In this session, we will cover how ISV and SI partners have successfully integrated their products with AWS and developed their sales and marketing strategy to transform their businesses. Learn best practices on how ISVs such as Infor have leveraged the global AWS platform and how to build a consulting practice around cloud enablement, the skills that are required, as well as examples of successful programs that have been delivered by AWS partners at F2000 clients and Public Sector accounts.

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Best Practices for Partnering with
AWS
Josh Hofmann, Principal Partner Development
Jeff Kratz, Principal Sales, WWPS
Scott Barneson, Sr. Mgr, Business Development March 26, 2014

2. Agenda
• Josh Hofmann: Building a consulting
business on AWS
• Jeff Kratz: Best practices for
public sector
• Scott Barneson: Best practices for
technology partners

3. Two Categories of Partners
Consulting Technology
• Consulting Partners
• Professional Services
• Value Added Resellers
• Software Partners
• Regardless of deployment model
• Regardless of license model

4. Four Tiers of Partners
Highest Requirements
Entry Level
Higher Requirements
Advanced
Standard
Registered Partner

5. AWS Consulting Partner Ecosystem at a Glance
AWS Platform Partner Ecosystem

6. Consulting Ecosystem Services – Infrastructure
Compute Storage
AWS Global Infrastructure
Database
App Services
Deployment & Administration
Networking
Managed ServicesManaged Service Providers &
AWS Resellers Offer Fully
Managed AWS Infrastructure
AWS Credential Management
Migration and Support
Billing

7. Consulting Ecosystem Services - Applications
Enterprise Applications
Consumer & Web Applications
Big Data & HPC
Back-up & Disaster Recovery
Compute Storage
AWS Global Infrastructure
Database
App Services
Deployment & Administration
Networking

8. 5 Reasons to Build an AWS Practice
1. It’s still early
2. Global Reach
3. Managed solutions are the future of professional services
4. AWS improves margins and team performance
5. Best practices are emerging

9. 1. It’s Still Early
• In 2013, we saw:
– Over 25M in funding go into our consulting
ecosystem
– Analysts at IDC predict that the market for
public cloud consulting would grow 10x faster
than overall IT professional services
– Enterprise customers going all in

10. 2. Global Reach

11. 3. Managed Solutions are Driving Significant Revenue

12. 4. AWS Improves Margins and Team Performance
Script your most common
project environments

13. 5. Best Practices are Emerging
• Find your niche and differentiate
• Understand AWS economics
• Consider an MSP strategy
• Invest in solution frameworks
• Build a methodology and select supporting tools
• Think big!

14. The Path to Thinking Big
Fixed Price
Assessment
50 – 100k
Revenue (per project)
100 – 250k
Initial App
Migration
Governance
Framework
Division Pilot
2 Year
Roadmap
250-500k 5 – 20M
Phased Data Center
Migration

15. Examples of Successful Partners
Remote Team
Core
Development
Team Extra
Development
Resources
Contractor Team
Large Energy company uses AWS to Develop Software Faster and
Cheaper

16. Examples of Successful Partners
Schneider Electric Leveraging AWS Hybrid Cloud
Use case: Company Intranets and DR

17. Examples of Successful Partners
Greyhound leverages Cap’s Cloud Orchestration Platform
Use case: Shipment Tracking Portal

18. Examples of Successful Partners
Qantas runs in flight analytics on AWS
Use case: Customer Care and Analytics

19. Examples of Successful Partners
Shire runs SAP Business Objects on AWS
Use case: SAP Business Objects

20. How To Get Started
• Register with the APN
• Get accredited for professional and technical
certifications
• Pick your areas of focus and write a business plan
• Build a POC using our free tier
• Migrate an internal app and start thinking about your
firm’s special sauce
• http://aws.amazon.com/partners/overview/consulting-
partner/

21. Public Sector
Jeff Kratz, Principal Sales, WWPS, AWS

22. Who are Public Sector Customers?
• Federal, National or Central Governments
• State & Local, Regional or Provincial Governments
• Higher Education and K-12 Education
• Non-Profits and Quasi-governmental Organizations
• Prime contractors serving Government and Education
• Serves the mission of government and education customers with
industry solution knowledge, enterprise computing experience and
the support of our public sector partner ecosystem.

23. Partner Success Opportunities in Public Sector
• Deliver consulting and
system integration
projects faster and with
lower operating expense
for Govt. customers
• Build a new managed
services annuity revenue
stream (ex: HED
storage)
• Redeploy your
government & education
software apps or
platform to AWS
• Capture new sales while
helping your customers
with tight budgets
• Path to meeting
“CloudFirst” mandates
• Win new projects by
proposing disruptive
cloud computing and
storage solutions
• Resell or Integrate AWS
services in combination
with your solutions
• Use Contract “Tech
Refresh” provisions to
get a head start

24. Partner Engagement in Public Sector
• Web site hosting
• Application hosting / SaaS scenarios
• High performance computing, batch data
processing, and large scale analytics
• Content Delivery & Media Distribution
• Internal IT distribution
• Storage, backup, and disaster recovery
• Development and test environments

25. AWS GovCloud Region
• Special region for U.S. Government and ecosystem
partner workloads
– De facto USG community cloud
• Customers/tenants: U.S. Persons only
– Special contract addendum
– Vetted for export control sanctions
– ITAR requirements and workloads optional
• AWS: all logical and physical access by U.S. Persons
only
– ITAR-compliant cloud environment enables
(but does not require) customer ITAR workloads
– Bi-annual ITAR audits
• Minor technical differences
– VPC-only region
– FIPS 140-2 certified endpoints for S3, APIs, and VPNs
Availability
Zone A
Availability
Zone B
GovCloud (OR)

26. Maximizing Your AWS Engagement
• Deliver solutions using the AWS GovCloud Region
• Leverage your knowledge of AWS Shared Security Model and
Government Accreditation processes (ex: FedRAMP)
• Use Solution Architect “Office hours” to address questions
• Participate in AWS Public Sector events that focus on government
and education customers (ex: June DC Symposium)
• Engage Capture Team for responding to bid/tender notices

27. Technology Partners
Scott Barneson, Senior Manager, Business Development, AWS
Brian Rose, Senior Vice President, Infor

28. Two Categories of Partners
Consulting Technology
• Consulting Partners
• Professional Services
• Value Added Resellers
• Software Partners
• Regardless of deployment model
• Regardless of license model

29. ISV Ecosystem

30. Partner Engagement
Technical Enablement Business Model Enablement
SupportJoint Go-To-Market
• Develop technical assets
(AMIs, CloudFormation)
• Architecture guidance
• Roadmap updates
• Beta participation
• License portability &
enforcement
• Cloud pricing
• Market expansion
• Programs!
• Demand generation
• Field engagement
• Content creation
• Events
• Certification
• Support statement
• What happens when a
customer calls?

31. Best Practices
Technical Enablement Business Model Enablement
SupportJoint Go-To-Market
• Assign resources
• Prioritize
• Get help (earlier is better)
• Declare your objective
• Experiment
• Think global
• One size does not fit all
• Assign resources
• Prioritize (start with what works)
• Think global
• Use “frustration free” packaging
• Listen to your customers
• Make it easy to
understand
• Take advantage of AWS
Premium Support

32. Programs? What programs?
• AWS Partner Network
• AWS Test Drive
• AWS Marketplace
• Free Trials
• Competencies

33. Programs? What programs?
• AWS Partner Network
• AWS Test Drive
• AWS Marketplace
• Free Trials
• Competencies

34. I know you you’ve seen this before!

35. Programs? What programs?
• AWS Partner Network
• AWS Test Drive
• AWS Marketplace
• Free Trials
• Competencies

36. Make it easy for people to experience the
power of your software.

37. Programs? What programs?
• AWS Partner Network
• AWS Test Drive
• AWS Marketplace
• Free Trials
• Competencies

38. Make it easy for people to discover and deploy
your software.

39. Programs? What programs?
• AWS Partner Network
• AWS Test Drive
• AWS Marketplace
• Free Trials
• Competencies

40. Help people get started without commitment.

41. Programs? What programs?
• AWS Partner Network
• AWS Test Drive
• AWS Marketplace
• Free Trials
• Competencies

42. Align your software with the Consulting
Partner ecosystem.

43. Did you see the keynote?

44. Copyright © 2014. Infor. All Rights Reserved. www.infor.com
Infor and AWS
The future of business software, delivered in the cloud

45. Copyright © 2014. Infor. All Rights Reserved. www.infor.com
Infor CloudSuite
2,000
customers
globally and
growing
12 million+
Users
Enterprise
Scalability
Secure
Healthcare
Manufacturing
Distribution
Automotive
Public Sector
Aerospace
Financial Services
Hospitality
Human Capital Mgt

46. Copyright © 2014. Infor. All Rights Reserved. www.infor.com
One unified solution from one provider
Deep Industry functionality
Beautiful and intuitive
Cost effective to maintain
Continuous innovation and upgrades
Speed of deployment
Exclusively offered on AWS
Infor CloudSuite - The Big Launch
The Power to Disrupt Business Software

47. Copyright © 2014. Infor. All Rights Reserved. www.infor.com
Infor CloudSuite – Partnering with
AWS - Solution Focus
Deep micro-vertical suites
CloudSuite Corporate (HCM & Financials)
Industry data & analytic platforms
Amazon web services
Archive to AWSRhythm Ecommerce & Engagement
ION multi-tenant middleware
Amazon Redshift Big Data
User experience (Ming.le, SoHo)
Test Drive
Open source stack
• PostgreSQL
• JBoss Application Server
• Linux
Infor toolings forAWS

48. Copyright © 2014. Infor. All Rights Reserved. www.infor.com
Infor CloudSuite – Leveraging AWS Tools

49. Copyright © 2014. Infor. All Rights Reserved. www.infor.com
Aggressive Joint Demand Generation
Steady PR & Promotional Activities
Charles Phillips Keynote-AWS Summit
March 26th in San Francisco
Strong Alliance Team Relationship
Global Infor CloudSuite Announcement-March 27th
Infor CloudSuite – Partnering with
AWS – Go to Market

50. Copyright © 2014. Infor. All Rights Reserved. www.infor.com
Infor + AWS
The future of business software,
delivered in the cloud

51. Next Steps
• If you haven’t yet, sign up as an APN partner
• Leverage AWS Programs
– AWS Marketplace
– Test Drives
– Competencies
– AWS GovCloud
– And more….
• Work hard. Have fun. Make history.

52. Thanks for your time