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Building a Transformational Partner Business for
the Enterprise
Stephen Orban, Head of Enterprise Strategy
Nick Walton, Head of Enterprise Sales
Amazon Web Services
Websites
Productio
n
Workload
s
Material
Workload
s
Complexity
Value
All-­‐in
Digital
Dev/Test
Enterprise	
  Applications
Storage
Big	
  Data	
  &	
  Analytics
Client	
  
Computing
Typical Enterprise Adoption Path
Complexity
Value
All-­‐in
Digital
Dev/Test
Enterprise	
  Applications
Storage
Big	
  Data	
  &	
  Analytics
Client	
  
Computing
Typical Enterprise Adoption Path
AWS Business Momentum
0%
0%
0%
0%
16%
0%
0%
0%
34% 34%
0%
0%
34% 34% 34%
0%
14% 14% 14% 14%
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
“the rapid growth of AWS's business means that
sales capacity is insufficient to consistently satisfy
prospective customers who need consultative sales”
Gartner 2014
Relationshi
p
• Account
Executiv
e
• Principal
AWS
Partners
• Strategy
partners
• Applicati
on
AWS
Specialist
Pre-Sales
• Security
&
Complia
Consulting/
Training
• Technical
Account
Manager
• Professio
The Enterprise Engagement
Enterprise Success – Leading Indicators
The Enterprise CIO Agenda

Partnering with the top IT executive
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
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
CIO Solar System
CIO
Background
Existing
Legacy
Tenure
Staffing
Strategy
Company
Financials
Enterprise IT
Map
Security
Posture
Exec Team
Let’s talk about the CIO…
The CIO is a business executive.
IT is their contribution to the business.
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
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?
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
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
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
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
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
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
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
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
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
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
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
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
The CIO’s background
Provides clues to their motivations
• Developer
• Infrastructure
• Finance
• Business
• Tenure (next)
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
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
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?
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
Each customer journey is unique, but here’s what we
see along the way…
Each customer journey is unique, but here’s what we
see along the way…
Executive
Sponsorship
Educate Staff
Each customer journey is unique, but here’s what we
see along the way…
Executive
Sponsorship
Experiment
Educate Staff
Each customer journey is unique, but here’s what we
see along the way…
Executive
Sponsorship
Experiment
Educate Staff
Each customer journey is unique, but here’s what we
see along the way…
Executive
Sponsorship
Making it Real
Each customer journey is unique, but here’s what we
see along the way…
Executive
Sponsorship
Experiment
Educate Staff
Making it Real
Engage
Partners
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
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
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
Building a Transformational Partner Business for the Enterprise – Stephen Orban and Nick Walton

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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
  • 3. Complexity Value All-­‐in Digital Dev/Test Enterprise  Applications Storage Big  Data  &  Analytics Client   Computing Typical Enterprise Adoption Path
  • 4. Complexity Value All-­‐in Digital Dev/Test Enterprise  Applications Storage Big  Data  &  Analytics Client   Computing Typical Enterprise Adoption Path
  • 6. 0% 0% 0% 0% 16% 0% 0% 0% 34% 34% 0% 0% 34% 34% 34% 0% 14% 14% 14% 14% 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
  • 8. Relationshi p • Account Executiv e • Principal AWS Partners • Strategy partners • Applicati on AWS Specialist Pre-Sales • Security & Complia Consulting/ Training • Technical Account Manager • Professio The Enterprise Engagement
  • 9. Enterprise Success – Leading Indicators
  • 10. The Enterprise CIO Agenda
 Partnering with the top IT executive
  • 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
  • 34. Each customer journey is unique, but here’s what we see along the way…
  • 35. Each customer journey is unique, but here’s what we see along the way… Executive Sponsorship
  • 36. Educate Staff Each customer journey is unique, but here’s what we see along the way… Executive Sponsorship
  • 37. Experiment Educate Staff Each customer journey is unique, but here’s what we see along the way… Executive Sponsorship
  • 38. Experiment Educate Staff Each customer journey is unique, but here’s what we see along the way… Executive Sponsorship Making it Real
  • 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