GOALS FOR TODAY • Introduce you to how AWS works with its ecosystem partners • Share with you specific details on where we can partner • Provide a series of next steps we can pursue together

1. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark© 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark
WELCOME TO APN LIVE
HONG KONG
22 July 2019

2. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark
GOALS FOR TODAY
• Introduce you to how AWS works with its ecosystem partners
• Share with you specific details on where we can partner
• Provide a series of next steps we can pursue together

3. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark
AGENDA
• A Bit about AWS
• Amazon Culture & Leadership Principles
• AWS Partner Network Basics
• Roadmap Your Partner Journey
• Becoming a Verified Partner
• Inside AWS Partner Development
• Resources

4. © 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark
ABOUT AWS
IT Infrastructure
Business
US$241B+
(TTM Q119, 25% YoY)
US$31B+ RR
(As At Q119, 41% YoY)
Consumer Business Seller
Business

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AMAZON CULTURE
Long-term
orientation
PioneeringCustomer Focus

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1. Customer Obsession
2. Ownership
3. Invent and Simplify
4. Are Right, A Lot
5. Learn and Be Curious
6. Dive Deep
7. Deliver Results
8. Hire and Develop the Best
9. Insist on the Highest Standards
10. Have Backbone; Disagree and
Commit
11. Think Big
12. Bias for Action
13. Frugality
14. Earn Trust
AMAZON’S LEADERSHIP PRINCIPLES

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Amazon Has Been
Through This Evolution,
to not be Disrupted
Amazon.com
Launched 1995
Evolving Retail

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Integrated Networking
Rules Engine
Device Shadows
Device SDKs
Device Gateway
Registry
Local Compute
Custom Model
Training & Hosting
Conversational
Chatbots
Virtual Desktops
App Streaming
Schema
Conversion
Image & Scene
Recognition
Sharing &
Collaboration
Exabyte-Scale
Data Migration
Facial Recognition
& Analysis
Corporate Email
Application
Migration
Database
Migration
Regions
Availability Zones
Points of
Presence
Data Warehousing
Business Intelligence
Elasticsearch
Hadoop/Spark
Data Pipelines
Streaming Data
Collection
ETL
Streaming Data
Analysis
Interactive SQL
Queries
Queuing & Notifications
Workflow
Email
Transcoding
Deep Learning
(Apache MXNet,
TensorFlow, &
others)
Server MigrationCommunications
Business Apps
Business
Intelligence
DevOps Tools Security Networking StorageDatabases
API Gateway
Single Integrated
Console
Identity
Sync
Mobile Analytics
Mobile App
Testing
Targeted Push
Notifications
One-click App
Deployment
DevOps Resource
Management
Application Lifecycle
Management
Containers
Triggers
Resource Templates
Build and Test
Analyze and Debug
Compute
VMs, Auto-scaling,
Load Balancing,
Containers, Virtual
Private Servers,
Batch Computing,
Cloud Functions,
Elastic GPUs,
Edge Computing
Storage
Object, Blocks, File,
Archivals,
Import/Export,
Exabyte-scale data
transfer
CDN
Databases
Relational,
NoSQL, Caching,
Migration,
PostgreSQL
compatible
Networking
VPC, DX, DNS
Identity
Management
Key Management
& Storage
Monitoring
& Logs
Configuration
Compliance
Web Application
Firewall
Assessment
& Reporting
Resource &
Usage Auditing
Access Control
Account
Grouping
DDOS Protection
Support
Professional
Services
Optimization
Guidance
Partner
Ecosystem
Training &
Certification
Solutions Management
Account
Management
Security & Billing
Reports
Personalized
Dashboard
TECHNICAL & BUSINESS SUPPORT
MARKETPLACE
Monitoring
Manage
Resources
Data Integration
Integrated Identity &
Access
Integrated Resource &
Deployment Management
Integrated Devices
& Edge Systems
Resource
Templates
Configuration
Tracking
Server
Management
Service
Catalogue
Search
HYBRID ARCHITECTUREANALYTICS MOBILE SERVICESDEV/OPS IoT MACHINE LEARNING ENTERPRISE APPS MIGRATION
APP SERVICES
INFRASTRUCTURE CORE SERVICES SECURITY & COMPLIANCE MANAGEMENT TOOLS
Text to Speech
Facial Search
Patching
Contact Center
Amazon Web Services
Launched 2006
Evolving Information
Technology

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Amazon Kindle
Launched 2007
Evolving The Reading
Experience

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Amazon Robotics
Introduced 2012
Evolving The
Fulfillment Centre

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Amazon Echo
Launched 2014
Evolving Voice
Assistance

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Amazon PrimeAir
Introduced 2016
Evolving Logistics

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AmazonGO
Introduced 2017
Evolving Retail

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Amazon Scout
Autonomous Vehicle
Delivery

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AWS POSITIONED AS A LEADER IN THE GARTNER MAGIC
QUADRANT FOR CLOUD INFRASTRUCTURE AS A SERVICE,
WORLDWIDE*

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90% of
Fortune 100
Customers
100% YoY
AWS
Consulting
Partners
AWS
Managed
Service
Partners
60%+
APN
Partners
HQ’d Outside
of the US
R e v e n u e
G r o w t h
U s e A P N P a r t n e r
s o l u t i o n s & s e r v i c e s
100% YoY
AWS
Competency
Partners
10000+ APN PARTNERS JOINED APN THE PAST 12 MONTHS

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P a r t n e r R e s o u r c e s /
D i f f e r e n t i a t i o n
B u s i n e s s P l a n n i n g
G o - t o - M a r k e t /
P a r t n e r S u c c e s s
F u n d i n g /
M D F, P O C
V i s i b i l i t y
WHY BECOME AN APN MEMBER?

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APN MEMBER TYPES

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APN
PARTNER
BENEFITS

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Requirement Category Requirement
Annual Program Cost $2,500
Annual Program Credit
Reimbursement
$3,500
Customer Success 1 Publicly Referenceable Customer AND 5
customer Satisfaction Responses
Experience 1 solution in general availability.
3 launched opportunities worth $1500 in MRR
OR $15,000 in direct spend.
Knowledge 1 Technical Certified individual.
APN TECHNOLOGY PARTNER SELECT REQUIREMENTS

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Requirement Category Requirement
Annual Program Cost $2,500
Annual Program Credit Reimbursement $3,500
Customer Success 1 Publicly Referenceable Customer AND 5 customer
Satisfaction Responses
Experience 3 launched opportunities worth $1500 in MRR OR
$15,000 in direct spend.
Knowledge 4 Accreditations Required (Minimum 2 Technical & 2
Business Professional)
2 Foundation Certified Individuals (Cloud Practitioner
Certification)
2 AWS Technical Certified Individuals
APN CONSULTING PARTNER SELECT REQUIREMENTS

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BUILDING AND VALIDATING CLOUD CAPABILITIES
C o m p e t e n c y
P r o g r a m
S e r v i c e
D e l i v e r y
P r o g r a m
S o l u t i o n
P r o v i d e r
P r o g r a m
M S P
P r o g r a m
A W S
M a r k e t p l a c e
N a v i g a t e
P r o g r a m

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ABOUT THE AWS COMPETENCY PROGRAM
APN Partners who can demonstrate technical proficiency
Ideal
Candidates Proven customer success in specialized solution areas

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Industry
Solution
Workload
IoT Mobile SecurityDevOps NetworkingBig dataStorage
Financial
services
Marketing &
commerce
Digital mediaHealthcareGovernment Life sciences
Oracle Windows SAP
Machine
learning
Migration
Cloud
management
tools
Industrial
software
Containers
AWS COMPETENCY CATEGORIES
Education

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ABOUT THE AWS SERVICE DELIVERY PROGRAM
APN Partners with a proven track records of delivering specific
AWS services to customers.
Ideal
Candidates
Program
Highlight
Allows APN Partners to differentiate themselves by showcasing
to AWS customers and sellers areas of specialization

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AWS SERVICE DELIVERY CATEGORIES
Amazon
API
Gateway
Amazon
Aurora
Amazon
CloudFront
Amazon
EMR
Amazon
Kinesis
Amazon RDS
PostgreSQL
Amazon Database
Migration Service
AWS
Lambda
AWS Server
Migration Service
AWS
GovCloud
Amazon Machine
Learning
Amazon
DynamoDB
Amazon
Redshift
AWS WAF
AWS Service
Catalog
EC2
Systems
Manager
AWS
CloudTrail
AWS IoT
Core
AWS
Greengrass
AWS IoT
Analytics

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Base discount
+ Net new
business discount*
Total eligible discount
Base discount
+ Net new business discount
+ Technical capability
Discount
increase
*Net new business discount is good for 24 months
Discount structure:
AWS Consulting Partner with
Competency or MSP
Base discount
AWS SOLUTIONS PROVIDER PROGRAM

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ABOUT THE AWS NAVIGATE PROGRAM

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29
Partner
Development
Rep / Partner
Development
Manager
(PDR/PDM)
Partner
Success
Manager
(PSM)
Solutions
Architects
(SA)
Partner
Marketing
(PMM)
With a common goal of driving
exceptional customer outcomes
KEY AWS TEAMS

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SUCCESSFUL APN PARTNERSHIP WITH AWS FIELD TEAMS
Account Managers depend on trusted APN Partners as an
extension of the AWS team to help accelerate customer
migrations & adoption of AWS services

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HOW DO WE ACHIEVE ALL OF THIS?
• Find out more after the break

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THANKS FOR ATTENDING APN LIVE
HONG KONG
22 July 2019