Notes on the "Acquisition Strategies and Contract Vehicles in the Public Sector" presentation.

1. AWS Government, Education, and Nonprofit Symposium
Washington, DC I June 25-26, 2015
AWS Government, Education, and Nonprofit Symposium
Washington, DC I June 25-26, 2015
David DeBrandt
Business Development/Capture
AWS Worldwide Public Sector
Acquisition Strategies and Contract
Vehicles in the Public Sector
©2015, Amazon Web Services, Inc. or its affiliates. All rights reserved.

2. AWS Government, Education, and Nonprofit Symposium
Washington, DC I June 25-26, 2015
Characteristics of cloud
Old world IT New world of cloud computing
Price lock Low variable costs
Vendor lock-in No required minimum commitments
Rigid structure Rapid innovation
CapEx OpEx
Budget for tech refresh Cloud providers continuously upgrading
Months to plan and order Rapid deployments
Design lock-in Agile architecture

3. AWS Government, Education, and Nonprofit Symposium
Washington, DC I June 25-26, 2015
Successful public sector adoption has several steps
security and compliance
procurement
culture
broad adoption
business uses/definition
policy

4. AWS Government, Education, and Nonprofit Symposium
Washington, DC I June 25-26, 2015
Understand different cloud models
Networking
Storage
Servers
Virtualization
Operating System
Middleware
Runtime
Data
Applications
Infrastructure
(as a Service)
Networking
Storage
Servers
Virtualization
Data
Applications
Platform
(as a Service)
Operating System
Middleware
Runtime
Networking
Storage
Servers
Virtualization
Software
(as a Service)
Operating System
Middleware
Runtime
Data
Applications
Provider Responsible Consumer Responsible

5. AWS Government, Education, and Nonprofit Symposium
Washington, DC I June 25-26, 2015
Government
Sponsor (CIO,
etc.)
gov cust 1
gov cust 2
gov cust 3
gov cust n
AWS Training
Strategy&Roadmap
SolutionArch&Design
TechReview&Audit
ReqAnalysis
AppDevlpSupt
Professional Services
ServiceDesk
ProgramMgmt
Billing&AccountMgt
Program Support
Implement/Migration
ConfigMgt/COOP
IT O&M
Governance
Security
Controls
infrastructure
direct
providers
reselling
cloud migration and service providers
all-inclusive system integrators
cloud brokers
Packaging/bundling of cloud IaaS/PaaS
typical
project
packages
vendor/
owner
types
cloud service provider government
customer
array of cloud project/program services

6. AWS Government, Education, and Nonprofit Symposium
Washington, DC I June 25-26, 2015
Cloud procurement best practices
April 9, 2015
• CSPs provide foundational services to build solutions/house workloads.
• Accept different vendor approaches – CSP offerings are not apples to apples.
• Understand different ways to buy SaaS v. IaaS/PaaS.
• Focus on application-level and performance-based requirements – not dictating
specific methods, infrastructure or hardware. Ultimately, you are not buying a
physical asset.
• Embrace on-demand, utility-like, OpEx model cloud pricing. Traditional IT pricing
approaches can reduce or eliminate benefits of cloud.
• Accept different vendor pricing models – do not create single pricing model.
• Shared security/compliance model between the CSP and end user.
• Leverage industry best practices on security and audit.
• View cloud as a commercial item and consider appropriate terms and conditions
• A mechanism to incorporate CSP’s unique terms and conditions.
• Leverage CSP’s commercial SLAs (uptime, durability, reliability, etc.)
• A model to obtain cloud services directly from CSP and/or an indirect model in which
cloud services are procured through partners or reseller.
• Do not consider or treat CSPs as system integrators (SIs).
Cloud models
Performance-based
requirements
Pricing
Security/assurance/audit
Terms and conditions and SLAs
Vendor types and
partner ecosystem
• Separate purchase of cloud infrastructure from the purchase of services and labor for
planning, developing, and executing migrations and workloads.
Services vs. infrastructure

7. AWS Government, Education, and Nonprofit Symposium
Washington, DC I June 25-26, 2015
Separate infrastructure from
services/labor
• Separate the purchase of infrastructure
from services (planning, development,
implementation, and maintenance)
• Results in maximum pricing efficiencies

8. AWS Government, Education, and Nonprofit Symposium
Washington, DC I June 25-26, 2015
Government organizations should
plan early
• Involve all key stakeholders at an early stage:
– Procurement
– Legal
– Budget/finance
– Security
– IT
– Business leadership
• Get comfortable with the cloud model

9. AWS Government, Education, and Nonprofit Symposium
Washington, DC I June 25-26, 2015
Cloud procurement next steps
• Understand the cloud model, security, and
how it is different from traditional IT
• Understand working with partners/resellers
• Understand cloud pricing and SLA constructs
• Focus on requirements that are cloud-specific
– not traditional IT

10. AWS Government, Education, and Nonprofit Symposium
Washington, DC I June 25-26, 2015
AWS Government, Education, and Nonprofit Symposium
Washington, DC I June 25-26, 2015
Acquisition Strategies and Contract
Vehicles in the Public Sector
David Blankenhorn
DLT Solutions

11. AWS Government, Education, and Nonprofit Symposium
Washington, DC I June 25-26, 2015
Not all SERVICES
are created equal

12. AWS Government, Education, and Nonprofit Symposium
Washington, DC I June 25-26, 2015
Micro design
Macro purchase

13. AWS Government, Education, and Nonprofit Symposium
Washington, DC I June 25-26, 2015
Pre-negotiated
contracts

14. AWS Government, Education, and Nonprofit Symposium
Washington, DC I June 25-26, 2015
AWS Government, Education, and Nonprofit Symposium
Washington, DC I June 25-26, 2015
NASA Cloud Acquisition
Approach
Karen Petraska
NASA Office of the CIO
National Aeronautics and Space Administration
www.nasa.gov

15. AWS Government, Education, and Nonprofit Symposium
Washington, DC I June 25-26, 2015
NASA Cloud Acquisition Approach 15
A Single Vehicle for Agency-wide
Access to AWS Services
• AWS ONLY, no integration services included in the procurement
• AWS does not sell directly to government, only through resellers, integrators and partners
• Using NASA Solutions for Enterprise-Wide Procurement (SEWP) contract
• SOW required a high level of Agency control in the reseller relationship – reseller is a pass
through with no credentialed access to NASA AWS accounts (NASA owns all IP in account)
• Contract supports “non specific ordering” and includes entire range of services that exist today
and all those that will exist in the future
• NASA pays published prices
• Reseller passes through all AWS price reductions
• Clear provisions for end-of-contact administrative transfer of AWS account back to new reseller
or NASA

16. AWS Government, Education, and Nonprofit Symposium
Washington, DC I June 25-26, 2015
Non-Specific Ordering:
From the RFQ
NASA Cloud Acquisition Approach 16

17. AWS Government, Education, and Nonprofit Symposium
Washington, DC I June 25-26, 2015
Non-Specific Ordering:
From the PR
NASA Cloud Acquisition Approach 17

18. AWS Government, Education, and Nonprofit Symposium
Washington, DC I June 25-26, 2015
The Process
NASA Cloud Acquisition Approach 18
• Cloud business office handles the incoming funds from customers,
placement of funds on the contract and tracks the AWS consumption and
customer billing
• Think of it as a rechargeable Starbucks card
• Customer sends money (charges up their card!)
• The resources they consume in AWS are tagged to them
• When the monthly AWS bill arrives, customer “Starbucks card” is debited
and customer gets detailed documentation
• When card balance gets low, customers “recharge” by sending more
money
• Today processing manually; in process of evaluating tools to automate the
business management process and controls

19. AWS Government, Education, and Nonprofit Symposium
Washington, DC I June 25-26, 2015
Lessons Learned
NASA Cloud Acquisition Approach 19
• DO A PILOT!
• Do iterations of small acquisitions through desired vehicles, mechanisms and
processes
• You will find out quickly what works and doesn’t work and you can fix it in the next
iteration and try again
• Might take several attempts; pilot technical integration, business processes, and
security approach in parallel
• Use the Cloud Best Practices document issued by the Federal Procurement Officers
• Proper handling of the items addressed in this document help protect your Agency
and your data in the event of compromises, at the relationship and/or contract end,
and also in general operations
• Auditors will specifically be looking for MANY of the items that are addressed in that
document

20. AWS Government, Education, and Nonprofit Symposium
Washington, DC I June 25-26, 2015
20

21. AWS Government, Education, and Nonprofit Symposium
Washington, DC I June 25-26, 2015
Thank You.
This presentation will be loaded to SlideShare the week following the Symposium.
http://www.slideshare.net/AmazonWebServices
AWS Government, Education, and Nonprofit Symposium
Washington, DC I June 25-26, 2015