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Leveraging AWS Partner Network (APN) Resources
Dorothy Copeland
WW Partner Program Manager
Amazon Web Services
Agenda
• AWS Global Partner Programs
• Best Practices in the AWS Partner Ecosystem
• 2015 New and Key Partner Resources
• How do I Get Started and do more with AWS?
AWS Global Partner Programs
Trends in the AWS Partner Ecosystem
Partners are:
• AWS Partners nearly doubled
• Growing their AWS offerings quickly
Enterprises are:
• Asking for Managed Services for AWS
• Increasingly Deploying SaaS Software
• Using AWS Marketplace software for production
Provide:
• Software
• Databases
• OS and tooling solutions
Provide:
• Professional services
• AWS integration, migration,
managed services
Technology Partners Consulting Partners
Premier
Advanced
Standard
Registered
Delivery Model ExpertiseExperiencePartner Type
Your Roadmap: AWS Global Partner Programs
Channel Programs
MSP Program
SaaS Program
Competency
Program
Government
Program
Test Drive
AWS Marketplace
Consulting
Technology
GTM Resources
Go-To-Market
Partner
Network
APN Benefits for Partners
Education and Enablement
– On-Demand Sales and Technical
Trainings & Accreditations
– APN Webcast
– Solution Architect Office Hours
– AWS QuickStarts
– Subsidized Training
– ProServe Bootcamp Training
– Product Development Credits
– Named Solution Architect
– 10 Days Free AWS ProServe
Marketing and Go-to-Market
– Syndicated Web Content
– Email Marketing Platform
– Listing in the AWS Directory
– Use of the APN logo
– Listing in the AWS Directory
– Marketing Development Funding
– Demand Generation Campaigns
– AWS Written Case Study
– Proof-of-Concept Credits/Funding
– Named Partner Manager
Partner Programs for Consulting Partners
Premier
Advanced
Standard
Registered
Partner
Network
AWS Certifications
AWS Accreditations
AWS Revenue
Customer References
APN Competency
AWS Security Best Practices
Managed Services
Provider Program
APN Competency
Program
Channel Reseller
Program
APN Tiers APN Requirements
AWS Test Drive
Partner Programs for Technology Partners
Advanced
Standard
Registered
Partner
Network
AWS-based Solutions in
General Availability
Customer References
Technical Validation of
Solution
AWS Security Best Practices
APN Competency
Program
APN Tiers APN Requirements SaaS Partner
Program
AWS Test Drive
AWS Marketplace
• Validates Partners with Proven Workload and
Vertical Capabilities
• Differentiates APN Partners to AWS Customers
• Validated based on:
• Customer success, AWS Certifications, technical
readiness, AWS product or practice review,
customer references
APN Competency Program
For
Consulting & Techno
Partners
Current APN Competencies
Digital media
Storage
Life sciences Healthcare
SAP Oracle
Big data
Microsoft
Channel Reseller Program
Validation Audit for all Partners in the Program
• Enables qualified APN Consulting
Partners to resell AWS services to
both commercial and public sector
AWS Customers
• Ideal for Partners building value-
added offerings on AWS
• Partner handles billing,
procurement, and support for their
customers
ForConsulting
Partners
“Being an AWS Channel Reseller
enables us to establish an even
closer partnership with our
customers and deliver value to them
by accelerating adoption of the
services provided by AWS.“ -
Cloudreach
AWS Managed Services Program
For Consulting Partners offering Managed
Services on AWS
• Technical Enablement – Dev Ops Approach, Security,
Customer Expectations
• Business Enablement – Marketing and Go-to-Market
Validation Audit to Qualify for the Program
• Skilled at cloud infrastructure and application migration
• Offer proactive monitoring, automation, and management of
customer’s environment
• Validation Checklist – call for action
ForConsulting
Partners
“AWS is raising the bar on partners to ensure a consistent and rewarding
customer experience” – 2nd Watch
Software-as-a-Service Program (Preview)
Enables Partners to deploy on AWS in
a SaaS Delivery Model
Technical & Business Enablement
• Apply on APN Portal Today
• SaaS Reference Page on Portal
• SaaS Webcasts
• SaaS Program Office Hours
• Creating a SaaS Partner Community to
collaborate and share best practices
ForTechnology
Partners“By 2017, about 26.2% of all new business software purchases
will be of service-enabled software.” - IDC
“We are pleased to be one of the
members of AWS’ SaaS Partner
Program, which gives us access to
tools and training to assist us in
designing and delivering cloud-based
applications.” - PegaSystems
Test Drive Program
• Provides a private IT sandbox environment with preconfigured
server based solutions
• Customers can easily evaluate partner-designed Test Drives
• Partners can extend Test Drives to POCs via Push to Pilot
For
Consulting & Techno
Partners
Test Drive Program
• Provides a private IT sandbox environment with preconfigured
server based solutions
• Customers can easily evaluate partner-designed Test Drives
• Partners can extend Test Drives to POCs via Push to Pilot
For
Consulting & Techno
Partners
AWS Marketplace
• Marketplace for Partners to Deploy
and Sell their AWS-based solutions
• Easy for Customers to Find, Buy and
Deploy Software on AWS
• Consume Hourly, Monthly, Annual
• Find Customer Solutions to deploy for
your customers
Over 685 software partners
More than 2,100 product listings
ForTechnology
Partners
Interesting Partner Trends
Consulting Partner best practices
Packaged service & solution offerings
Fixed price
migration
Security as a
service
Consulting Partner
collaboration
Consulting Partner best practices
Packaged service & solution offerings
Fixed price
migration
DevOps workshops
Security as a
service
Consulting Partner
collaboration
Interesting Consulting Partner Wins
• Website Hosting for Time Inc’s media
60+ brands
• More flexibility, scalability, lower-cost
• Cloudreach provided technical and
project management best practices
and delivery
• Energy Company planned divestiture
• Nimbo helped them move 300 servers
and 500 TB of data to AWS
“This project was about speed to market and
we completed the migration to the AWS Cloud
in six months. It would have taken at least
twice as long using physical servers.” - Hess
Technology Partner best practices
Deploying SaaS on AWS
Engaging
consulting partners
Taking a solution
approach
Promoting solutions
with AWS
Technology Partner best practices
Deploying SaaS on AWS
Engaging
consulting partners
Taking a solution
approach
Promoting solutions
with AWS
All-in on AWS
Technology Partners and AWS
• Developed a Deep Security Solution on
AWS that is more secure than on premise
• Growth of 2.5% weekly since deploying
on AWS
• Trend also uses AWS for complex test
environments that has allowed them to
improve their code
• Delivery Models: AWS Test Drive, SaaS &
AWS Marketplace
“We’re understanding how things
work at scale, because we have
better visibility into how the service
is behaving. This is something we
could have never pulled off on our
own, without the help of a partner
like AWS.”
“It’s easy to beat your existing security
performance by working with AWS.”
2015 Resources for Partners
APN Portal
Available to all Partners in the
APN Portal
Qualifies Partners for higher
tiers
Customer	
  Opportunities
Opportunity Submission Tracking
Customer Opportunity Registration
Available to all Partners in the
APN Portal
Qualifies Partners for higher
tiers
Customer	
  Opportunities
Opportunity Submission Tracking
Opportunity Status Tracking
Customer Opportunity Registration
Available to all Partners in the
APN Portal
Qualifies Partners for higher
tiers
Customer	
  Opportunities
Opportunity Submission Tracking
Opportunity Status Tracking
Customer Opportunity Registration
Available to all Partners in the
APN Portal
Qualifies Partners for higher
tiers
Customer	
  Opportunities
Opportunity Submission Tracking
Opportunity Status Tracking
Customer Opportunity Registration
APN Webcast
Business & Technical Topics:
• AWS Technical 101
• AWS Architecture
• Pricing AWS
• Cloud Migration
• AWS Storage
• Saas Overview
• SaaS Migration
• APN Programs
• Consulting Partner Benefits
• Technology Partner Benefits
• Go-to-Market with AWS Understanding
AWS Quick Start Reference Deployments
• Highly Available Deployments
• Incorporate SA best practices
• Released Early to APN Members
• Modular design
• 196K Downloads, 15K Launches
• Launched in all AWS regions
• APN consulting partners quickly adopting
MongoDB (New)
SAP B1 (New)
Cloudera
SAP Hana
Active Directory
Exchange
SharePoint
SQL Server
RD Gateway
DSC
Consulting Partners: Building your Business on AWS Whitepaper

• AWS Grid
– A lead-generating marketing
platform for AWS-based
campaigns
• AWS Syndicated Content
– Syndicated marketing content for
your own website
• AWS-Partner Joint Webinars
– Connecting you with current and
potential AWS customers
Partner Marketing Tools
APN Partner Directory
Featuring APN Partners on our Website
Product Pages
APN Directory
AWS Blog
Solution Pages
Vertical Market Pages
APN Competency
Pages
Premier Tier Page
Twitter
Let’s Get Started!
“AWS gives startups the benefit of being able to operate at the
resources that billion dollar companies have, but it also allows billion
dollar companies like ourselves to be as nimble as a startup,.” - Infor
How do I get Started? aws.amazon.com/partners
Join us and Grow your AWS Businesses
Register for the APN
Learn about the Resources in the APN Portal
Get AWS Trained, Accredited and Certified
Deploy your AWS-based Solution/Service
Apply for Standard+ APN Tiers
List your company in the APN Directory
Join APN Partner Programs
Use our Go-To-Market Resources
“It is a privilege to be
working alongside one of
the world’s most
successful technology
leaders. The team at
AWS is passionate,
enthusiastic, and always
available to support their
partners.”
-Bulletproof Networks
APN FastTrack and
Acceleration
Training &
Enablement
MDF & Demand
Gen/Leads
POC, Demo & Free Trials
©2015, Amazon Web Services, Inc. or its affiliates. All rights reserved. Amazon Confidential.
APN FastTrack and
Acceleration
Training and
Certification subsidy
Free AWS usage for
Solution Development
and AWS Sandbox
Partner GTM support
Partner Marketing
Partner Case studies
Webinars
AWS Lead Gen
program
AWS Test Drive
POC tools, SA,
ProServ and program
resources
Professional Services
funding for POC and
Migration
Accelerators
AWS Promotional
Credits
Free AWS usage to
support customer
trials
Push to Pilot credits
Training &
Enablement
MDF & Demand
Gen/Leads
POC, Demo & Free Trials
©2015, Amazon Web Services, Inc. or its affiliates. All rights reserved. Amazon Confidential.
Services Acceleration Program
Limited Preview (May launch)
– Database and big data with Redshift, RDS, and
DynamoDB
– Mobile later in 2015
• Credits and funding for large DB and big data
opportunities
• Enables AWS customers to quickly engage APN Partners
for packaged proof-of-concept solutions
Contact: aws-service-accel-pgm@amazon.com
Continue to Learn about New Offerings for Partners
• APN Webpages
• APN Blog
• APN Twitter
• Partner Success Stories
• APN Webcast
• APN Partner Summit – re: Invent
And Don’t Just Take Our Word for It…
“It is a privilege to be working alongside one of the world’s
most successful technology leaders. The team at AWS is
passionate, enthusiastic, and always available to support
their partners. As an AWS Premier Consulting Partner and
AWS Managed Service Partner, we have enjoyed the
recognition, support, and strengthened relationship with the
AWS team.” – Bulletproof (Australia-based partner)
“It’s been phenomenal working with AWS, in particular the
AWS field teams who have been very easy to work with.”
–Trend Micro
Leveraging AWS Partner Network (APN) Resources

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Leveraging AWS Partner Network (APN) Resources

  • 1. Leveraging AWS Partner Network (APN) Resources Dorothy Copeland WW Partner Program Manager Amazon Web Services
  • 2. Agenda • AWS Global Partner Programs • Best Practices in the AWS Partner Ecosystem • 2015 New and Key Partner Resources • How do I Get Started and do more with AWS?
  • 4. Trends in the AWS Partner Ecosystem Partners are: • AWS Partners nearly doubled • Growing their AWS offerings quickly Enterprises are: • Asking for Managed Services for AWS • Increasingly Deploying SaaS Software • Using AWS Marketplace software for production
  • 5. Provide: • Software • Databases • OS and tooling solutions Provide: • Professional services • AWS integration, migration, managed services Technology Partners Consulting Partners
  • 6. Premier Advanced Standard Registered Delivery Model ExpertiseExperiencePartner Type Your Roadmap: AWS Global Partner Programs Channel Programs MSP Program SaaS Program Competency Program Government Program Test Drive AWS Marketplace Consulting Technology GTM Resources Go-To-Market Partner Network
  • 7. APN Benefits for Partners Education and Enablement – On-Demand Sales and Technical Trainings & Accreditations – APN Webcast – Solution Architect Office Hours – AWS QuickStarts – Subsidized Training – ProServe Bootcamp Training – Product Development Credits – Named Solution Architect – 10 Days Free AWS ProServe Marketing and Go-to-Market – Syndicated Web Content – Email Marketing Platform – Listing in the AWS Directory – Use of the APN logo – Listing in the AWS Directory – Marketing Development Funding – Demand Generation Campaigns – AWS Written Case Study – Proof-of-Concept Credits/Funding – Named Partner Manager
  • 8. Partner Programs for Consulting Partners Premier Advanced Standard Registered Partner Network AWS Certifications AWS Accreditations AWS Revenue Customer References APN Competency AWS Security Best Practices Managed Services Provider Program APN Competency Program Channel Reseller Program APN Tiers APN Requirements AWS Test Drive
  • 9. Partner Programs for Technology Partners Advanced Standard Registered Partner Network AWS-based Solutions in General Availability Customer References Technical Validation of Solution AWS Security Best Practices APN Competency Program APN Tiers APN Requirements SaaS Partner Program AWS Test Drive AWS Marketplace
  • 10. • Validates Partners with Proven Workload and Vertical Capabilities • Differentiates APN Partners to AWS Customers • Validated based on: • Customer success, AWS Certifications, technical readiness, AWS product or practice review, customer references APN Competency Program For Consulting & Techno Partners
  • 11. Current APN Competencies Digital media Storage Life sciences Healthcare SAP Oracle Big data Microsoft
  • 12. Channel Reseller Program Validation Audit for all Partners in the Program • Enables qualified APN Consulting Partners to resell AWS services to both commercial and public sector AWS Customers • Ideal for Partners building value- added offerings on AWS • Partner handles billing, procurement, and support for their customers ForConsulting Partners “Being an AWS Channel Reseller enables us to establish an even closer partnership with our customers and deliver value to them by accelerating adoption of the services provided by AWS.“ - Cloudreach
  • 13. AWS Managed Services Program For Consulting Partners offering Managed Services on AWS • Technical Enablement – Dev Ops Approach, Security, Customer Expectations • Business Enablement – Marketing and Go-to-Market Validation Audit to Qualify for the Program • Skilled at cloud infrastructure and application migration • Offer proactive monitoring, automation, and management of customer’s environment • Validation Checklist – call for action ForConsulting Partners “AWS is raising the bar on partners to ensure a consistent and rewarding customer experience” – 2nd Watch
  • 14. Software-as-a-Service Program (Preview) Enables Partners to deploy on AWS in a SaaS Delivery Model Technical & Business Enablement • Apply on APN Portal Today • SaaS Reference Page on Portal • SaaS Webcasts • SaaS Program Office Hours • Creating a SaaS Partner Community to collaborate and share best practices ForTechnology Partners“By 2017, about 26.2% of all new business software purchases will be of service-enabled software.” - IDC “We are pleased to be one of the members of AWS’ SaaS Partner Program, which gives us access to tools and training to assist us in designing and delivering cloud-based applications.” - PegaSystems
  • 15. Test Drive Program • Provides a private IT sandbox environment with preconfigured server based solutions • Customers can easily evaluate partner-designed Test Drives • Partners can extend Test Drives to POCs via Push to Pilot For Consulting & Techno Partners
  • 16. Test Drive Program • Provides a private IT sandbox environment with preconfigured server based solutions • Customers can easily evaluate partner-designed Test Drives • Partners can extend Test Drives to POCs via Push to Pilot For Consulting & Techno Partners
  • 17. AWS Marketplace • Marketplace for Partners to Deploy and Sell their AWS-based solutions • Easy for Customers to Find, Buy and Deploy Software on AWS • Consume Hourly, Monthly, Annual • Find Customer Solutions to deploy for your customers Over 685 software partners More than 2,100 product listings ForTechnology Partners
  • 19. Consulting Partner best practices Packaged service & solution offerings Fixed price migration Security as a service Consulting Partner collaboration
  • 20. Consulting Partner best practices Packaged service & solution offerings Fixed price migration DevOps workshops Security as a service Consulting Partner collaboration
  • 21. Interesting Consulting Partner Wins • Website Hosting for Time Inc’s media 60+ brands • More flexibility, scalability, lower-cost • Cloudreach provided technical and project management best practices and delivery • Energy Company planned divestiture • Nimbo helped them move 300 servers and 500 TB of data to AWS “This project was about speed to market and we completed the migration to the AWS Cloud in six months. It would have taken at least twice as long using physical servers.” - Hess
  • 22. Technology Partner best practices Deploying SaaS on AWS Engaging consulting partners Taking a solution approach Promoting solutions with AWS
  • 23. Technology Partner best practices Deploying SaaS on AWS Engaging consulting partners Taking a solution approach Promoting solutions with AWS All-in on AWS
  • 24. Technology Partners and AWS • Developed a Deep Security Solution on AWS that is more secure than on premise • Growth of 2.5% weekly since deploying on AWS • Trend also uses AWS for complex test environments that has allowed them to improve their code • Delivery Models: AWS Test Drive, SaaS & AWS Marketplace “We’re understanding how things work at scale, because we have better visibility into how the service is behaving. This is something we could have never pulled off on our own, without the help of a partner like AWS.” “It’s easy to beat your existing security performance by working with AWS.”
  • 25. 2015 Resources for Partners
  • 27. Available to all Partners in the APN Portal Qualifies Partners for higher tiers Customer  Opportunities Opportunity Submission Tracking Customer Opportunity Registration
  • 28. Available to all Partners in the APN Portal Qualifies Partners for higher tiers Customer  Opportunities Opportunity Submission Tracking Opportunity Status Tracking Customer Opportunity Registration
  • 29. Available to all Partners in the APN Portal Qualifies Partners for higher tiers Customer  Opportunities Opportunity Submission Tracking Opportunity Status Tracking Customer Opportunity Registration
  • 30. Available to all Partners in the APN Portal Qualifies Partners for higher tiers Customer  Opportunities Opportunity Submission Tracking Opportunity Status Tracking Customer Opportunity Registration
  • 31. APN Webcast Business & Technical Topics: • AWS Technical 101 • AWS Architecture • Pricing AWS • Cloud Migration • AWS Storage • Saas Overview • SaaS Migration • APN Programs • Consulting Partner Benefits • Technology Partner Benefits • Go-to-Market with AWS Understanding
  • 32. AWS Quick Start Reference Deployments • Highly Available Deployments • Incorporate SA best practices • Released Early to APN Members • Modular design • 196K Downloads, 15K Launches • Launched in all AWS regions • APN consulting partners quickly adopting MongoDB (New) SAP B1 (New) Cloudera SAP Hana Active Directory Exchange SharePoint SQL Server RD Gateway DSC
  • 33. Consulting Partners: Building your Business on AWS Whitepaper

  • 34. • AWS Grid – A lead-generating marketing platform for AWS-based campaigns • AWS Syndicated Content – Syndicated marketing content for your own website • AWS-Partner Joint Webinars – Connecting you with current and potential AWS customers Partner Marketing Tools
  • 36. Featuring APN Partners on our Website Product Pages APN Directory AWS Blog Solution Pages Vertical Market Pages APN Competency Pages Premier Tier Page Twitter
  • 37. Let’s Get Started! “AWS gives startups the benefit of being able to operate at the resources that billion dollar companies have, but it also allows billion dollar companies like ourselves to be as nimble as a startup,.” - Infor
  • 38. How do I get Started? aws.amazon.com/partners
  • 39. Join us and Grow your AWS Businesses Register for the APN Learn about the Resources in the APN Portal Get AWS Trained, Accredited and Certified Deploy your AWS-based Solution/Service Apply for Standard+ APN Tiers List your company in the APN Directory Join APN Partner Programs Use our Go-To-Market Resources “It is a privilege to be working alongside one of the world’s most successful technology leaders. The team at AWS is passionate, enthusiastic, and always available to support their partners.” -Bulletproof Networks
  • 40. APN FastTrack and Acceleration Training & Enablement MDF & Demand Gen/Leads POC, Demo & Free Trials ©2015, Amazon Web Services, Inc. or its affiliates. All rights reserved. Amazon Confidential.
  • 41. APN FastTrack and Acceleration Training and Certification subsidy Free AWS usage for Solution Development and AWS Sandbox Partner GTM support Partner Marketing Partner Case studies Webinars AWS Lead Gen program AWS Test Drive POC tools, SA, ProServ and program resources Professional Services funding for POC and Migration Accelerators AWS Promotional Credits Free AWS usage to support customer trials Push to Pilot credits Training & Enablement MDF & Demand Gen/Leads POC, Demo & Free Trials ©2015, Amazon Web Services, Inc. or its affiliates. All rights reserved. Amazon Confidential.
  • 42. Services Acceleration Program Limited Preview (May launch) – Database and big data with Redshift, RDS, and DynamoDB – Mobile later in 2015 • Credits and funding for large DB and big data opportunities • Enables AWS customers to quickly engage APN Partners for packaged proof-of-concept solutions Contact: aws-service-accel-pgm@amazon.com
  • 43. Continue to Learn about New Offerings for Partners • APN Webpages • APN Blog • APN Twitter • Partner Success Stories • APN Webcast • APN Partner Summit – re: Invent
  • 44. And Don’t Just Take Our Word for It… “It is a privilege to be working alongside one of the world’s most successful technology leaders. The team at AWS is passionate, enthusiastic, and always available to support their partners. As an AWS Premier Consulting Partner and AWS Managed Service Partner, we have enjoyed the recognition, support, and strengthened relationship with the AWS team.” – Bulletproof (Australia-based partner) “It’s been phenomenal working with AWS, in particular the AWS field teams who have been very easy to work with.” –Trend Micro