In this session, we provide an overview of the Amazon Partner Network (APN) and programs available to partners who want to accelerate their business with government, education, and nonprofit customers. This overview includes an outline of our reseller program and the new opportunities for partners to differentiate themselves by using APN competencies, and also resources available to help partners drive and deliver more business.

1. © 2016, Amazon Web Services, Inc. or its Affiliates. All rights reserved.
June 21, 2016
Overview of APN Program
Dorothy Copeland, Director, Global AWS Partner Program, AWS
Dan Kasun, Senior Manager, Partners, AWS

2. AWS Helps Companies Take
Part in the Wave of Cloud
Innovation
Customers use
143 MM
hours/month of
Amazon EC2 on
AWS Marketplace
Over 70 services
40% increase in feature
releases year over year

3. The innovative cloud platform lets companies of all sizes:
Tens of Thousands of Partners Thrive with AWS
Scale quickly Go global
in minutes
Reduce
costs
Employ a breadth
of cloud services
Increase their
pace of innovation

4. Introducing the AWS Partner Network
Consulting Partners Technology Partners
Planning
Integration
App dev
Managed services
Software
Databases
Applications
Hardware integration

5. Nurture expertise with training, certification,
and experience
Demonstrate project management skills
Leverage AWS Competencies
Provide an excellent customer experience
Successful AWS Consulting Partners Are Credible
and Knowledgeable

6. Provide software on AWS as SaaS or
Bring Your Own License, or through AWS
Marketplace
Utilize AWS Well-Architected Framework and
Security guidelines
Offer well-defined solutions
Benefit from the AWS Competency Program
Successful AWS Technology Partners Keep Innovating

7. Guidance for product & solution
development
Free and discounted technical and
business training
Marketing of partner offerings
Market development funding
Proof of concept funding
How AWS Keeps Partners Growing
Tiers Benefits
Registered
Premier
Advanced
Standard

8. Just getting started
Consulting Partner Tiers
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

9. Tiers Qualifications
Just getting started
Technology Partner Tiers
Registered
Advanced
Standard
Product in GA on AWS, 2 customer references
Product in GA on AWS, 6 customer references, $50K+ in AWS spend or
qualify for APN Competency

10. Training
Online Business & Technical
Professional
20% discount on AWS instructor-
led training classes
qwikLABS
The Path to a Higher Tier Starts with Training
and Certification
Certification
Architecting
Developer
DevOps
SysOps

11. Available to all:
• APN Portal access
• Free online business & technical training
• Discounted instructor-led training
• Live & prerecorded webinars
• Go-to-market resources
APN Partner Benefits

12. APN Marketing Central
New marketing benefit for Standard Partners and higher
Get Started > > >
Step 1
Access APN Marketing
Central on the Marketing
tab of the APN Portal.
Step 2
Set up your first
campaign or find an
agency to help you
execute.
Step 3
Track your campaign effectiveness
and follow up on your leads.
Emails and landing pages
Syndicated content
Solution brief
Banner ads
Social media
Copy blocks
Case study templates

13. APN Benefits for Partners
Training & Enablement
On-demand sales & technical training &
accreditations
APN Webcast videos
20% discount classroom training
Solution Architect office hours
AWS QuickStarts
Subsidized classroom training
ProServe Bootcamp training
Product development credits
Named Solution Architect
AWS ProServe engagement
Marketing & Go-to-Market
Syndicated web content
Email marketing platform
Partner enablement guides
Opportunity registration
Listing in the AWS Directory
Marketing development funding
Demand generation campaigns
AWS-written case study
Proof of concept credits/funding
Listed on AWS Solution pages
Named Partner Manager
(Benefits in orange are potential, based on APN tier, level of engagement, and resources available.)

14. Introducing APN Programs
Channel Reseller
Program
Software-as-a-
Service Program
Managed
Service Provider
Competency
Program

15. Channel Reseller Program
Designed for highly technical partners with
services value-add
Fully manage a customer’s AWS experience
Offers discount on AWS services and support
Aligns partners and AWS field sales teams
aws.amazon.com/partners/channel-reseller/

16. Managed Service Provider Program
Next-generation managed services–on the Cloud
Validates partners to fully migrate and manage customer deployment on AWS
Plan/Design Build/Migrate Secure/Run/Optimize
https://aws.amazon.com/partners/managed-service/

17. AWS SaaS Program: Enabling
Modern Software Delivery
Migration and development guidance
SaaS deployment validation
Promotes to AWS customers
Qualify for SaaS sales alignment with
AWS field sales team

18. AWS Marketplace
Online store for customers to find, buy, and 1-click deploy
software & services on AWS
35 categories and more than 2,600 software listings
from over 900 ISVs
AWS customers use 205 million+ hours a month of Amazon EC2 for AWS
Marketplace software products

19. AWS Competency Program
Accelerates Success
For Partners with expertise &
experience in specific solutions
and verticals
Provides key differentiation to
AWS customers
Receive prioritized funding and
marketing benefits

20. DevOps Mobile Security
Marketing &
Commerce
Big
Data
Digital Media Storage Life Sciences
Health Care SAP Microsoft Oracle
Cloud Migration
AWS Partner Competencies

21. ANNOUNCING: AWS Government Competency
Recognize AWS Partners who have deep expertise in
government engagement and solutions
Help AWS government customers identify the partners who
can best meet their needs
Available to both Consulting Partners and Technology
Partners
Industry areas:
• Citizen Services
• Justice & Public Safety
• Public Healthcare
• Financial & Fiscal Affairs
• National Security & Defense
• Government Transportation, Infrastructure,
& Facilities Management
• Security & Compliance
• Open Data

22. Qualifying for the AWS Government
Competency
Consulting Partners
• APN Advanced tier or higher
• 4 AWS government customer
references
• 6 AWS certifications
• Public link or reference to government
AWS practice
Technology Partners
• APN Advanced tier or higher
• 4 AWS government customer references
• Government product or solution on AWS
• Solution must pass AWS well-
architected review
• Availability in 3 or more AWS Regions
• Public reference to AWS solution

23. AWS Government Competency Launch Partners

24. ANNOUNCING: AWS GovCloud (US) Skill Program
Recognizing AWS Partners who have verified solutions
deployed in the AWS GovCloud region
Consulting Partners
• APN Standard tier or higher
• 2 AWS customer references specific to
a GovCloud implementation/
engagement annually
• Public references to company's
solutions, tools, and/or methodologies
specific to supporting the AWS
GovCloud (US) Region
Technology Partners
• APN Standard tier or higher
• Product/solution (AMI or SaaS) hosted or
available in GovCloud
• Solution must pass AWS well- architected
review
• 2 AWS customer references specific to a
GovCloud solution/year
• Public statement of product availability in
GovCloud on company website, APN Partner
listing, and/or AWS Marketplace listing

25. AWS GovCloud (US) Skill Partners

26. Grow with Us: The AWS Consulting Partner Journey
Build a business plan for your AWS business
Train and certify your teams
Move up the APN tiers
Apply for our funding benefits
Differentiate with AWS Partner Competencies
Explore the Reseller and MSP programs
Establish a dedicated AWS sales team

27. Consulting Partners Go-To-Market Best Practices
Jointly develop a business plan with AWS
Create and promote customer case studies
Keep your APN Directory Listing up-to-date
Develop a solutions-based approach
Feature your cloud practice on your website

28. Grow with Us: The AWS Technology Partner Journey
Build your application on AWS
Join the SaaS Program
Differentiate with AWS Partner Competencies
Train and certify your sales teams
Move up the APN tiers
Apply for our funding benefits

29. Technology Partners Go-To-Market Best Practices
List your offering on the AWS Marketplace
Deploy an AWS Test Drive
Offer a Free Trial for your software
Create and promote customer case studies
Keep your APN Directory listing up-to-date
Use your website as a storefront
Establish a dedicated AWS sales team

30. Get Started Today with the AWS Partner Network
Learn more about APN on aws.amazon.com/partners
Review the Technology and Consulting partner
benefits and requirements
Sign up to be an APN Partner
Log in to the AWS Portal
Focus on achieving Standard-level partnership

31. AWS Partner webpages
APN blog
Partner success stories
Twitter
Stay in Touch with Us