In this session, we learn about 2019 AWS Partner Network (APN) program launches and changes, how to leverage APN programs to demonstrate deep expertise to customers, and how to achieve long-term success as an APN Partner. Partners gain an understanding of upcoming program changes, impacts on their business, and a clear path forward as an AWS Partner.

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AWS Partner Network
2019 and Beyond
Jarrod Buckley
Director, Global Partner Programs
G P S B U S 2 0 7
Barbara Kessler
Global APN & MSP Programs Leader

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Agenda

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Millions of Active Customers
Key AWS growth stats
Revenue Services Pace of Innovation
$27B 125+ 1430

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Partner Success
35,000+ APN partners have joined the APN since January 2016
90%+
Fortune 100
4.2x
Partner-Led Mass
Migrations
1.4M+
AWS Quick Starts
downloaded in
2018
60%+
APN Partners
headquartered
outside U.S

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Migrations Specialization MSP
Partner opportunity

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Partner Path to Success
Registered
Select
Advanced
Premier
Building
AWS expertise
Go-to-market
Differentiating
your business
Growing your
business

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AWS SaaS Factory
Provides business and technical enablement
with SaaS experts
A range of learning opportunities from self-
service education, in-person events and
workshops
Available to any APN Partner across all APN
tiers

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AWS SaaS Factory
Justin Antonipallai, CEO, WireWheel.
Launched SaaS solution
in 18 months on AWS
and in AWS Marketplace
Implementation of
Privacy and protection
programs (GDPR, CCPA)
Early customers
include Under Armour
and Blackboard

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AWS Navigate – Path to Specialization
Specialized
practice
Key takeaway
Path to specialization on
AWS with prescriptive
guidance on how to
achieve expertise

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Microsoft
Workloads
Blockchain
High Performance
Computing
End-user
computing
Migration
MSP – coming in Q1 2019!
Financial
Services
Serverless
Database Services
Contact
Center
Machine
Learning
IoT
AWS Navigate
DevOps

12. “AWS Navigate helped Synchronet differentiate their AWS business
by knowing what customers to focus on, who to hire, and what to
walk away from. We saw an 100% increase in opportunities from
the previous year. Of these opportunities, 71% have EUC
products.”
Darin Cook
CEO, Synchronet

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Amazon API
Gateway
Amazon
Aurora
Amazon
CloudFront
Amazon
EMR
Amazon
Kinesis
Amazon RDS
PostgreSQL
AWS Database
Migration Service
AWS
Lambda
AWS Server
Migration Service
(AWS SMS)
AWS
GovCloud (US)
Amazon Machine
Learning (Amazon
ML)
Amazon
DynamoDB
Amazon
Redshift
AWS
WAF
AWS Service
Catalog
EC2 Systems
Manager
AWS
CloudTrail
AWS Service Delivery Program
AWS IoT
Core
AWS
Greengrass
AWS IoT
Analytics

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Government Education Financial
services
HealthcareLife sciences Marketing &
commerce
Digital media
Storage DevOps SecurityIoT Mobile MigrationBig data Machine
learning
Networking
Industry
Solution
Workload
AWS Competency Program
Oracle Windows SAP
Containers Industrial
software
Cloud
management tools

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Base
discount
Base discount
+ Net new
business discount*
Total eligible discount*Net new business discount is good for 24 months
Discount structure:
AWS Consulting
Partner with
Competency or MSP
AWS Solution Provider Program
Base discount
+ Net new business discount
+ Technical capability
Discount
increase

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Introducing
2019 APN Program updates
Renaming
Standard
To Select
Updated
criteria
Defined
benefits
packages

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Standard
Advanced
Premier
2018
2019 APN Program updates
Renaming Standard to Select
2019
Select
Advanced
Premier

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2019 APN Program updates
Updated criteria
Knowledge Experience Customer
success

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2019 APN Program requirements changes
Knowledge
Focus on education and certification
Business & technical professional accreditations
Foundational certifications (cloud practitioner)
Technical certifications (SA, specialty)
Shifting from a count of accreditations/certifications to a count of individuals

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2019 APN Program requirements changes
Consulting Partner track
Select Advanced Premier
AWS accredited professionals
4
Minimum
2 Technical &
2 Business
8
Minimum
4 Technical &
4 Business
20
Minimum
10 Technical &
10 Business
AWS foundational certified individuals 2 4 10
AWS technical certified individuals 2
6
Minimum
3 Professional
or Specialty
25
Minimum
10 Professional
or Specialty
Knowledge

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2019 APN Program requirements changes
Knowledge
Technology Partner track
Select Advanced
AWS technical certified individuals 1
4
Minimum 2
Professional
or Specialty

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2019 APN Program requirements changes
Experience
Focus on growth and specialization
Launched opportunities
Direct revenue option for tech partners
Partner business plan
Technical program validations: Competency, MSP, Well-Architected
Executive business review for Premier tier

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2019 APN Program requirements changes
Experience
Consulting Partner track
Select Advanced Premier
Annual launched opportunities
3
Total MRR
of at least $1,500
20
Total MRR
of at least $10,000
50
Total MRR
of at least $50,000
Annual partner business plan x x
Technical program validations
3
Must include MSP
or DevOps competency
Executive business review X
Sustained attainment of Premier criteria 6 months

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2019 APN Program requirements changes
Experience
Technology Partner track
Select Advanced
Annual direct revenue $15K $350K
OR
Annual launched opportunities
3
Total MRR
of at least $1,500
20
Total MRR
of at least $10,000
Product listing X X
Annual partner business plan X
Technical program validations
Technical baseline
review

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2019 APN Program requirements changes
Customer success
Focus on customer experiences
Publicly referenceable customers
Customer satisfaction responses

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2019 APN Program requirements changes
Customer success
Consulting Partner track
Select Advanced Premier
Publicly referenceable customers 1 2 6
Customer satisfaction responses 5 20 30

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2019 APN Program requirements changes
Customer success
Technology Partner track
Select Advanced
Publicly referenceable customers 1 2
Customer satisfaction responses 5 20

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2019 APN Benefits Packages
Available to APN Partners in January 2019
Further investment in our APN Partners
Increasing benefits by tier and through program participation

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2019 APN benefits packages
Financial benefits
Annual APN Program promotional credit - Increases with tier
Market development funds (MDF) - Increases with tier and specialization attainment
Partner opportunity acceleration (POA) funding - Increases with tier
Certification attainment credits
Discounted training

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2019 APN benefits packages
Additional benefits
AWS Educate Job Board
ACE Program participation
AWS led case studies
Guest post on APN blog
Free training
PSF listing
APN Badging
Marketing Central content
Partner development resources
And many more …
NEW CONTINUED

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NOV 2018 JAN 2019 FEB 2019 AUG 2019
Timelines and launch plan
Announcement
re:Invent
Requirements Launch
Feb 1, 2019
Compliance
Aug 1, 2019
Benefits Launch
Jan 1, 2019

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Resources for APN Partners
 2019 Program Readiness Guide
• Read the APN blog post:
https://aws.amazon.com/blogs/apn/
• Visit APN booth in the Expo Hall (#2547)
 Learn more about Funding benefits
• https://partnercentral.awspartner.com
• View “Acceleration” tab
 Connect with APN Resources
• Contact your AWS partner manager

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Key takeaways

34. Thank you!
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