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AWS Chicago user group talk by Adam Dillman, "Navigating the APN: The good, the bad, and the ugly"

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"Navigating the APN: The good, the bad, and the ugly" -Adam Dillman, Managing Partner at Uturn Data Solutions

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AWS Chicago user group talk by Adam Dillman, "Navigating the APN: The good, the bad, and the ugly"

  1. 1. Navigating the APN “The Good, the Bad, and the Ugly” Adam Dillman, Managing Partner
  2. 2. Agenda -Introduction -What is the APN? -APN Programs -Differentiation -Why do you care?
  3. 3. AWS Partner Network (APN) For APN Partners The AWS Partner Network (APN) is the global partner program focused on helping APN Partners build a successful AWS-based business by providing you with valuable business, technical, and marketing support.
  4. 4. AWS Partner Network (APN) For AWS Customers The APN further enables AWS Customers to identify high-quality APN Partners who deliver value-added services and solutions on AWS through specific APN Partner Programs and go-to-market (GTM) opportunities.
  5. 5. APN Partner community APN Consulting Partners IT Consulting System Integration Application Development Manages Services APN Technology Partners Software Operating Systems Databases Hardware
  6. 6. 10,000+ New APN Partners in 2017 50-160%+ Yo Y G r o w t h Top 50 Managed ISV Partners 90%+ 60% APN Partners Headquartered Outside U.S. APN Partners: by the numbers 100%+ Yo Y G r ow t h AWS MSP & Competency Partners 50-160%+ Yo Y G r o w t h Top 50 Managed ISV Partners 90%+ Fortune 100 using APN Partners 90%+50-160%+ Yo Y G r o w t h Top 50 Managed ISV Partners 60% APN Partners Headquartered Outside U.S.
  7. 7. Technology Partners APN Technology Partners provide software solutions that are either hosted on, or integrated with, the AWS platform. Technology Partners include Independent Software Vendors (ISVs), SaaS, PaaS, developer tools, management and security vendors.
  8. 8. Consulting Partners APN Consulting Partners are professional services firms that help customers of all sizes design, architect, build, migrate, and manage their workloads and applications on AWS.
  9. 9. Selec t Tier Advanc ed Tier R egis ter ed Represent an APN Partner’s maturity in their AWS practice & journey The APN Program tiers… Provide access to various APN Programs and benefits APN Technology Partner - Program tiers
  10. 10. Selec t Tier Advanc ed Tier R egis ter ed Represent an APN Partner’s maturity in their AWS practice & journey The APN Program tiers… Provide access to various APN Programs and benefits APN Consulting Partner - Program tiers Pr e mie r Tie r
  11. 11. Why become and APN Partner? • Gain Credibility by leveraging the AWS brand, known for innovation, customer centricity and the pace of innovation. • Deliver more Innovation with the constantly evolving portfolio of ground breaking AWS technology and services. • Highlight your Expertise with APN Programs and differentiate your business practice with customers. • Carve your APN Partner Journey based on your business focus area and capabilities. • Get an assigned Partner Manager who will contact you within 1 business day of signing up. • Increase Visibility to AWS field team and AWS customers and take advantage of sales opportunities. • Customize and Sell your Solutions through AWS Marketplace, a digital catalogue for AWS customers. • Maximize Opportunities by collaborating and sharing resources, knowledge, and experience with the community. • Save time, save money, and get the tools and resources you need to reach customers and respond quickly to customer issues.
  12. 12. The APN Partner journey Continue to expand, discover, and deliver exceptional practices & solutions on AWS Build & Develop Grow Market Differentiate
  13. 13. Build & Develop Contact Center End User Computing Blockchain Machine Learning Financial Services Microsoft Workloads Migration DevOps Database Services Serverless IoT High Performance Computing
  14. 14. Build & Develop
  15. 15. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark APN Programs & Resources Differentiate
  16. 16. Consulting Partner Programs • Competency Program • Managed Service Program • Service Delivery Program • Navigate Program • AWS Well-Architected Partner Program • Training Program • Public Partner Program • Public Sector Partner Transformation • AWS Marketplace Channel Program
  17. 17. Technology Partner Programs • Competency Program • Navigate Program • Database Ready Program • AWS Device Qualification Program • AWS Marketplace • Public Sector Partner Program • Public Sector Partner Transformation • AWS Direct Connect Program • AWS Training Partner Program
  18. 18. Existing client base of customers Currently maintain billing with customers Ability to manage an ongoing relationship with customers Managed Service Providers Systems Integrators Professional Services Firms Interactive Agencies Public Sector Contract holders Ideal Candidates Differentiate
  19. 19. Enables APN Consulting partners to sell, service, bill, and support AWS Services to both commercial and public sector end customers Program Highlights Provide Services such as: Application Development Account Creation & User Management Ongoing Managed Services Customer Support Optimization Differentiate
  20. 20. Business Marketing Enablement benefits Partner enablement toolkit Program onboarding & operation trainings Placement in Partner Solutions Finder as an AWS Solution Provider Designated AWS Solution Provider badge Press release and marketing content support License rights to resell AWS to end customers Business planning support Partner Solutions Architect support Differentiate
  21. 21. APN Partners with a proven track records of delivering specific AWS services to customer. Allows APN Partners to differentiate themselves by showcasing to AWS customers and sellers areas of specialization Ideal Candidates Differentiate
  22. 22. Amazon API Gateway Amazon Aurora Amazon CloudFront Amazon EMR Amazon Kinesis Amazon RDS Amazon Database Migration Service AWS Lambda AWS Server Migration Service AWS GovCloud (US) Amazon DynamoDB Amazon Redshift AWS WAF AWS Service Catalog AWS Systems Manager Differentiate Amazon EC2 for Windows AWS CloudFormation AWS Config Database Services Compute Services Content Delivery Services Security Services Serverless Computing Services Analytics Services Management Tools GovCloud (US) Skill Program Internet of Things IoT Analytics AWS Greengrass IoT Core
  23. 23. Exclusive roadmap reviews Business Marketing Enablement benefits Exclusive AWS service team access Exclusive workshops for AWS Service Delivery Partners Designation on Partner Solutions Finder as an AWS Service Delivery Partner Use of AWS Service Delivery badge in marketing tools Eligibility for Partner logo to be featured on AWS product pages Differentiate
  24. 24. APN Partners who can demonstrate technical proficiency Ideal Candidates APN Partners with proven customer success in specialized solution areas Differentiate
  25. 25. G o v e r n m e n t E d u c a t i o n F i n a n c i a l S e r v i c e s H e a l t h c a r e L i f e S c i e n c e s M a r k e t i n g & C o m m e r c e D i g i t a l M e d i a S t o r a g e D e v O p s S e c u r i t yI o T M o b i l e M i g r a t i o n D a t a & A n a l y t i c s M a c h i n e L e a r n i n g N e t w o r k i n g S A PO r a c l e W i n d o w s Industry Solution Workload N o n p r o f i t Differentiate I n d u s t r i a l S o f t w a r e C l o u d M a n a g e m e n t T o o l s C l o u d M a n a g e m e n t T o o l s C o n t a i n e r s
  26. 26. Selective eligibility to customer opportunities Business Marketing Enablement benefits Selective eligibility for AWS competency subject matter webinars Preferred access to market development funds Designation on AWS Website and Partner Solutions Finder Use of AWS Competency badge in marketing tools Selective eligibility for inclusion in APN Partner spotlights Preferred access to AWS private betas Preferred access to AWS roadmap briefings from AWS service team Differentiate
  27. 27. Learn More: As a global growth program, the AWS Public Sector Partner Program offers support and differentiation for APN Partners around the world that serve government, education, and nonprofits entities. Government Education Non-profit aws public sector partner program Differentiate
  28. 28. Pillars of Well-Architected Performance Efficiency Cost Optimization ReliabilityOperational Excellence Security Partner Program
  29. 29. Bottom line: Differentiation matters
  30. 30. Sell The APN Customer Engagements (ACE) Program provides APN Partners with the resources, tools, sales, and technical support they need to drive successful engagements with AWS customers.
  31. 31. Eligibility to receive AWS Sourced leads & opportunities Marketing Enablement Technical & compliance support from AWS experts AWS Compete Team Support on eligible, validated opportunities benefits Introduction to an AWS Sales Rep on validated opportunities Dynamic Lead Sharing URL when featured in Blog Posts & Public Customer References Business Sell ACE Program guides & resources in 9 different languages Eligibility for Partner Opportunity Acceleration (POA) funding
  32. 32. Partner Opportunity Acceleration (POA)
  33. 33. Partner Opportunity Acceleration (POA) Accelerate customer onboarding of enterprise workloads to AWS and accelerate partner led sales cycle (revenue & opportunity conversion) Enable qualified APN Partner Led customer projects to production via Proof-of Concepts and/or Migration Acceleration Launch customer wins and secure reference accounts for APN Partners and AWS to promote AWS benefits for the enterprise Grow
  34. 34. Partner Opportunity Acceleration (POA) Cash available to Partner Led opportunities to offset partner professional services with target AWS workloads for qualified customers – Paid after completion of project Or AWS Promotional Credits as free usage to offset AWS usage for project dev/test (POCs) and/or usage for running parallel environments (Migrations) – Provided prior to project start Funding exclusively for Microsoft workloads Grow
  35. 35. “The Good, the Bad, the Ugly” Partners The Good… • Improving • Visibility (worldwide) The Bad… • Under resourced • Program Management lacking The Ugly… • Partner Finder • APN Portal Customers The Good… • Excellent for vetting partners • Increasingly domain focused The Bad… • Not always current The Ugly… • Integration needs works