isv presentation_genexus_2013

Amazon Web Services Confidential – Shared under NDAAmazon Web Services Confidential

#GX23

Amazon Web ServicesTechnology Partner Program

Renata Faria

Amazon Web Services Confidential – Shared Under NDA

How does the program fit with APN Partners?

Consulting Partners

Technology Partners

Prof ServicesManaged ServicesLicensed Software SaaS

Emer

ging

Man

aged

Channel Reseller Partners

Systems Integration


Verticals

FSI &

In

sura

nce

M&

E

Bio/

Life

/HC

Technology Partner Categorization

App/Dev

Issue Tracking

Testing

SCM

Dev Tools

MessagingComms

PaaS

Monitor

Network Infrastructure

Database & Caching

Application Servers/Middleware

Secu

rity

Man

agem

ent

Stor

age/

Back

Up

MD

M

Operating System

Infrastructure Software

CRM

Content Management

Collaboration

BPM

Big Data & Analytics

Finance & Accounting

HRM

eCommerce & Retail

ERP

Design & Engineering

Customer Engagement

Logistics (SCM)

HPC

GIS

Gaming

Application/Business Software


Why Should I Become an APN Technology Partner?

Sales

Technical Support

Marketing

Alliance Support


Channel & Sales Enablement

Improve Customer Experience1. Reduce Complexity

2. Reduce Time to Value

3. Reduce Cost

Repeatable Framework 4. Reduce Duplication of Effort

5. Establish AWS Best Practices

6. Consistency = Supportability

Channel Bundles7. Provide building blocks, templates and guides

8. SI/VARs add services, software and pricing options

9. Sell as a Fixed Price Bundle or ala carte

Option 1: DIY



Option 2: DIY w/Kit



3. Reduce Cost









Option 3: Hire a ProCapGemini 2nd Watch AVNET



3. Reduce Cost








SaaS Platform Enablement

Establish AWS as the SaaS Platform1. Global Reach

2. Most Reliable

3. Best Economics

Marketing Strategy4. Build a better together story

5. Joint GTM Support

6. Sales & Channel Training


Partner Engagement Cycle

Technical Enablement Business Model Enablement

Support Joint GTM

Develop AMIs, Architecting for HA, Security, Performance License Portability, Utility

Pricing, SaaS, DevTest

Demand Generation, Lead Generation, Joint Sales Engagements, Content Creation

Self Service Documentation, L1 & L2 Support, TSANet


Licensing Models

License Mobility• Ability for customers to transfer

existing licenses/subscriptions to AWS • Customer has a relationship with AWS

& ISV

SaaS• Customer accesses the ISV

application directly. Hosted on AWS• Customer has a relationship with ISV

Utility via Marketplace• License/subscription fee is built into

the service. Pay as you go.• Customer has a relationship with AWS

& ISV.

OEM• AWS serves as OEM channel for ISV• Customer has a relationship with AWS

User Managed Vendor Managed


Sales Support

Access to the latest AWS collateral Access to client referrals Solution Architect engagement


Alliance Support

Account planning & management Online resources

Leads Register

Enablement

Partner´s Dashboard

Upgrade

Marketing


Alliance Support

• To Access webinars - Exclusive to AWS Partnershttp://aws.amazon.com/partners/overview/partners/webinars/

http://aws.amazon.com/partners/overview/partners/webinars/


Marketing & PR Support

Placement in the AWS Partner Directory

Use of AWS Partner Network logo in sales and marketing tools

AWS support for Press Releases, Blogs, and other digital marketing content

Participation at AWS-hosted events

Selective eligibility for joint go to market activities including joint webinars/webcasts


Marketing Support

All Standard and Advanced partners will be listed in the AWS

Partner Directory


Marketing Support

2.300 attendant 20 tracks

Sponsorship Opportunity !!!

AWS Summit 2013 | São Paulo


Marketing Support

AWS Brazil´s Roadshow – 6 cities http://www.eventosawsbrasil.com.br/ 20/Ago – Rio de Janeiro 29/Ago – Campinas 10/Set – Porto Alegre 24/Set – Belo Horizonte 15/Out – Curitiba 29/Out – Recife

http://www.eventosawsbrasil.com.br/

http://www.eventosawsbrasil.com.br/


AWS Marketplace


What´s AWS Marketplace ?

Awareness - AWS Marketplace and via our marketing efforts to build awareness of AWS Marketplace.

Access to New Users – AWS has hundreds of thousands of customers in over 190 countries.

Simplified Software Delivery - Pre-built and pre-configured machine images. One-click deployment is the fastest way to get software running on AWS.

We handle the Billing – Get access to utility billing models. All metering, billing, collections and disbursements are handled by Amazon’s world class payments platform.

Key Benefits :

An online store where you can immediately start using software for building products and running businesses.


AWS Marketplace

https://aws.amazon.com/marketplace

https://aws.amazon.com/marketplace


Technology Support

Eligibility for AWS Private Betas

Recurring AWS Product Roadmap briefings

Technical training & content

Technical support credits

Exclusive training webinars


Program Benefits and Requirements


Why Should I become an APN technology Partner ?

Sales Access to the latest AWS collateral Access to client referrals Solution Architect engagement

Technical Support Eligibility for AWS Private Betas Recurring AWS Product Roadmap briefings Technical training & content Technical support credits Exclusive training webinars

Marketing & PR Placement in the AWS Partner Directory Use of AWS Partner Network logo in sales

and marketing tools AWS support for Press Releases, Blogs,

and other digital marketing content Participation at AWS-hosted events Selective eligibility for joint go to market

activities including joint webinars/webcasts

Alliance Support Account planning & management Online resources

Amazon Web Services Confidential – Shared under NDAAmazon Web Services Confidential

Technology Partner Program – AWSRenata [email protected] Development Manager


What's Working?

Improved Service Team Support1. EMR = MapR, Intel IDH, Cloudera

2. EC2 = OEM Relationships

3. RedShift = Jasper, Tableau, Microstrategy, Informatica

4. Marketplace = 9 of top 10 Sellers

PR & AR Alignment5. New PR Approved Spokespeople = Scott

Barneson, Michael Fuller & Bhavik Vyas

6. Press Release Support

Sponsorships7. AWS Summits - globally

8. re:Invent

Global Awareness & Communication1. Getting Better, but not great

2. Barneson = Australia, Junkin = India, Matsubara = UK, Marcin = Europe, Barneson = Europe, Matsubara = Japan

3. Global Status Reports = Anthony Russell

SPID Tracking 4. Pipeline inconsistency across spreadsheets and

SFDC

Marketing Execution5. Bulk of GTM Activities are teed up for Aug/Sept

6. Need more resources on the Partner Marketing Manager side = Stephanie Percy

What's Not?


AWS Channel Reseller Program

AWS Provides: Discounted AWS Services Discounted Premium Support Ability to own customers Partner Account Manager Solution Architect guidance Joint GTM Planning

Resellers Provide: Value added solutions Drives customer demand Relationship management Premium Support Billing for AWS solution $25K/month by month 12

AWS and Partner enter into the Value Added Reseller Agreement


Program Elements

Category Management1. Adjusting Team Alignment for better coverage

2. 34 Categories – consistent across APN, MP and BD

3. Industry Verticals

Channel Enablement – AWS QuickStart4. Test Drives

5. Reference Libraries

6. Rapid Deployment Guides

7. Sales Enablement Datasheets

SAP & Microsoft Channel Development8. Dedicated Global Alliance Owners

9. Dedicated Channel Development Owners

10. MSFT & SAP Contact Us Forms

1. 100 Leads since 6/7/2013

2. 50% yield on qualified

SaaS Compensation Pilot1. Quota retirement for Acquia deals

2. SumoLogic Referral Pilot

3. Test for Future Programs

Transformational Deals4. Oracle

5. SAP

6. VMWare

OEM Business7. Operating Systems – RHEL, SLES, Ubuntu

8. MapR - EMR

9. Intel IDH – EMR (Pending)

10. Adobe FMS (Pending)


Service Support

EC2 – Instance use, OEM, Management

EMR – OEM MapR, Intel IDH + Cloudera BYOL

S3 – Gateways + Data ProvidersRedshift – Analytics, BI, Reporting/Visualization

RDS – Oracle and MSFT

CloudFormation – Reference Libraries

Marketplace – Product Listing


Initiative 3: SAP & MSFT Channel Development

Field & Partner Enablement1. Better Sales Tools

2. Sales Training

3. Resources

Dedicated Resources4. Global PDM + Global Channel Manager

5. Recruit ISVs, Resellers & Consulting Partners

6. Territory and Geo Partner Coverage

Control our Own Destiny 7. We can’t count on MSFT to help us Win

8. MSFT partners are looking for ways to do business

9. Lead Development and Qualification


What is the Technology Partner Program?

Enabling PARTNERS to create their own virtual data centers…own and manage customer relationships

margin for selling AWS

Enabling CUSTOMERS to get full solutions on AWS….channel resellers provide value-added services and solutions for customers

provides customers a single contact for all aspects of their AWS-based deployment

Enabling AWS SALES to fully engage with partners...partner provides solutions and support

revenue flows to end user accounts


Initiative 1: Technology Partner Categorization

Cross Team Consistency1. Marketplace and APN

2. Business Development TMS/Verticals

3. Product Team Alignment

Fill Gaps in Coverage4. Managed Accounts – Limited Visibility

5. Align SMEs and ESAs

6. Leverage other teams (BD/MP/Emerging)

Maximize Limited Marketing Resources7. Not possible to cover all Managed Partners

8. Organize Marketing GTM around Categories

Global

Managed

Emerging

Secu

rity

Stor

age

Man

agem

ent

GTM GTMGTM

isv presentation_genexus_2013

Technology

aws customer

nda aws marketplace

oem aws

marketing tools aws

nda sales support access

aws partners http

aws isv saas customer

aws best practices