1. Titania Leung
Senior Partner Program Manager
24 Jul, 2019
APN Funding Program 2019
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2. Agenda
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• Funding Tenets
• Funding Programs
• Best Practices
• Questions
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3. Intent of Acceleration Funding Programs
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• Increase APN Partner capacity for delivery of AWS solutions
• Build APN Partner pipelines with qualified AWS opportunities
• Accelerate customer onboarding of workloads to AWS
• Develop wins that APN Partners can use to demonstrate AWS experience
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4. Benefits & APN Tier
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• Registered: Subsidized Training,
Certification Credits, Innovation Sandbox
• Select: Subsidized Training, Certification
Credits, Innovation Sandbox
• Advanced: Certification Credits, Innovation
Sandbox, Partner Opportunity Acceleration
Funding, Market Development Funding
(Credits & Cash)
As Partners move up APN tiers, they become eligible for a number of funding
benefits and limits increase
Select
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5. Funding Type
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POAMDFSandbox
APN Training
Funding
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6. APN Training Funding Benefits
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7. Emerging Program
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• Registered, Select & Advanced Tier Partners
• Partners save over 50-70% with this special offer that includes a seat in a 3 day
Technical training class (total package valued at $1,000-2,000) for just $550.00
(*prices may vary by GEO*)

8. AWS Technical Certifications
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• All tiers are eligible
• AWS Promotional Credits to incentivize net new Technical Certifications for
every net new Certification attained in 2019 (AWS Promo Credits can be
used towards future AWS Usage)
• Annual Limit Per Partner: 2 Associate and 5 Specialty/Professional
• Promotional credits are distributed via email to the partner’s Alliance
Lead
• Associate Certification = $300 AWS Credits
• Professional Certification = $500 AWS Credits
• Specialty Certification = $500 AWS Credits

9. 2019 Training Course – Discount Reference
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GEO/Country
APN Training
Partner
Currency
Partner Pays ATP
Associate in Local
Currency
Professional/
Specialty in Local
Currency
China VSTECS CNY 3,000 3,800
Hong Kong Kornerstone HKD 4,500 5,500
Taiwan
UCOM /
Kornerstone
TWD 12,500 17,000
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10. Eligible Courses & Certifications
AWS Courses:
Architecting on AWS
Developing on AWS
Systems Operations on AWS
Advanced Architecting on AWS
DevOps Engineering on AWS
Security Engineering on AWS
Big Data on AWS
AWS Technical Essentials (+ 3 day
course)
AWS Associate Certifications
Solutions Architect
Developer
SysOps Administrator
Professional/Specialty Certifications
Solutions Architect
DevOps Engineer
Security Specialty
Big Data Specialty
Advanced Networking Specialty
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11. Innovation Sandbox
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12. Innovation Sandbox Credits
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Purpose: To increase your AWS capabilities, we encourage innovation and
development. Innovation Sandbox extends AWS promotional credits toward
the development of new offerings on AWS and the ability to trial new
services with and for customers.
Requirements
• Innovation Plan- goal, timeline, resources,
budget, and solution
Co-Investment
Partner Tier Max Annual Cap per
Partner
Premier $40,000
Advanced + $30,000
Advanced $20,000
Select $10,000
Registered $5,000

13. APN MDF Funding Benefits
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14. Partner Funding MDF Benefits (Select* or above)
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Purpose: MDF helps partners with their demand generation activities and enable
them to build their pipelines and generate revenue
Goal: Enable Go-to- Market activities and help off-set our partners costs through
eligible marketing activities
MDF Cash: to co-fund up to 50% of eligible activities upon completion
MDF Promotional Credits: Offset the incurred AWS consumption during eligible
activities
How: Advanced tier partners submit their MDF requests using the self-service
funding acceleration tool in the APN Portal

15. MDF Eligible Activities
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Eligible Activities
• Telemarketing
Campaigns
• Paid Search
• Industry Conference
Sponsorships
• Customer Webinars
• List Purchase
• Case Studies
Ineligible Activities
• Seasonal Events
• Relationship Events
• Charity donations
• AWS Sponsored Events
• After-parties
***Full list can be found in the Acceleration Funding Program Guide
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16. APN Partner Opportunity
Acceleration Funding
Benefits
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17. Partner Opportunity Acceleration Benefits
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• Proof of Concept (POC)- small scale projects for customers that haven’t
fully committed. POC projects can help demonstrate the feasibility and
benefits of AWS Cloud.
• Project plan- scope and deliverables
• Co-funded by: Partner, Customer, & AWS
• 10X ROI
• Migration Funding- help accelerate customer migration to AWS
• Project plan: scope + deliverables
• Co-funded by: Partner, Customer, & AWS
• 10X ROI
• Qualified Opportunity for migration

18. Program Guidelines & Requirements
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• Qualified Opportunity
• Customer signed Statement of Work, Simply Monthly
Calculator link, architecture diagram
• Co-funded between Partner, Customer, and AWS
• Funding amount is based on 10% of the forecasted Annual
Recurring Revenue (Fully-deployed + 12 mo.)
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19. Best Practices for Partners and Funding
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• Detailed Business Plan with Training and Enablement and
MDF plans
• Submit fund requests at least 2 weeks prior to activity start
date, must be pre-approved
• Do not discuss funding with customers until it is secured
• Register Opportunities
• Tap into funding you have available!
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20. Thank You
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