Tracking Customer Opportunity Registration
  28. 28. Available to all Partners in the APN Portal Qualifies Partners for higher tiers Customer  Opportunities Opportunity Submission Tracking Opportunity Status Tracking Customer Opportunity Registration
  29. 29. Available to all Partners in the APN Portal Qualifies Partners for higher tiers Customer  Opportunities Opportunity Submission Tracking Opportunity Status Tracking Customer Opportunity Registration
  30. 30. Available to all Partners in the APN Portal Qualifies Partners for higher tiers Customer  Opportunities Opportunity Submission Tracking Opportunity Status Tracking Customer Opportunity Registration
  31. 31. APN Webcast Business & Technical Topics: • AWS Technical 101 • AWS Architecture • Pricing AWS • Cloud Migration • AWS Storage • Saas Overview • SaaS Migration • APN Programs • Consulting Partner Benefits • Technology Partner Benefits • Go-to-Market with AWS Understanding
  32. 32. AWS Quick Start Reference Deployments • Highly Available Deployments • Incorporate SA best practices • Released Early to APN Members • Modular design • 196K Downloads, 15K Launches • Launched in all AWS regions • APN consulting partners quickly adopting MongoDB (New) SAP B1 (New) Cloudera SAP Hana Active Directory Exchange SharePoint SQL Server RD Gateway DSC
  33. 33. Consulting Partners: Building your Business on AWS Whitepaper

  34. 34. • AWS Grid – A lead-generating marketing platform for AWS-based campaigns • AWS Syndicated Content – Syndicated marketing content for your own website • AWS-Partner Joint Webinars – Connecting you with current and potential AWS customers Partner Marketing Tools
  35. 35. APN Partner Directory
  36. 36. Featuring APN Partners on our Website Product Pages APN Directory AWS Blog Solution Pages Vertical Market Pages APN Competency Pages Premier Tier Page Twitter
  37. 37. Let’s Get Started! “AWS gives startups the benefit of being able to operate at the resources that billion dollar companies have, but it also allows billion dollar companies like ourselves to be as nimble as a startup,.” - Infor
  38. 38. How do I get Started? aws.amazon.com/partners
  39. 39. Join us and Grow your AWS Businesses Register for the APN Learn about the Resources in the APN Portal Get AWS Trained, Accredited and Certified Deploy your AWS-based Solution/Service Apply for Standard+ APN Tiers List your company in the APN Directory Join APN Partner Programs Use our Go-To-Market Resources “It is a privilege to be working alongside one of the world’s most successful technology leaders. The team at AWS is passionate, enthusiastic, and always available to support their partners.” -Bulletproof Networks
  40. 40. APN FastTrack and Acceleration Training & Enablement MDF & Demand Gen/Leads POC, Demo & Free Trials ©2015, Amazon Web Services, Inc. or its affiliates. All rights reserved. Amazon Confidential.
  41. 41. APN FastTrack and Acceleration Training and Certification subsidy Free AWS usage for Solution Development and AWS Sandbox Partner GTM support Partner Marketing Partner Case studies Webinars AWS Lead Gen program AWS Test Drive POC tools, SA, ProServ and program resources Professional Services funding for POC and Migration Accelerators AWS Promotional Credits Free AWS usage to support customer trials Push to Pilot credits Training & Enablement MDF & Demand Gen/Leads POC, Demo & Free Trials ©2015, Amazon Web Services, Inc. or its affiliates. All rights reserved. Amazon Confidential.
  42. 42. Services Acceleration Program Limited Preview (May launch) – Database and big data with Redshift, RDS, and DynamoDB – Mobile later in 2015 • Credits and funding for large DB and big data opportunities • Enables AWS customers to quickly engage APN Partners for packaged proof-of-concept solutions Contact: aws-service-accel-pgm@amazon.com
  43. 43. Continue to Learn about New Offerings for Partners • APN Webpages • APN Blog • APN Twitter • Partner Success Stories • APN Webcast • APN Partner Summit – re: Invent
  44. 44. And Don’t Just Take Our Word for It… “It is a privilege to be working alongside one of the world’s most successful technology leaders. The team at AWS is passionate, enthusiastic, and always available to support their partners. As an AWS Premier Consulting Partner and AWS Managed Service Partner, we have enjoyed the recognition, support, and strengthened relationship with the AWS team.” – Bulletproof (Australia-based partner) “It’s been phenomenal working with AWS, in particular the AWS field teams who have been very easy to work with.” –Trend Micro

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