© 2015, Amazon Web Services, Inc. or its Affiliates. All rights reserved.

PAR T N E R

Sydney

Chuck Edwards, Gavin Douglas

Tuesday, 4th April 2017

Break Away From the PackLeveraging the APN to Differentiate Your Business

What to expect from this session

• Briefly introduce the APN• (Not APN 101)

• Discuss the importance of differentiation• APN tools & programs to help you stand out• Hear from APN members Bryte Systems & Melbourne IT

• Suggested next steps

AWS Partner Network (APN)

• Resources to create AWS offerings & drive revenue on AWS

• Training & enablement for your employees

• Programs & Tools to:

• Enable your delivery models

• Differentiate your AWS-based offerings

• Help you go to market

2010 2011 2012 2013 2014 2015 2016

Premier

Advanced

Standard

Registered

Developing Programs at the Speed of Cloud…

MSP Program

Competency Program

AWS Marketplace

Consulting

Technology SaaS Program

Channel Reseller Program

Service Delivery Program

AWS Partner Solutions Finder

Helps customers find the right APN partner- based on demonstrated partner capabilities- by service, location, industry & use case

Check your listing at http://aws.amazon.com/partners/find or visit our team in the lobby

*Partner Solutions Finder will replace the existing APN Directory

Differentiation

Service Differentiation

Looking For Service-Specific Capabilities

Local PartnerExperience

AWS Lambda

Amazon API Gateway

+ +

AWS Service Delivery Program

Differentiate by Showcasing your Service Expertise

Help AWS customers quickly locate partners who deliver specific AWS services

Help APN Consulting partners engage more closely with AWS product and service teams

Service-specific benefits & enablement for partners

• Product web page and PSF presence

• Opportunities for new service beta

• 2017 focus on faster delivery for new services and marketing benefits

AWS Service Delivery Program

Recognising ANZ Consulting Partners in the Service Delivery Program

AWSLambda

Amazon Redshift

Amazon RDSAurora

Partner Solutions Finder - Services

Solution Differentiation

Help AWS customers quickly locate partners with top-quality solutions

Help APN Partners differentiate to customers by showcasing expertise

Distinguish products and solutions based on technical success

Current APN Competencies

SolutionsBig DataMigrationIoTDevOps MobileSecurityStorage

WorkloadsBusiness Applications (Microsoft, SAP, Oracle)

Partner Solution Finder - Solutions

AWS Competency Program

Recognising ANZ Partners in the APN Competency Program

Bryte – Investing to Differentiate

• Australian company specializing in Data & Analytics solutions• APN Advanced Tier

• Big Data Competency• “AWS-First” strategy since 2014

• Use native AWS technologies• High performance Big Data Analytics solutions• Redshift à Big Data à KRADL services

Bryte – Investing to Differentiate

• Working with AWS:• Focus on customer outcomes

• New commercial / engagement models

• Specialize• Invest early & keep up with the pace

• Continuous training & development

• What’s next?• Develop further competencies within core areas • Be first to market

• Innovative new Analytics solutions using AWS platforms and technologies

AWS MSP Program

Looking For Specific Capabilities

Compliance management

Healthcare expertise

Migrate

Plan

DesignBuild

Lifecycle engagement

ContinuousCompliance

Run

A Shift Has OccurredShift from on-premises to hyperscale cloud has created a new paradigm for service providers.

New ApproachesNew Ways to

Add Value

Customer Engagement

DevOps & Automation

Dynamic &Agile

New Opportunities for MSPsNext-Gen MSPs add value in new ways.

ContinuousCompliance

Migrate

DesignBuild

Run

Plan

“I need help migrating, running, & optimizing my AWS environments.”

AWS Managed Service Program

Helps AWS customers locate Next-Gen MSP Partners who deliver full lifecycle capabilities.

Helps Partners by driving Next-Gen principles and best practices via third-party audit.

As of April, 2017: Fewer than 90 partners worldwide

Partners Succeeding with MSP

Partnering for customer success

Melbourne IT Enterprise Services • End to End Capability – Mobile, Data & Analytics, Cloud & Security • High impact customer solutions

AWS Partnership• AWS Premier Consulting Partner since 2012• AWS Managed Services Provider since 2015• AWS ecommerce Competency since 2016

DATA & ANALYTICS(Infoready)

CLOUD & MANAGED SERVICES

MOBILE(Outware Mobile)

AWS Partnership

Partner Network • Visibility & awareness • Education• Joint focus on customer success

Managed Services Provider Program• Constant bar raising• Independent validation of capability

The future • Expand the competencies & certification levels • Pull more customers forward

AWS Partner Marketing Resources

APN Marketing

Central

AWS PRAWS blog, APN blog & case studies

AWS event sponsorships

Integrated Partner Campaigns

APN Marketing Central

• Leverage pre-made marketing assets to promote your solutions on AWS

• Search for an agency to help you execute your marketing

• Track the success of your campaigns with built-in tracking tools

Self-service marketing tools & resources for APN Partners

IoTAmazon WorkSpaces

Line-of-Business ApplicationsMicrosoft SharePointMicrosoft Windows Server

Available Campaigns

Webinar-in-a-Box

Cloud Migration

Big Data

Security

Mobile

WebsitesDevOps

How to Get Started

(1) Log into the APN Portal: www.apn-portal.com

(2) On the Marketing tab, choose Launch a Campaign with APN Marketing Central

(3) Launch Marketing Central Walk-Through or contact a vPMM to schedule a demo on the platform

Schedule a vPMM demo: awsvpmm@structuredweb.com

Available to Standard-tier and above APN Partners

Call To Action…

1. Decide where to focus & invest1. Service Level / Solution Level2. MSP Program – Managing the Complete Lifecycle

2. Continue to focus on1. Customer references2. Training & certification

3. Check Partner Solutions Finder

Talk to the AWS team here!

© 2015, Amazon Web Services, Inc. or its Affiliates. All rights reserved.

PAR T N E R

Sydney

Thank You