overview of aws partner programs in the public sector

AWS Government, Education, and Nonprofit Symposium Washington, DC I June 25-26, 2015


Overview of AWS Partner Programs in the Public Sector

Dan Kasun Jarrod BuckleySr. Manager Sr. Manager

WW Public Sector AWS Channel Programs

Amazon Web Services Amazon Web Services


• Best Practices in the AWS Partner Ecosystem

• APN and AWS Global Partner Programs

• 2015 New and Key Partner Resources

• Opportunities in Public Sector

Agenda

PartnerNetwork


Partners are:• AWS Partners nearly doubled • Growing their AWS offerings quickly• Offering Packaged Services & Solutions

Enterprises are:• Asking for Managed Services for AWS• Increasingly Deploying SaaS Software• Using AWS Marketplace software for production

Trends in the AWS Partner Ecosystem


Provide:• Software• Databases• OS and tooling solutions

Provide:• Professional services• AWS integration, migration,

managed services

Technology Partners Consulting Partners


Consulting Partner best practices

Packaged service & solution offerings

Fixed price migration

DevOps workshops

Security as a service

Consulting Partner collaboration


Technology Partner best practices

Deploying SaaS on AWS

Engaging Consulting Partners

Taking a solution approach

Promotion via the AWS Brand

All-in on AWS

18% of all software delivery will be SaaS by 2017 (IDC)

Cloud Software will grow to $76.1 billion by 2017 (IDC)






Agenda

PartnerNetwork


Premier

Advanced

Standard

Registered

Delivery Model ExpertiseExperiencePartner Type

Your Roadmap: AWS Global Partner Programs

Channel Programs

MSP Program

SaaS Program

Competency Program

Government Program

Test Drive

AWS Marketplace

Consulting

TechnologyGTM Resources

Go-To-Market

PartnerNetwork


APN Benefits for PartnersTraining & EnablementOn-Demand Sales & Technical Training & AccreditationsAPN Webcast Videos20% discount Classroom TrainingSolution Architect Office HoursAWS QuickStartsSubsidized Classroom TrainingProServe Bootcamp TrainingProduct Development CreditsNamed Solution Architect10 Days Free AWS ProServe

Marketing & Go-to-MarketSyndicated Web ContentEmail Marketing PlatformPartner enablement guidesOpportunity registrationListing in the AWS DirectoryMarketing Development FundingDemand Generation CampaignsAWS Written Case StudyProof-of-Concept Credits/FundingListed on AWS Solution PagesNamed Partner Manager


APN Program: Consulting

Partner Requirements


APN Program: Technology

Partner Requirements


• Validates Partners with Proven Workload and Vertical Capabilities

• Differentiates APN Partners to AWS Customers• Validated based on:

• Customer success, AWS Certifications, technical readiness, AWS product or practice review, customer references

APN Competency ProgramForConsulting &

TechnologyPartners


Current APN Competencies

Digital media

Storage

Life sciences Healthcare

SAP Oracle

Big data

Microsoft


Channel Reseller Program• Enables qualified APN Consulting Partners to

resell AWS services to both commercial and public sector AWS Customers

• Ideal for Partners building value-added offerings on AWS

• Partner handles billing, procurement, and support for their customers

ForConsultingPartners

“Being an AWS Channel Reseller enables us to establish an even closer partnership with our customers and deliver value to them by accelerating adoption of the services provided by AWS.“ - Cloudreach


AWS Managed Services ProgramFor Consulting Partners offering Managed Services on AWS• Technical Enablement – Dev Ops Approach, Security, Customer

Expectations• Business Enablement – Marketing and Go-to-Market

Validation Audit to Qualify for the Program• Migration, operations, security and cloud infrastructure management

• Proactive monitoring and automation of customer’s environment

Self-Assess with the Validation Checklist in the APN Portal

ForConsultingPartners

“AWS is raising the bar on partners to ensure a consistent and rewarding customer experience” – 2nd Watch


Software-as-a-Service Program (Preview)

Enables Partners to deploy on AWS in a SaaS Delivery Model

Technical & Business Enablement • Apply on APN Portal Today• SaaS Reference Page on Portal• SaaS Webcasts• SaaS Program Office Hours• Creating a SaaS Partner Community to

collaborate and share best practices

ForTechnologyPartners

“By 2017, about 26.2% of all new business software purchases will be of service-enabled software.” - IDC

“We are pleased to be one of the members of AWS’ SaaS Partner Program, which gives us access to tools and training to assist us in designing and delivering cloud-based applications.” - PegaSystems






Agenda

PartnerNetwork


APN Portal


APN WebcastBusiness & Technical Topics:• AWS Technical 101• AWS Architecture• Pricing AWS• Cloud Migration• AWS Storage• Saas Overview• SaaS Migration• APN Programs• Consulting Partner Benefits• Technology Partner Benefits• Go-to-Market with AWS


Customer Opportunity Registration• Available to all Partners in the APN Portal• Qualifies Partners for higher tiers• Enables Faster Engagement with AWS Sales and SAs


AWS Quick Start Reference Deployments• Reference Deployments Supporting Key Enterprise Workloads• AWS CloudFormation Automates the Deployment• Incorporate Solution Architect Best Practices• Released First to APN Partners

215K Downloads, 16K Launches

MongoDB (New)SAP B1 (New)ClouderaSAP HanaActive DirectoryExchangeSharePointSQL ServerRD GatewayDSC


AWS Marketplace• Marketplace for Partners to Deploy

and Sell their AWS-based solutions• Easy for Customers to Find, Buy

and Deploy Software on AWS• Consume Hourly, Monthly, Annual• Find Customer Solutions to deploy

for your customers

Over 685 software partners

More than 2,100 product listings

ForTechnologyPartners






Agenda

PartnerNetwork


Strong growth and adoption in public sector

1,700+ government

agencies

4,500+ educational institutions

17,000+ nonprofit

organizations


Architected for Enterprise Security RequirementsCertifications and accreditations for

workloads that matter AWS CloudTrail - AWS API call logging for

governance & compliance

Stores data in S3, or archive to Glacier

Log and review user activity


Government Use Cases on AWS

Development and TestEnterprise Applications

Big Data and High Performance Computing (HPC)Storage, Backup, and Archival

Disaster RecoveryWeb, Mobile, and Social Apps

Virtual DesktopsData Center Migrations


Used by Government Agencies & Educational Institutions Worldwide


AWS Partners Focused on Public Sector

http://www.ppc.com/

http://www.infozen.com/index.shtml

http://www.aws-partner-directory.com/PartnerDirectory/PartnerDetail?Name=Pegasystems

http://www.aws-partner-directory.com/PartnerDirectory/PartnerDetail?Name=JHC+Technology,+Inc.

http://www.aws-partner-directory.com/PartnerDirectory/PartnerDetail?Name=Sonian


Partner Programs

• For APN Partners with expertise on AWS and government customers

• Provides government-focused marketing, technical, and business support

Government Partner Program


Partner Programs

• For APN Partners with expertise on AWS and government customers

• Enables to sell to Federal, State, Local and Education customers

Authorized Government Reseller Program


Public Sector Opportunities

• U.S. GovCloud• CIA AWS (C2S)

U.S. Government-specific regions


Public Sector Engagement

• AWS WWPS Sales organization• Contract visibility for AWS partners• AWS Public Sector Capture engagement

Sales and Capture


Thank You.This presentation will be loaded to SlideShare the week following the Symposium.

http://www.slideshare.net/AmazonWebServices


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