The document discusses strategies for building a transformational partnership with enterprises for AWS. It outlines typical enterprise adoption paths, with innovators initially wanting control and understanding before complexity increases. It then discusses the need for expanded sales capacity to meet customer demand. The rest of the document provides guidance on engaging with enterprise CIOs, including understanding their agenda, background, company financials, existing IT infrastructure, and key stakeholders. It also outlines common stages in an enterprise's adoption of AWS, from gaining executive sponsorship to establishing cloud-first standards.
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Building a Transformational Partner Business for the Enterprise – Stephen Orban and Nick Walton
1. Building a Transformational Partner Business for
the Enterprise
Stephen Orban, Head of Enterprise Strategy
Nick Walton, Head of Enterprise Sales
Amazon Web Services
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3% 3% 3% 3% 3%
Enterprise Adoption of AWS
We are here
Innovators & Early Adopters
• Want absolute control
• Mitigate risk through understanding
• Like being under the hood
• Build solutions
• Discover outcomes
The Majority
• Want to consume solutions
• Minimise the operational burden
• Want to buy outcomes
• Off load risk
• Security out-of-the-box
Laggards
• We’ll get to them later
7. “the rapid growth of AWS's business means that
sales capacity is insufficient to consistently satisfy
prospective customers who need consultative sales”
Gartner 2014
11. My history as an IT Executive
Various
leadership
positions CTO & Co-Founder
Head of
Enterprise
StrategyCIO, CTO
2001-2008
2008-2012
2012-2014
2014-current
12. My history as an IT Executive
Various
leadership
positions CTO & Co-Founder
Head of
Enterprise
StrategyCIO, CTO
2001-2008
2008-2012
2012-2014
2014-current
14. Let’s talk about the CIO…
The CIO is a business executive.
IT is their contribution to the business.
15. The CIO is a business executive
• Mission is to solve problems for
the business, not buy technology
• They became a CIO through hard
work, ambition, and help
• Partners understand and listen
• Partners help them solve
problems and make them
successful
16. Executive team
Understand executive team motivations, influence,
and pressures put on CIO
• Where does CIO report?
• Global or business unit matrixes?
• CEO - competition, innovation, costs
• CMO - BI, analytics, brand launches/microsites
• CFO - costs, opex vs. capex, the street
• CRO - product development/monetization
• Lieutenants in other departments, particularly Finance and
Marketing
• Where is there shadow IT?
17. Company financials
Never talk to an IT executive until you
understand their financial positioning
• Revenue/profit shrinking or growing
• Price sensitivity
• Public vs. private pressures are different
• IT budget will range from 2-10% of revenue,
product development is a wild card
18. Staffing strategy
Never talk to an IT executive until you
understand their staffing strategy
• Size of staff, how they’re organized
• Staff as a percentage of IT budget (multiply
by $120,000-$180,000 depending on size of
industry/location)
• Propensity to outsource
19. IT map - Traditional IT
E-mail, Productivity,
Collaboration, HR,
Finance, ERP
Desktop Support, Device
Management, Telephony,
IT Support
Information Security, CISO Encryption, Key Management, Identity
Management, Firewalls, IDS, DDoS
Business Applications
CTO/VP Applications
Digital Products, Brand
Websites, Mobile
Applications, Point of Sale
Systems, Commerce
Corporate Applications
CIO/VP Corp Systems
End User Computing
VP IT Support
Infrastructure, VP Infrastructure Servers, Storage, Networking, Databases,
Data Warehousing, Data Centers
20. IT map - Traditional IT
E-mail, Productivity,
Collaboration, HR,
Finance, ERP
Desktop Support, Device
Management, Telephony,
IT Support
Information Security, CISO Encryption, Key Management, Identity
Management, Firewalls, IDS, DDoS
Business Applications
CTO/VP Applications
Digital Products, Brand
Websites, Mobile
Applications, Point of Sale
Systems, Commerce
Corporate Applications
CIO/VP Corp Systems
End User Computing
VP IT Support
Infrastructure, VP Infrastructure Servers, Storage, Networking, Databases,
Data Warehousing, Data Centers
21. IT map - Traditional IT with AWS
Amazon WorkMail,
Amazon WorkDocs, AWS
Marketplace, AWS
Directory Service, SaaS
Amazon WorkSpaces, Amazon
AppStream, AWS Marketplace,
AWS Mobile Services, SaaS
Information Security, CISO
AWS Identity and Access Management (IAM),
AWS CloudHSM, AWS Key Management
Service (AWS KMS), Security Groups, AWS
Marketplace
AWS Elastic Beanstalk,
AWS Lambda, Amazon SQS,
Amazon SNS, Amazon Mobile
Analytics, Amazon CloudFront
Corporate Applications
CIO/VP Corp Systems
End User Computing
VP IT Support
Infrastructure, VP Infrastructure
Amazon EC2, Amazon S3, Amazon RDS, Amazon
VPC, Amazon Direct Connect, Directory Service, IAM,
AWS Service Catalog
Business Applications
CTO/VP Applications
22. IT map - Traditional IT with AWS
Amazon WorkMail,
Amazon WorkDocs, AWS
Marketplace, AWS
Directory Service, SaaS
Amazon WorkSpaces, Amazon
AppStream, AWS Marketplace,
AWS Mobile Services, SaaS
Information Security, CISO
AWS Identity and Access Management (IAM),
AWS CloudHSM, AWS Key Management
Service (AWS KMS), Security Groups, AWS
Marketplace
AWS Elastic Beanstalk,
AWS Lambda, Amazon SQS,
Amazon SNS, Amazon Mobile
Analytics, Amazon CloudFront
Corporate Applications
CIO/VP Corp Systems
End User Computing
VP IT Support
Infrastructure, VP Infrastructure
Amazon EC2, Amazon S3, Amazon RDS, Amazon
VPC, Amazon Direct Connect, Directory Service, IAM,
AWS Service Catalog
Business Applications
CTO/VP Applications
23. IT map - A cloud-first tomorrow
Information Security, CISO
Business Applications
CTO/VP Applications
DevOps, VP DevOps
Corporate Applications
CIO/VP Corp Systems
End User Computing
VP IT Support
Amazon WorkMail, Amazon
WorkDocs, AWS Marketplace,
AWS Directory Service, SaaS
Amazon WorkSpaces, Amazon
AppStream, AWS Marketplace,
AWS Mobile Services, SaaS
AWS Identity and Access Management (IAM),
AWS CloudHSM, AWS Key Management
Service (AWS KMS), Security Groups, AWS
Marketplace
AWS Elastic Beanstalk,
AWS Lambda, Amazon SQS,
Amazon SNS, Amazon Mobile
Analytics, Amazon CloudFront
Amazon EC2, Amazon S3, Amazon RDS, Amazon
VPC, Amazon Direct Connect, Directory Service, IAM,
AWS Service Catalog
24. IT map - A cloud-first tomorrow
Information Security, CISO
Business Applications
CTO/VP Applications
DevOps, VP DevOps
Corporate Applications
CIO/VP Corp Systems
End User Computing
VP IT Support
Customers need partners to get there
Amazon WorkMail, Amazon
WorkDocs, AWS Marketplace,
AWS Directory Service, SaaS
Amazon WorkSpaces, Amazon
AppStream, AWS Marketplace,
AWS Mobile Services, SaaS
AWS Identity and Access Management (IAM),
AWS CloudHSM, AWS Key Management
Service (AWS KMS), Security Groups, AWS
Marketplace
AWS Elastic Beanstalk,
AWS Lambda, Amazon SQS,
Amazon SNS, Amazon Mobile
Analytics, Amazon CloudFront
Amazon EC2, Amazon S3, Amazon RDS, Amazon
VPC, Amazon Direct Connect, Directory Service, IAM,
AWS Service Catalog
25. IT map - A cloud-first tomorrow
Information Security, CISO
Business Applications
CTO/VP Applications
DevOps, VP DevOps
+30%
added to
customers’
business
Corporate Applications
CIO/VP Corp Systems
End User Computing
VP IT Support
Customers need partners to get there
Amazon WorkMail, Amazon
WorkDocs, AWS Marketplace,
AWS Directory Service, SaaS
Amazon WorkSpaces, Amazon
AppStream, AWS Marketplace,
AWS Mobile Services, SaaS
AWS Identity and Access Management (IAM),
AWS CloudHSM, AWS Key Management
Service (AWS KMS), Security Groups, AWS
Marketplace
AWS Elastic Beanstalk,
AWS Lambda, Amazon SQS,
Amazon SNS, Amazon Mobile
Analytics, Amazon CloudFront
Amazon EC2, Amazon S3, Amazon RDS, Amazon
VPC, Amazon Direct Connect, Directory Service, IAM,
AWS Service Catalog
26. Enterprise IT map - Considerations
• AWS can fit in anywhere - always be piloting.
AWS can help you (i.e. POC programs)
• Know where security reports
• How centralized is infrastructure
• How much autonomy do application groups
have
• Duplicated application teams will probably mean
more autonomy
27. Enterprise IT map - Infrastructure
• Key long term relationship
• DevOps or cloud division?
• Sentiment on existing private cloud?
Where are supporters?
• Win them over, carefully call out blockers to
CIO
28. Enterprise IT map - Identify key lieutenants
• Determine where most time needs to be spent:
• VP’s <$1B revenue
• Directors $1B+ revenue
• Who does CIO trust?
• Look for up and coming stars
• Have something new and meaningful when
going to CIO
• When possible, get lieutenants to advocate
29. The CIO’s background
Provides clues to their motivations
• Developer
• Infrastructure
• Finance
• Business
• Tenure (next)
30. The CIO’s tenure
Provides clues to their appetite
for change
• Tenure with company
• In the CIO role at that company
• In the CIO role
31. The CIO’s tenure
Provides clues to their appetite
for change
• Tenure with company
• In the CIO role at that company
• In the CIO role
A newly minted CIO will be looking to
make their mark
32. Existing legacy
The older the company, the more legacy
concerns and the longer their journey
• 70’s-80’s – mainframes
• 90’s – heavy licensing and client server
• 00’s – outsourcing and frameworks
• 10’s – SaaS
When was the last big transformation?
Was it successful?
33. Far better security posturing in the cloud than on-premises
AWS Security
approach
Size of AWS Security
team
Visibility
PEOPLE & PROCESS
SYSTEM
NETWORK
PHYSICAL
Security
39. Each customer journey is unique, but here’s what we
see along the way…
Executive
Sponsorship
Experiment
Educate Staff
Making it Real
Engage
Partners
40. Each customer journey is unique, but here’s what we
see along the way…
Executive
Sponsorship
Experiment
Educate Staff
Making it Real
Cloud Center of
Excellence
Engage
Partners
41. Each customer journey is unique, but here’s what we
see along the way…
Executive
Sponsorship
Experiment
Educate Staff
Making it Real
Cloud Center of
Excellence
Hybrid
Adoption
Engage
Partners
42. Each customer journey is unique, but here’s what we
see along the way…
Executive
Sponsorship
Experiment
Educate Staff
Making it Real
Cloud Center of
Excellence
Hybrid
Adoption
Cloud-First
Standard
Engage
Partners