In this session, you'll learn about AWS partner programs that help Technology and Consulting Partners build a successful business on AWS, including the AWS Partner Network, Competency Program, Channel Reseller Program, Managed Services Program, and SaaS Program. You'll also learn about our partner training and certification resources, and about the training profile of successful partners for both business and technical teams. We'll discuss key trends we've seen among our successful partners, and best practices for using key APN resources as you get started. We'll also talk about what APN partner programs may be right for you as you continue on AWS to successfully reach your target customers and grow your business. Finally, we'll discuss the opportunities your firm may have to use APN funding resources such as development credits, proofs-of-concept, and marketing funds.

1. © 2016, Amazon Web Services, Inc. or its Affiliates. All rights reserved.
Ekkarat Klinbubpa, Partner Development Manager
10 April 2017
Monetizing the AWS Cloud:
Leveraging APN Programs,
Training and Support

2. Agenda
• Monetizing the Cloud
• 3 x AWS Partner stories
• Getting Started
• APN Partner Program
• Resell
• Managed Service Providers
• Enablement
• Identifying Joint Opportunities
• Next Steps

3. What type of partner are you today?
Microsoft
Apps
Digital/
Online
Analytics/
Business
Insights
Oracle
Apps, DB &
Middleware
SAP Apps
Network &
Security
Software
Development
Datacenter /
Infrastructure
Managed Services – OR – Project Services?

4. What type of partner are you today?
Microsoft
Apps
Digital/
Online
Analytics/
Business
Insights
Oracle
Apps, DB &
Middleware
SAP Apps
Network &
Security
Non-IT conversation
Datacenter /
Infrastructure
Software
Development

5. • Step 1 – Migration
• Step 2 – Consolidation and
Optimisation
• Step 3 –Simplified
Management
• Step 4 – Automate DevOps
Method and Tools
deployment
• Step 5 – Big Data Analytics
• Step 6 - Revenue growth
initiatives
Infrastructure Optimization Enterprise Agility Portfolio Evolution
INNOVATION
SIMPLIFICATION
COST REDUCTION
Customer Business Goals
Customer Value Proposition
Program Items
Step 1
Migration
Step 2
Consolidation
and Optimisation
Step 4
Automate
Step 5
Big Data and
Analytics
Step 6
Innovation
Projects
Step 3
Manage

6. • Step 1 – Migration
• Step 2 – Consolidation and
Optimisation
• Step 3 –Simplified
Management
• Step 4 – Automate DevOps
Method and Tools
deployment
• Step 5 – Big Data Analytics
• Step 6 - Revenue growth
initiatives
Infrastructure Optimization Enterprise Agility Portfolio Evolution
INNOVATION
SIMPLIFICATION
COST REDUCTION
Customer Business Goals
Partner Value Proposition
Program Items
Step 1
Migration
Step 2
Consolidation
and Optimisation
Step 4
Automate
Step 5
Big Data and
Analytics
Step 6
Innovation
Projects
Step 3
Manage
Professional
Services
2-5x multiplier on
AWS spend
Professional
Services
2-5x multiplier on
AWS spend
Managed
Services
25-40% of AWS
spend
Professional
Services
2-5x multiplier on
AWS spend
Professional
Services
2-5x multiplier on
AWS spend
Professional
Services
2-5x multiplier on
AWS spend
Partner Opportunity è

7. Comunet
• 20 year old company
• HQ in Adelaide
• Traditionally focused on on-premise
infrastructure solutions
• Started the journey to “Cloud First” 2
years ago
• Today, client-centric approach has
grown total client base by 10%
• Increase Managed Services uptake by
300% through the Cloud First offering
We just wanted to do what’s
right for our customers…
whether that’s lowering their
costs with us or helping deliver
solutions faster
-- Paul Lewin,
Founder, Comunet
Step 1
Step 2 Step 3

8. Itoc’s Customer: Cost Optimization Service
• Queensland-based partner
• AWS Advanced Consulting Partner
• Customer-centric with focus on lifetime
value as a lifetime partner
• Customer à Reel Feed:
• Customer was a online advertising
startup, hosted in AWS, with 50 billion
transactions per day
• Their AWS spend increased overtime
• ITOC implemented a platform to leverage
“Spot” pricing
• USD $3 Million in annual savings
Source: PRwire
Itoc has demonstrated an extremely
high level of professionalism and
dedication since we first engaged,
and we have continually increased
the role they play in our business.
Their work has really been
instrumental in securing our future…
-- Carl Watney, CEO Reel Feed
Step 2

9. DiUS Computing
• 12 years and 400+ projects
• Digital products to help companies
innovate & grow
• End to end product development
• Helping enterprises
• Big Data/ Analytics
• Re-platform a digital product
• DevOps CI/ CD automated
infrastructure
• POCs & MVPs
• Harness the Cloud
• Servicing the Community
We're all about helping our clients with
speed to market, agility and
supporting innovation and
experimentation; and using AWS to
quickly set up automated
infrastructure supports us to deliver
these outcomes.
-- Joe Losinno,
MD, DiUS Computing
Step
4
Step
5
Step
6

10. AWS Partner Network Programs

11. AWS Partner Network (APN)
The AWS Partner Network (APN) is the global partner
program focused on helping APN Partners build a successful
AWS-based business by providing you with valuable
business, technical, and marketing support.
The APN further enables AWS Customers to identify high-
quality APN Partners who deliver value-added services and
solutions on AWS through specific APN Partner Programs
and go-to-market (GTM) opportunities.

12. AWS Partner Network (APN)
C O N S U L T I N G
P A R T N E R S
T E C H N O L O G Y
P A R T N E R S
P r o f e s s i o n a l s e r v i c e s f i r m s t h a t
h e l p c u s t o m e r s o f a l l s i z e s d e s i g n ,
a r c h i t e c t , m i g r a t e , o r b u i l d n e w
a p p l i c a t i o n s o n AW S
C o m m e r c i a l s o f t w a r e a n d I n t e r n e t
s e r v i c e s c o m p a n i e s t h a t p r o v i d e
s o f t w a r e s o l u t i o n s t h a t a r e e i t h e r
h o s t e d o n , o r i n t e g r a t e d w i t h AW S

13. Consulting Partner Tiers
Getting Started on AWS
Tiers Qualifications
2 Customer References, 4 Accreditations,
2 Associate Certifications, $1K+ in AWS spend
6 Customer References, 20 Accreditations, 4 Associate Certifications,
2 Professional Certifications, $50K+ in AWS spend
10 Customer References, 48 Accreditations, 20 Associate Certifications,
8 Professional Certifications, Meet AWS regional spend threshold
Registered
Premier
Advanced
Standard

14. Technology Partner Tiers
Tiers Qualifications
Registered
Advanced
Standard
Getting Started on AWS
Product in General Availability on AWS, 2 Customer References
Product in GA on AWS, 6 Customer References, $50K+ in AWS spend
or Qualifies for APN Competency

15. The Benefits of Partnering with AWS
P a r t n e r R e s o u r c e s
B u s i n e s s
P l a n n i n g
V i s i b i l i t y
G o - t o - M a r k e t F u n d i n g

16. APN Marketing central
• Emails and landing pages
• Syndicated content
• Solution brief
• Banner ads
• Social media
• Copy blocks
• Case study templates
• Agency engagement

17. APN Programs
Delivery Model Expertise
AWS Competency Program
Go-to-Market
AWS Channel Reseller Program
AWS Managed Service Program
AWS Test Drive
AWS MarketplaceAWS Public Sector Partner Program

18. AWS Competency Program
Life SciencesDigital Media
Healthcare
Marketing & Commerce
Government
FinServ
INDUSTRY SOLUTION
DevOps
SecurityMobile
Storage
IoT Migration
WORKLOAD
Oracle
MS SharePointBig Data
SAPMS Exchange

19. AWS Channel Reseller Program
Key Benefits
• Reseller discounts on
AWS Services and Support
• Alignment with AWS sellers
• Partner owns the AWS account
for customer
Who should apply?
• Consulting Partners at the
Standard Tier and higher
• Ideal for APN Partners building
value-added offerings on AWS
• Managed Services partners
Enables qualified APN Consulting Partners to resell AWS Services to customers
base2services provide DevOps as a Managed Service, on the AWS
platform. For a fixed monthly fee, base2services design, build and manage
solutions with no monthly variability in cost for customers.
– Arthur Marinis, MD, base2services
Since joining the APN program in 2012, our annual revenue has grown
50% year-on-year, and our profit margins increased 2x. Adopting a cloud-
first strategy with AWS has transformed our business.
-- Tom Bernadou, MD, Data Solutions Group

20. AWS Managed Service Program
AWS Managed Services PartnersAWS has created the standard for Next Generation Cloud
Managed Services
MSPs must pass an in-depth 75+ point Validation Audit,
covering:
• Build
• Migration
• Automation
• DevOps
• Optimization
• Security
Offers proactive monitoring, automation, and management of
customer’s environment.
Validation performed by an objective 3rd party auditing firm
Includes validated Technology Partners that are MSP Enablers
As an AWS Premier Consulting Partner and AWS
Managed Service Partner, we have enjoyed the
recognition, support and strengthened relationship
with the AWS team.
-- Mark Randall,
Chief Customer Officer

21. Partner Managed Services & AWS Support
Enterprise
Level
Business
Level
Enterprise & Business Level
Partner-Led:
Customer rings partner
Resold:
Customer rings AWS Support
Partners can offer Managed Services,
backed by AWS Support

22. Identifying Joint Opportunities

23. Available to all APN Partners
in the APN Portal
Customer Opportunities
Opportunity Submission Tracking
Opportunity Status Tracking
Customer Opportunity Registration

24. APN Enablement

25. New Partner Learning Plans

26. AWS Certification
Learn more at aws.amazon.com/certification
AWS Certified Solutions
Architect – Associate
AWS Certified
Developer – Associate
AWS Certified SysOps
Administrator – Associate
SOLUTIONS ARCHITECT DEVELOPER SYSOPS ADMINISTRATOR
AWS Certified Solutions
Architect – Professional
AWS Certified DevOps Engineer – Professional
Managed ServicesMicrosoft
Apps
Oracle
Apps
Digital/
Online
BI &
Analytics
Software
Dev
SAP
Apps
Network
& Security
Datacenter

27. Content on the APN Portal
• A wealth of business and technical
enablement content
• Includes early releases of AWS Quick
Start guides
• QwikLabs – hands on, self-paced
labs
• Learning Maps
• Business building guides

28. Summary: Where do you want to go tomorrow?
Microsoft
Apps ++
Digital/
Online à
DevOps
Analytics/
Business
Insights ++
à IoT
Oracle
Apps, DB &
Middleware
++
SAP Apps
++
Software
Development
à DevOps
Network &
Security ++
Disrupt yourself… or someone else will
Datacenter/
Infrastructure
à Transformation
Next Gen Managed Services – OR – DevOps Project Services?

29. Next Steps
1. Sign up to being an APN Partner
2. Identify a prospect!
3. Ask the AWS Partner Team for
assistance
4. Get Trained – Business & Tech
conversation

30. https://www.apn-portal.com/AWS_Partner_Application