This document provides information about the AWS Partner Network (APN) and AWS Marketplace. It describes that the APN has over 8,000 partners worldwide in consulting and technology roles. It outlines the various APN programs and benefits for partners, including training, marketing support, sales enablement tools, and opportunities to promote solutions. The document also describes AWS Marketplace as an app store for AWS where partners can sell their software. It notes the benefits of AWS Marketplace for partners, such as access to customers, reduced sales cycles, and automated software deployment. Case studies are presented showing how partners like 2nd Watch and Digital Reasoning have used AWS Marketplace.

1. © 2014 Amazon.com, Inc. and its affiliates. All rights reserved. May not be copied, modified, or distributed in whole or in part without the express consent of Amazon.com, Inc.
AWS Partner Network
Dorothy Copeland, Partner Programs Leader

2. AWS Partner Network
8000+ Partners around the World

3. AWS Global Partner Ecosystem
Consulting Partners
• Systems Integrators
• Strategic Consultancies
• Resellers & Distributors
• Application Developers
• Managed Services
Providers
• Digital Agencies
Technology Partners
• ISV & Application Vendors
• Security & Management
• SaaS/PaaS Providers
• Management and Security
Vendors
• Operating System Vendors
• Database Vendors
• Developer Tools

4. Broad Ecosystem of Consulting Partners

5. Broad Ecosystem of Technology Partners

6. APN Partner Portal
• Track AWS Success in
your Partner Scorecard
• Access On-Demand
Partner Training
• Receive Marketing and
Demand Gen. Support
• Contact AWS Alliance
Team and SA’s
• Download Partner Content
Tools and content for partners to grow their business on AWS.

7. Partner Training
• Free Technical and Business on-line
training for Partners
• Earn AWS Business & AWS
Technical Professional Accreditation
• Receive Partner-only discounts on
Instructor-Led AWS Tech Training
• Attain AWS Certification through the
Global AWS Certification Program
Partners access partner training offerings through the APN Portal.

8. Educational Webinars for Partners
• Webinars conducted by AWS
Solution Architects, Partner
Managers and marketing teams
• April content incudes:
 AWS Partner Opportunity for Media & Entertainment
 AWS Platform for BigData
 Backup and Disaster Recovery on AWS
 Implementing Active Directory Domain Services in the
AWS Cloud
 Oracle on AWS
 Executing Marketing Campaigns with AWS Grid
 Overview of all new Services featuring IAM
 Choosing the Right Cloud-based Database
 Web Applications on AWS
 Multi-Capabilities of Direct Connect - Multi-region and
Multi-Account Technical Overview

9. • Search from a repository of
partner-focused content:
– Technical Whitepapers
– Videos from AWS &
Partner Events
– Business Presentations
– Product & Service
Overviews
Technical, Business and Marketing Content for Partners
Partner Content

10. AWS Grid
• Professionally designed
multi-touch campaigns
• Access deep reporting on
how your lead prospects
interact with campaigns
• Surface the highest quality
leads and learn what
interests a potential client
With AWS Grid, Partners are able to create jointly branded websites with AWS and execute
turn-key email demand generation campaigns in minutes.

11. AWS Partner Directory
The AWS Directory is a valuable tool for partners who wish to promote their products and
professional services offerings to prospective AWS customers.
• 40,000 Customers per month
find Partners in the AWS
Partner Directory
• Highlight Technology Solutions,
Marketplace Products, Case
Studies
• Increased Prominence to
Advanced Partners

12. APN Programs
Authorized Training
Partner Program
Marketplace Partner
Program
AWS Test Drive
for Partners
Government Partner
Program
Direct Connect
Partners
APN Competency
Program
Channel Reseller
Program

13. APN Logos

14. APN Standard and Advanced Requirements
Requirements Standard Advanced
Products on AWS
>1 Product in Public
Beta
>1 Product in
General
Availability
Min. AWS Billings
(3 mo. avg.)
$1,000/
month
$25,000/
month
AWS Customer
References
2 4
AWS Support Developer Level Business Level
Requirements Standard Advanced
# AWS Trained
Technical Staff
2 5
# AWS Trained Sales
Staff
2 5
Min. AWS Billings
(3 mo. avg.)
$1,000/
month
$10,000/
month
# of AWS Customer
References
2 4
AWS Support
Developer
Level
Business
Level
Consulting Partners Technology Partners

15. AWS Partner Programs in a nutshell..
Play Video, please…

16. Getting Started as an AWS Partner
 Sign up for the AWS Partner Network
 Open an AWS Account
 Get Trained, Accredited & Certified
 Launch your own Test Drive
 Integrate and launch your solution on AWS
 Win some Customers
 Write some Case Studies with us
 Consulting Partners - AWS Channel Program
 Technology Partners - AWS Marketplace

17. Thank You!

18. © 2014 Amazon.com, Inc. and its affiliates. All rights reserved. May not be copied, modified, or distributed in whole or in part without the express consent of Amazon.com, Inc.
AWS Marketplace
Barry Russell, Head of Business Development

19. What we will cover today
• What is the AWS Marketplace?
• Announcing new products
• What is the value of selling on AWS Marketplace?
• How do partners use AWS Marketplace as a new sales channel?
• Customer Case Study: 2nd Watch
• Partner Case Study: Digital Reasoning, building and selling in cloud
• Easy steps to sell on Marketplace

20. What is AWS Marketplace?
AWS app store for business/IT software
• Broad selection, over 1400 listings
• Integrated AWS procurement and
payments
• Instant fulfillment, support of 1-Click and
CloudFormation
Software for Testing, PoC and Production
• IT and business titles for Enterprise
production workloads
• Free, limited, and enterprise versions of
titles – customer can perform a low cost
pilot, then migrate seamlessly to
production
• Customers of all sizes – F500 and SMB

21. Growth in the application store
• The number of products
available on AWS Marketplace
has increased 150% since
January 2013
• AWS Marketplace customers
stick around, hours of usage up
over 800% since Jan 2013
• Over 1400 products and growing 0
200
400
600
800
1000
1200
1400
Q4
'12
Q1
'13
Q2
'13
Q3
'13
Q1
'14
Software in Marketplace
Product Growth

22. Product Launches at the SF Summit
• Adobe Media Server
• Cisco Services Router
• Barracuda Spam Firewall
• Ansible Tower
• Fortinet FortiGate

23. What are the benefits for Partners?
• Access to hundreds of thousands of AWS Customers
• Hourly pricing and free trials remove risk for customers
and enable Partners to run PoCs
• Reduce sales cycles from months to weeks (or days)
• Provide software bits and a rate sheet – we will do the
rest
• On-board products to cloud in a matter of days, available
through a worldwide sales channel

24. AWS Marketplace: Sales Enablement
Enable a new sales channel for your sales teams and Channel Partners
and help your customers move to cloud.
Benefits:
• Custom reporting for sales compensation
• Access to AWS Solution Architects
• AWS Credits and funding for PoCs
• Partner with AWS Sales
• Accelerate sales cycle, close faster
• Funded customer testimonials (video and print)

25. Tools to Grow and Manage Your Business
Demand Gen
• Offer free software trial
up to 31 days
• SEM campaigns
• Landing Pages
• Webinars/Events
• Proof of Concepts
• Customer testimonials
Management Portal
• Track marketing ROI
by source or activity
• Verify customer
support eligibility
• Access data and
metrics for reporting
• Permission based
access
Automated
Communications
• Event driven email to
customers
• Customized by you for
each product
• Improve customer
experience
• Reduce churn

26. Personalized, automated, real-time communications
Event driven communications for
you to send to customers
through Marketplace
• Starting with a ‘welcome
email’ with your customized
message upon launch
• Improve new customer
deployment, decrease churn
• More automated
communications soon

27. A secure online portal for your organization to build and grow on AWS
Marketplace
• Verify customer support eligibility
• Access data and metrics through reporting
• Track demand generation effectiveness
• Access based on permissions you manage
See the tour at https://aws.amazon.com/marketplace/management/
AWS Marketplace Management Portal

28. Customer value and feedback
• 1-Click launch, no
procurement of
hardware and the
software launches pre-
configured for AWS
• Minutes for deployment,
instead of weeks or
months
• Vetted, tested, secure
and approved products
• Use your AWS account
to purchase
• Supports Invoice Billing
• See the charges for
software and AWS
services separately on
the bill
• Clear pricing for all
products, hourly and
monthly options, different
instance size and region
choices
• Tools to track your
purchases and control
usage
• Ability to scale software
up or down on-demand

29. • 2nd Watch (2W) is a member of the
AWS Partner Network (APN) and a
leading provider of full-service cloud IT
solutions
• Needed to find an application delivery
platform for its client, Adobe
• Used AWS Marketplace to rapidly
experiment with multiple software and
software editions, and finally to deploy
Citrix NetScaler for its client
AWS Marketplace Enables 2nd Watch to Quickly Experiment
with Multiple Application Delivery Platforms

30. © 2014 Amazon.com, Inc. and its affiliates. All rights reserved. May not be copied, modified, or distributed in whole or in part without the express consent of Amazon.com, Inc.
Digital Reasoning
Marten den Haring, SVP Product

31. Leader in Cognitive Computing
Enabling Automated Understanding of Human Communication
Your Data Our Analytics
Reduce Risk
Grow Revenue
Unstructured
+
Structured
Better
Outcomes
Knowledge
Discovery
+
Aggregation
+
Visualization
Digital Reasoning
Machine Learning Platform
US Intelligence Community & Financial Services
New York – London – DC - Nashville

32. PUBLIC
DATA
ENTERPRISE
DATA
AWS Marketplace
EC2 CLOUD & STOREFRONT
Digital Reasoning + AWS Marketplace
Cognition-as-a-Service
Data Cost Reach
Consumers
Front Office Back Office
Developers &
Data Scientists
 Sales
 Marketing
 Services
 HR & Finance
 Legal & Compliance
 R&D

33. Coming Soon on AWS Marketplace
Synthesys®
Cloud 2
• Supports new Data Formats: Email, RSS feeds, Bing
• Synthesys Glance, Digital Reasoning's application for
knowledge discovery
• Cloudera Impala for Real-Time Data Query
• Stackd.io for open source configuration management

34. Easy Steps To Sell on AWS Marketplace
Onboarding process:
• Register as a partner through aws.amazon.com/marketplace
• Upload product page details
• Submit AMI for testing
• Plan GTM activities with your PDM
• Start to finish in ~30 days or less
Questions? Visit Marketplace at the AWS Booth or contact us at:
aws-mp-bd@amazon.com

35. © 2014 Amazon.com, Inc. and its affiliates. All rights reserved. May not be copied, modified, or distributed in whole or in part without the express consent of Amazon.com, Inc.
AWS Marketplace
Barry Russell, Head of Business Development
Thank you!