AWS Public Sector Cloud Procurement Best Practices

© 2017, Amazon Web Services, Inc. or its Affiliates. All rights reserved.
AWS re:INVENT
Key Considerations for Cloud
Procurement in the Public Sector
J a n e L a c y — A W S W W P S P a r t n e r T e a m
D a v i d D e B r a n d t — A W S W W P S C a p t u r e / B D T e a m
GPSBUS 214
November 28, 2017

Agenda
1. Public Sector Market Opportunity
2. Why Procurement Is So Important
3. How Partners Fit
4. Key Considerations
5. Lessons Learned/Best Practices
6. How We Can Help

Cloud computing is different
Using the Cloud often requires a fundamental shift in thinking. This means moving
away from traditional ways of using technology. Procurement is a key part of this shift.

The opportunity

AWS in the Public Sector

Public Sector market potential
IDC Global Cloud Spend, $128 billion in 2017 – an increase of 25.4% over 2016
Global public cloud spending to reach $266 billion in 2021
https://thestack.com/cloud/2017/07/18/global-public-cloud-spending-to-reach-266-billion-in-2021-idc-forecasts/
Gartner Global IT spend, $3.5T
https://www.gartner.com/technology/research/it-spending-forecast/
IDG CIO Tech Poll – Technology Adoption Curves
• Data and analytics 57%
• IoT 43%
• Cloud computing 43%
• Mobile (38%)
https://www.fourquadrant.com/go-to-market-it-spending-research/

AWS partners focused on Public Sector

Cloud procurement
and why it is so important

• Risk adverse
• Lengthy (years)
• Highly prescriptive
• Rigid terms and conditions
• Traditional security approaches
• Fixed pricing
• Predictable payment
What is traditional Public Sector
procurement like?

Security and compliance
Procurement
Culture
Business uses / definition
Policy
Broad adoption
Cloud adoption has several steps

Who does what in the Cloud?
Applications
Data
Runtime
Middleware
Operating system
Virtualization
Servers
Storage
Networking
I N F R A S T R U C T U R E
(as a service)
P L A T F O R M
(as a service)
S O F T W A R E
(as a service)
Applications
Data
Runtime
Middleware
Operating system
Virtualization
Servers
Storage
Networking
Applications
Data
Runtime
Middleware
Operating system
Virtualization
Servers
Storage
Networking
Provider
responsible
Consumer
responsible

Successful, well-built Cloud
procurement strategies
Focus on benefits and users
Are performance-based
Prioritize outcomes
Do not recycle traditional IT approaches
Embrace self service and pay as you go pricing
Allow rapid innovation

13
IT professionals
Security professionals
Legal and policy experts
Finance and budget staff
Human Resources (HR) and staff
development
Industry partners
Academia partners
And Involve key stakeholders early
…
Senior executive of organization
Chief Information Officers (CIOs)
Program managers
Acquisition/procurement specialists
Directors of IT and mission-critical systems

There are multiple paths for the
public sector to buy AWS Cloud
Direct
Indirect through Partners
• Resell
• RFP
• Framework
• Managed Services
There are different types
of contracts for cloud
Contract types
• Sole source
• Framework
• Cooperative
• existing contracts
Understand how AWS can be procured

The importance of partners

How partners fit
Cloud service
providers
• Cloud IaaS/PaaS
• Training
• Support
• Marketplace
Resellers, system integrators,
managed services
• Billing and account management
• Service desk
• Governance
• Cloud assessment
• Strategy and roadmap
• Solution design and architecture
• Application development/support
• Implementation/migration
• Program management
Public Sector
customers
• State and Local
governments
• Federal/military
agencies
• Education institutions
• Nonprofits
• Regulatory authorities
Customer

Importance of partner role
Technical enablement
As an APN Partner, you will have
access to numerous technical training
opportunities to support you in
strengthening your AWS-based
business. Resources include APN
Partner-only technical content, APN
Webcast technical videos, online
technical Accreditations and
Certifications, and discounts on AWS
Instructor-led training courses.
Business enablement
As you advance through the tiers, you
gain more business support from the
APN. You become eligible for a
number of different funding benefits,
access to Partner Development
Managers to help guide you through
your journey, and gain the ability to
apply to several APN programs to help
you differentiate your firm on AWS.
Sales and marketing enablement
There are a number of sales and
marketing opportunities you can take
advantage of as a member of the APN.
As you establish and mature your AWS
practice, you have opportunities to
participate in co-branded marketing
campaigns, joint customer-facing
webinars, case studies, sponsorships,
and more.
Plus
Scale • Expertise • Knowledge • Localization • Language • Currency

Partner models
• SaaS/ISV solution
• Resell
• Consulting
• Planning/Assessment
• Managed services
• System integration
• Migration

Key considerations
for Cloud procurement

E x a m p l e :
IaaS or PaaS or SaaS
What is the difference?
How do you compare?

E x a m p l e :
Tech refresh and AWS pace of innovation
2010
61
516
1,017
159
2012 2014 2016
“ C o n t r a c t o r m a y f r o m t i m e t o t i m e : c h a n g e a d d o r d e l e t e t h e f u n c t i o n s ,
f e a t u r e s , p e r f o r m a n c e , o r o t h e r c h a r a c t e r i s t i c s o f t h e A s a S e r v i c e ”

22
E x a m p l e :
Cloud governance
Billing Alerts
• To help manage charges
on AWS bill
CloudWatch
• Visibility into resource utilization,
operational performance, and
overall demand patterns
• Alarms (which tie into auto-
scaling, Amazon SNS, Amazon
SQS, and so on)
• Metrics (such as CPU util, disk
reads and writes, network traffic)
• Accessible via the AWS
Management Console, web service
APIs, or Command Line Tools
• Custom metrics; CW will
collect and aggregate
Billing Alerts
AWS Trusted
Advisor
Amazon
CloudWatch IAM

23
E x a m p l e :
Utility pricing model
Acquisition model for the on-demand,
pay-as-you-go nature of cloud computing
• Embrace cloud provider models
• Full benefits come from utility pricing
• Traditional IT pricing eliminates benefits of cloud
• Understand Discount models

E x a m p l e :
Security is a shared responsibility
Customers are responsible
for security ‘in’ the Cloud
Security expertise is a scarce resource; CSPs oversee the big picture; Partners can help with the rest
Customer data
Platform, applications, identity, and access management
Operating system, network, and firewall configuration
Client-side data encryption and
data integrity authentication
Server-side encryption
(file system and/or data)
Network traffic protection
(encryption/integrity/identity)
Compute Storage Database Network
AWS Global Infrastructure
Regions
Edge locations
Availability Zones
AWS is responsible for
security ‘of’ the Cloud

E x a m p l e :
Encryption
Encryption capabilities
You use encryption capabilities to meet
security and compliance requirements

E x a m p l e :
Audits
Utilize independent auditor reports
Customized audit requirements diminish
CSPs capacity to deliver at scale
Data center audits compromise security
(millions of visitors?)

E x a m p l e :
SLAs
Standardized and non-customizable
Architect on Cloud to create SLAs
AWS SLAs: https://aws.amazon.com/legal/service-level-agreements/
Amazon CloudFront
Amazon EC2
Amazon RDS
Amazon Route 53
Amazon S3
AWS Shield Advanced

E x a m p l e :
Terms and Conditions
Traditional data center terms on the CSP may lead to loss of cloud benefits
Physical data center tours, audits, and access
Physical separation of data, assets, and infrastructure
Customization of services to interoperate with legacy systems
Mandatory flow down of business terms and conditions not required by statute
Prescribed data center personnel background checks
Prescribed infrastructure and machines
Fixed service terms and pricing
Small business subcontracting plan
Termination assistance—government can terminate at any time
Rights in data—government owns and controls all their data

How AWS can help you

Don't know where to start?
https://aws.amazon.com/how-to-buy/

Capture and proposal support
Early engagement is critical to success
Content
“Partner packages”—standard, boilerplate content
Whitepapers, website material
Security questionnaire support
Letters of support
Guidance
Solutions Architect assistance assessing your possible AWS solution and provide guidance on your approach
“Early days” advice and support
Case studies
Advising on relevant publicly available case studies
Directing you to specific use cases for AWS technology

Resources
AWS Cloud Procurement Best Practices for Public Sector Customers
This whitepaper provides guidance to business, technology, and acquisition
leaders in the public sector on building a successful cloud procurement strategy
for acquiring IaaS and PaaS services
AWS 10 Considerations for a Cloud Procurement
A condensed version of the above, this whitepaper focuses on the
10 key components that can form the basis of a broader public sector
cloud procurement strategy
AWS Information Packages
These standardized high-level documents cover core AWS content
Other Resources
Third-party documents
(example: Gartner—Procurement Manager’s Guidance G00317249)

J a n e L a c y — j l a c y @ a m a z o n . c o m
D a v i d D e B r a n d t — d e b r a n d t @ a m a z o n . c o m
Thank you!
Pl ease fi l l out the sessi on survey

AWS Public Sector Cloud Procurement Best Practices

Recommended

Recommended

More Related Content

What's hot

What's hot (20)

Similar to AWS Public Sector Cloud Procurement Best Practices

Similar to AWS Public Sector Cloud Procurement Best Practices (20)

More from Amazon Web Services

More from Amazon Web Services (20)

AWS Public Sector Cloud Procurement Best Practices