Learn about AWS Managed Services and SaaS Partner Programs that provide partners with business and technical enablement on AWS. As more customers move mission-critical workloads to the cloud, there is increasing demand for Managed Service Providers to help customers migrate and operate those customer environments on an ongoing basis. Software-as-a-Service (SaaS) is quickly becoming the prevalent model for deploying software to business customers. The AWS SaaS Partner Program provides APN Partners with support as they build, launch, and grow SaaS solutions on AWS. This session will provide you all the information you need to know to get started in the MSP and SaaS Partner Programs.

1. ©2015, Amazon Web Services, Inc. or its affiliates. All rights reserved
AWS Managed Services and SaaS
Partner Programs
Brian Matsubara, Head of Ecosystem Strategy
Kelly Hartman, Global Segment Leader, MSPs

2. ©2015, Amazon Web Services, Inc. or its affiliates. All rights reserved
Building and Growing SaaS on
AWS for Partners
Brian Matsubara, Head of Ecosystem Strategy

3. Why AWS?
Building and managing cloud since 2006
40+ services to support any cloud workload
History of rapid, customer-driven releases
11 regions, 29 Availability Zones, 53 edge locations
48 proactive price reductions to date
Thousands of partners; 1900+ AWS Marketplace products
Experience
Service Breadth & Depth
Pace of Innovation
Global Footprint
Pricing Philosophy
Ecosystem
*as of July 31, 2014

4. Administration
& Security
Access
Control
Identity
Management
Key Management
& Storage
Monitoring
& Logs
Resource &
Usage Auditing
Platform
Services
Analytics App Services Developer Tools & Operations Mobile Services
Data
Pipelines
Data
Warehouse
Hadoop
Real-time
Streaming Data
Application
Lifecycle
Management
Containers
Deployment
DevOps
Event-driven
Computing
Resource
Templates
Identity
Mobile
Analytics
Push
Notifications
Sync
App
Streaming
Email
Queuing &
Notifications
Search
Transcoding
Workflow
Core
Services
CDN
Compute
(VMs, Auto Scaling
& Load Balancing)
Databases
(Relational,
NoSQL, Caching)
Networking
(VPC, DX, DNS)
Storage
(Object, Block
and Archival)
Infrastructure
Availability
Zones
Points of
Presence
Regions
Enterprise
Applications
Business
Email
Sharing &
Collaboration
Virtual
Desktop
Technical &
Business Support
Account
Management
Partner
Ecosystem
Professional
Services
Security &
Pricing Reports
Solutions
Architects
Support
Training &
Certification
Service breadth & depth

5. Thousands of partners around the world
Provide:
Professional Services
AWS Integration and
Migration
Managed Services
Provide:
Software
Databases
OS and Tooling
Solutions

6. AWS ISV landscape
Operating Systems
Networking
Database
Security
Storage
DevOps
AppDev
Mobile
IoT
FSI
Media
HealthCare
LifeSciences
Analytics
BI
Big Data ERP
CRM BPM
Content
Management
GIS SCM HRM
Commerce
Digital
Marketing
Design
Engineering
AWS

7. Utility
No long-term
commitments.
License is included in
the metered AWS
offering (i.e. hourly on
Amazon EC2).
AWS Marketplace
License mobility
a.k.a. Bring Your Own
Licenses (BYOL).
Customer acquires
license from
traditional channels
for software running
on AWS.
SaaS
License is managed
at the application tier
by the ISV.
AWS provides the
global infrastructure
for a best-of-breed
solution.
Free trial
Trial licenses to speed
up the sales cycle and
prove value of ISV
solution.
AWS Test Drive &
Technology Partner
GTM Activities.
Software licensing models on AWS

8. The power of SaaS
By 2017, about 26.2% of all
new business software
purchases will be of service-
enabled software, and SaaS
delivery will constitute about
18% of all software spending
and nearly 20% of
applications spending.”
IDC "Worldwide SaaS and Cloud Software 2013–2017 Forecast
and 2012 Vendor Shares" Doc #245084 Dec 2013
The world is moving to SaaS
Why SaaS for ISVs?
• Sell more
• Sell faster
• Improve customer
experience
• Reduce support and
engineering

9. Why SaaS on AWS?
SaaS characteristics:
 Priced Based on Value
 Self-Service
 Multi-Tenant, Shared
Infrastructure
 Elastic Usage
 Global Market
AWS characteristics:
 Pay for Use
 Resources On-Demand
 Highly Scalable and
Durable Services
 Auto-Scaled and
Scriptable Resources
 Global Reach

10. Data analytics platform on
AWS
CRM, enterprise asset
management, enterprise
resource planning, financial,
human capital, performance,
product lifecycle, supplier
relationship, and supply chain
management
Drupal on AWS and
hosting services
Business process management
and software for customer-
centricity, helps organizations
enhance customer loyalty,
generate new business, and
improve productivity
Many paths to SaaS
Evolve Extend Innovate Innate

11. AWS SaaS partner program
Benefits Stage APN tier
SaaS community webinar series
Specialized technical content
Technical and business office hours
Learn
Build
Access to product development funding
SaaS-specific reference architectures
AWS training and certification
Grow
Market development funding
Access to sales alignment initiatives
Investment in lead generation campaigns
Registered
Standard

12. SaaS Program Benefits Stage APN Tier
Registered Standard Advanced
APN Webcast for SaaS Partners Series
LearnSpecialized Technical Content
Technical and Business Office Hours
AWS Training & Certification
Build
SaaS Specific Reference Architectures
Access to Innovation Sandbox (Product
Development Funding) *
AWS Test Drive for SaaS
Grow
Lead Generation Campaigns *
APN SaaS Logo Usage
Access to Sales Alignment Initiatives *
Case Studies *
SaaS Customer Free Trials (Market Development
Funding)*
Learn
Build
Grow
*Eligibility Rules Apply

14. ©2015, Amazon Web Services, Inc. or its affiliates. All rights reserved
Managed Services on AWS:
Finding or Becoming an MSP
Kelly Hartman, Global Segment Leader, MSPs

15. Pocket Understandings
1) Managed Services are different in the cloud
2) We have a program that will help you:
A. Find a qualified AWS Managed Service Partner
and/or
B. Provide a structure and best practices to follow if running your
own MSO
3) Juggling is hard

16. AWS Managed Service Provider Partners…
• Seamless
Transition
• Innovation
Migrate &
Build
• Monitoring
• Service Desk
Run
• New Services &
Features
• Lower Costs
Optimize
• High Availability
• Automation
Plan &
Design

17. Prerequisites
aAPN Member
aCertified Staff
aAWS Revenue
aCustomer
References
Business
Management
Solution Design
Capabilities
Infrastructure & Application
Migration Capabilities
Security
Management
AWS Managed Service Program
Process & Cost
Optimization
SLAs & Reporting
Customer Obsession
Service Desk &
Customer Support
Third-Party Capabilities Validation Audit

18. AWS Managed Service Program
?

19. Prerequisites
aAPN Member
aCertified Staff
aAWS Revenue
aCustomer
References
AWS Managed Service Program
Third-Party Capabilities Validation Audit
Business
Management• Company Overview
• Resource Planning
• Job Roles & Staffing
• Customer Contracts
• Supplier Management
• AWS Support Plan

20. Prerequisites
aAPN Member
aCertified Staff
aAWS Revenue
aCustomer
References
AWS Managed Service Program
Third-Party Capabilities Validation Audit
Solution Design
Capabilities
Detailed Design Document
• Customer
Requirements
• Assessment of Current
Environment
• Security Assessment
• Design Architected
According to AWS Best
Practices

21. Prerequisites
aAPN Member
aCertified Staff
aAWS Revenue
aCustomer
References
AWS Managed Service Program
Third-Party Capabilities Validation Audit
Infrastructure & Application
Migration Capabilities
Infrastructure Architecture
Utilizes Services
• Multi-AZ
• Auto Scaling
• Amazon Virtual Private
Cloud
• Elastic Load Balancing,
Multi-AZ Amazon
Relational Database
Service

22. Prerequisites
aAPN Member
aCertified Staff
aAWS Revenue
aCustomer
References
AWS Managed Service Program
Third-Party Capabilities Validation Audit
Infrastructure & Application
Migration Capabilities
Application Architecture
• Provides Continuous
Integration
• Automated Deployment
• Takes Advantage of
Elastic, Highly Available
Infrastructure
• Tooling Abstracts App
Deployment from
Infrastructure Deployment

23. Prerequisites
aAPN Member
aCertified Staff
aAWS Revenue
aCustomer
References
AWS Managed Service Program
Third-Party Capabilities Validation Audit
Security
Management
• Internal & Customer
Systems Protected
• Quorum Based Access
• Encryption at Rest
• MFA Activated
• Event Logs Retained
• AWS Identity & Access
Management (IAM)
• Service
Continuity/Disaster
Recovery

24. Prerequisites
aAPN Member
aCertified Staff
aAWS Revenue
aCustomer
References
AWS Managed Service Program
Third-Party Capabilities Validation Audit
Service Desk &
Customer Support
• 24 x 7 Availability
• Local Language Support
• ITSM Ticketing System
• Escalation Process
• Integration with AWS
Support
• Proactive Monitoring &
Alerting

25. Prerequisites
aAPN Member
aCertified Staff
aAWS Revenue
aCustomer
References
AWS Managed Service Program
Third-Party Capabilities Validation Audit
Service Desk &
Customer Support
• Event Management
• Incident Management
• Problem Management
• Asset Management
• Configuration & Change
Management
• Release & Deployment
Management

26. Prerequisites
aAPN Member
aCertified Staff
aAWS Revenue
aCustomer
References
AWS Managed Service Program
Third-Party Capabilities Validation Audit
Customer Obsession
• Customer Satisfaction
Data Collected
• Low Score Follow-Up
• Customer Review
Meetings
• Ongoing Assessment &
Recommendations

27. Prerequisites
aAPN Member
aCertified Staff
aAWS Revenue
aCustomer
References
AWS Managed Service Program
Third-Party Capabilities Validation Audit
SLAs & Reporting
• Response SLAs
• Solution-Specific SLAs
• Reporting
• Self-Service Web Portal

28. Prerequisites
aAPN Member
aCertified Staff
aAWS Revenue
aCustomer
References
AWS Managed Service Program
Third-Party Capabilities Validation Audit
Process & Cost
Optimization
• Internal Operational
Efficiencies
• Process Efficiencies
• Financial Efficiencies
• Continual Improvement of
Performance to SLAs

29. AWS Managed Service Program Validation Checklist
Standard for Cloud Managed Services
www.aws.amazon.com/partners/managed-service

30. Audited AWS Managed Service Partners
 Softchoice
 Datacom
 InfoReliance
 Cloudnexa
www.aws.amazon.com/partners/msp
 Cascadeo
 Smartronix
 2nd Watch
 Datapipe
 Rightbrain Networks
 Day1 Solutions
 Cloudreach
 Corp Info
 Apps Associates
 NRI
 Smart421
 ICF International
 REAN Cloud
 Minjar

31. Summary
• AWS Managed Service Partners are the Go-To Partners
for All Phases of the Cloud Services Lifecycle: Plan,
Migrate, Run, Optimize
• Look for Audited MSPs
• Leverage the AWS Managed Service Program Validation
Checklist as a Guide if Running Your Own AWS
Environments

32. …and now

33. CHICAGO