What does a successful partnership look like?
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The document discusses best practices for successful partnerships between AWS and other companies. It emphasizes the importance of clearly defining mutual objectives and business justifications, KPIs, market definitions, enterprise approaches, practices, solutions, go-to-market strategies, sales engagement models, enablement programs, agreements and operations, and governance. It provides examples of partnership types and competencies as well as strategies for building an AWS practice, engaging customers, and providing technical training and certification programs.
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What does a successful partnership look like?
- 1. LONDON
- 2. What does a successful Partnership look like? Lasse Gerdt Head of GSI/Strategic Alliances, AWS EMEA
- 3. Migrating existing applications as quickly as possible Deploying new applications to the cloud by default Cloud computing has become the new normal
- 4. TOPICS FOR TODAY – ENGAGING AND PLANNING FOR SUCCESS KPIs Business Objectives Market Definitions AWS Enterprise Approach Practices/ Solutions Go to Market Sales Engagement Enablement Agreements and operations Investments Cadence Governance Programs
- 6. 2008 2009 2010 2011 2012 2013 20152014 “Active customer” is defined as a non-Amazon customer with AWS account usage activity in the past month, including the free tier Over 1 Million Active Customers
- 7. Move from capital expense to variable expense Lower variable expense than they could achieve on their own Stop guessing capacity Increased agility Remove undifferentiated heavy lifting Go global in minutes $ Why Are Companies Flocking To The Cloud So Quickly?
- 8. Idea Completed Project Not Possible Maybe next year We don’t support that That’s a change order What’s Not Fun For Builders?
- 9. CUSTOMERS
- 10. Dev & Test True Production Mission Critical All-in Build production apps Migrate production apps Marketing Build mission-critical apps Migrate mission-critical apps Development and test environments Corporate standard
- 11. Cloud Challenges 2015 vs 2014 Source: RightScale 2015 State of Cloud Report
- 12. AWS and Enterprise Alliances FSIRetail Auto/Manf. Media Life sc. Energy Digital Transformation (CEO/CMO/CDO) IT transformation (COO/CIO) AWS Global Infrastructure and Innovation Partnersolutionsandservices (Mass) Application Migration (COO/CIO/Business Leads)
- 13. APN Partner Types ISV Acceleration Professional Services Professional service firms that help customers design, architect, migrate, or build new applications on AWS. Product Companies Commercial software and cloud service companies that build solutions that run on, are complementary to, AWS. APN Consulting Partner APN Technology Partner Authorized Government Partner Channel Reseller Partner AWS Marketplace Seller AWS Test Drive Managed Service Provider
- 16. Three ways to build an AWS practice • Be a specialist—embed AWS into existing practices • Be a transformer—develop overall cloud transformation practice • Do both
- 17. Key elements – capability to sell, design, deliver, managed and scale PEOPLE COMPETENCY COMMITMENT SCALE Building capacity through trainings and certifications Specializing through AWS Competencies Demonstrating mutual success, Proof of capability ”Self Sustaining Practice”
- 18. AWS and Enterprise Alliances FSIRetail Auto/Manf. Media Life sc. Energy Digital Transformation (CEO/CMO/CDO) IT transformation, Cloud Adoption (COO/CIO) (Mass) Application Migration (COO/CIO/Business Leads) Some key examples: • Big Data and Analytics • IOT • Mobility • Application Migration Factory • SAP, Oracle, MS • Vertical Solutions • DevOps and new cloud based solutions • Managed Services at scale • Security and Management • Hybrid scenarios
- 19. Current APN competencies Marketing & commerce Storage Life sciencesHealthcare SAP Oracle Big data Microsoft Digital mediaSecurity
- 20. Time CloudReadiness Ad Hoc Opportunistic Repeatable Managed Optimised Develop high level knowledge of the business value of cloud computing for immediate tactical needs Scale up access to standardised IT resources via cloud, at lower costs and increasing speed Develop a consistent, best practice cloud-wide approach to cloud, speeding iterative improvement cycles to increase cloud adoption and business value. Driving business innovation through seamless access to IT resources from internal and external service providers Enabling more agile access to IT resources through aggressive, standardisation, identifying cloud best practices, and increasing governance SourceIDC:MaturityModel:Cloud–AGuideforSuccess2013 Journey to the Cloud phases
- 21. Complexity Value Agility,Innovation,Cost All-in Digital Dev/Test Enterprise Applications Storage Big Data & Analytics Client Computing Adoption curve to maximise value while focusing on least complex areas. Another view:
- 22. Assess the application portfolio and define the move Assess the application portfolio and define the move candidates AWS Cloud Migration Framework Acceleration Partners (Cloud native companies) AWS / Internal IT
- 23. Assess the application portfolio and define the move Assess the application portfolio and define the move candidates AWS Cloud Migration Framework AWS / Internal IT Partner (SI) / Internal IT Acceleration Partners (Cloud native companies) Acceleration Partners (Cloud native companies) AWS Ent.Supp/Internal IT
- 24. AWS can support your digital transformation AWS is our proven Digital platform AWS 3 layers approach Digital vision Digital platform Execution Cloud unleashes the innovation…lets you be more agile, get more ideas from all organization and lower cost of failure
- 25. GO TO MARKET
- 26. Target Offerings, Solutions Practice Development Capacity and Capability plan Target Verticals Target Accounts Sales Channels Demand Generation Pipeline and Opportunity Acceleration Account growth Training MDF Market Development Fund POC Proof Of Concept COE Centre of Excellence GTMEnablement,CadenceandGovernance Programmatic investments
- 27. SALES ENGAGEMENT
- 28. Sales Engagement DIRECT RESELL INFLUENCE PARNTER LED JOINT AWS LED TARGET MARKETS, VERTICALS and ACCOUNTS
- 30. Cloud Skill Demand 1.7M Unfilled cloud jobs in 2012 7M Projected jobs in three years %ofmatchingjobpostings 0 20% 10% Jan '06 Job Trends from indeed.com Amazon Web Services Jan ‘15 Internal champions = faster adoption
- 31. Expand skills with AWS Online Videos and Labs Instructor-Led Courses Certification Start working with an AWS service in minutes with free online instructional videos and labs aws.amazon.com/training/ self-paced-labs Learn how to design, deploy, and operate highly available, cost-effective, and secure applications on AWS aws.amazon.com/training Validate your proven technical expertise with the AWS platform and gain recognition for your skills aws.amazon.com/certification
- 32. APN Partner Training – Bus Dev Role New AWS Essentials Business Edition: 1day I ILT AWS Business Professional Business Development Roles 5 hours | Online Modules & Assessments Accreditation AWS Technical Professional Technical Business Development Roles 5 hours | Online Modules & Assessments Accreditation AWS TCO and Cloud Economics AWS Business or Technical Roles 3 hours | Online Modules & Assessments Accreditation AWS Solutions Training for Partners: Foundations AWS Business Professional 1 day | Instructor-Led Training aws.amazon.com/partners/overview/partner-training
- 33. Technical Training Courses Visit aws.amazon.com/training for course descriptions AWS Essentials Instructor-Led | 1 day Architecting on AWS Instructor-Led | 3 day Developing on AWS Instructor-Led | 3 day Systems Operations on AWS Instructor-Led | 3 day Architecting on AWS Advanced Concepts Instructor-Led | 3 day DevOps on AWS Instructor-Led | 3 day Big Data Fundamentals Online | 3 hours Big Data on AWS Instructor-Led | 3 Days AWS Certification Exam Readiness Workshop Introductory Courses Advanced Courses Specialty Courses Solutions Architect Developer SysOps Administrator Security Operations on AWS Instructor-Led | 3 Days
- 34. AWS Certification AWS Certified Solutions Architect - Associate AWS Certified Solutions Architect – Professional AWS Certified DevOps Engineer Professional Solutions Architect Developer SysOps Administrator AWS Certified Developer - Associate AWS Certified SysOps Administrator - Associate Learn more at aws.amazon.com/certification
- 35. GO!
Notas do Editor
- We've talked about this in past; 6 Primary reasons
- And, we trained builders not to waste any shower cycles inventing; Because any time had new widea that required Infra or resources to build Infra services; answer they got was...; Demoralizing for Builders; Devs didn't get into CS to do same thing every day; Devs builders, tinkerers, creators; Many of best ideas locked in builders heads ready to be unlocked if Infra withing reach; Same true for CIOs...need Infra for Co that's orderly and secure, but don't take job...
- Security always stand up as the top challenge either year 2015 or 2014 In fact, it was shown in the report that lack of expertise becomes major challenge for most of the enterprises Managing multiple cloud services will become more and more outstanding as it will be the trend for Hybrid to happen in next few years. This is very reasonable as big enterprises move their workloads from private cloud to public cloud, it will not happen in one day, There is a transition period and hence hybrid cloud will be existing for sometime to absorb the latest of asset investment and depreciation.
- Note that we also work with professional services companies which influencing customers, w/o taking part of the deals e.g. management consultancies. We have a dedicated program for this.
- GSIs: Accenture, Cognizant, Booz Allen, Infosys, Wipro; Born in Cloud: 2nd Watch, Bulletproof, Dedalus, Cloudreach, Slalom, InfoReliance and Smartronics
- JH How many people in the room work for a company where the majority of your business comes from a specific solution such as Oracle JD Edwards, SAP, Adobe CQ, or Business Intelligence packages such as Tableau or Hyperion? How many people in the room work for a firm that has an AWS practice and targets customers who want to migrate 100s of servers regardless of what the workload is? At AWS we recognize that many of our partners bring specific skillsets to our customers, and this is why we have developed the AWS competency program. This isn’t to say you can’t be both a specialist and a transformer, what we are doing is recognizing all the great firms who have figured out how to leverage AWS to their advantage by rearchitecting their solutions and their business model around AWS. As of this year, we have competencies in Storage, Life Sciences, Big Data, SAP, Oracle, and Microsoft with more on the way. Each competency has a specific set of requirements that must be met that helps our partners differentiate while communicating to our customers who our top partners are in each area of specialization. It’s also important to note that if your desire is to be a transformer, that additional investments in resources and tools are required. Let’s spend a little time talking about what it means to be a specialist, and what it means to be a transformer in the context of how our customers adopt and implement AWS.
- We have 10 Competencies available for partners and we plan to add at least 3 more this year. Our newest are: Security (launched yesterday) and Marketing & Commerce, launched last month. Security Competency Partners have demonstrated success in building products and solutions on AWS to support customers in multiple areas, including: infrastructure security, policy management, identity management, security monitoring, vulnerability management, and data protection. Available for APN Technology Partners Marketing & Commerce Competency Partners have demonstrated technical capabilities and success in helping marketers and retail customers by delivering cloud-based marketing and ecommerce solutions. Available for APN Consulting & APN Technology Partners
- TALKING POINTS AWS Training and Certification is an organization dedicated to expanding and deepening knowledge of AWS, as well as driving proliferation in the usage of AWS services. Our programs are designed for customers, partners and AWS employees. Over the past several months, we have rolled out several new courses, training labs, and certifications to our customers and partners
- KEY TALKING POINTS AWS Business Essentials helps IT business leaders and professionals understand the benefits of cloud computing and how a cloud strategy can help you meet your business objectives. In this course we discuss the advantages of cloud computing for your business and the fundamentals of AWS, including financial benefits. This course also introduces you to successful cloud adoption frameworks so to help you consider the AWS platform within your cloud computing strategy. Delivery Method This course will be delivered through a mix of: Instructor-Led Training (ILT) Group Discussions AWS Business Professional and Technical Professional Accreditations help you gain foundational knowledge of AWS services so that you can educate your customers on AWS Business and Technical value proposition (fit) to solve your customer challenges with AWS. Many new customers are trying to understand AWS and how it will benefit them. We recently enhanced AWS Business Professional to include more benefits around solutions for customer use cases such as Big Data and Analytics, Web and e-Commerce, DR/Backup/Recovery, as well as how to leverage customized solutions from our AWS Marketplace partners. AWS Technical Professional is the technical counterpart of this course. It is intended for technical business development roles and provides foundational level technical knowledge on key concepts around AWS cloud computing, including global infrastructure, services, common solutions, migration, security, and compliance. New Launch: AWS TCO & Cloud Economics – helps you gain fundamental knowledge of the Total Cost of Ownership (TCO) concept and the economics of data centers as it relates to AWS. TCO is an important conservation in most customer engagements. Customers want to know how adopting AWS is better from an economics standpoint vs. other cloud models (on premise, co-location, hosted). This course teaches you how to use the AWS TCO Calculator to understand the value of AWS and to explain the benefits of AWS IT solutions based on TCO so that you can effectively have those conversations and make a compelling business case to adopt AWS. All three are web-based and available at no cost to APN Partners via the APN Portal. AWS Partner Educate trains you to effectively discuss the HOW to have consistent & successful pre-POC customer conversation around Migration, adoption journey, TCO, pricing, security and the APN partner eco-system solutions. We trained 2000 partners in 2014 and are looking at more solutions for 2015.
- Architecture Create a Cloud Business Case Determine migration strategy Integration strategies Design highly available, elastic and secure application Operations Provision Cloud environments and automate implementations Manage backup and DR Monitor availability and performance Troubleshooting Developer Develop applications using scripts, SDKs and/or compiled code Programing against the APIs Performing application and solution testing Implement automation services for optimization of performance, availability, scale and maintenance
- AWS Certifications validate technical skills and knowledge necessary for designing, deploying, and operating solutions on the AWS platform Earning certification helps you gain credibility for your proven experience working with AWS, as well as contributes to your organization’s proficiency with AWS-based applications. We are announcing a new certification for AWS Certified DevOps Engineer – Professional This is the next step in the path for AWS Certified Developers and SysOps Administrators to validate their skills in DevOps area It’s the first DevOps certification in the industry, and it helps us further establish AWS as thought leaders DevOps You can take the beta exam at re:Invent