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©2015, Amazon Web Services, Inc. or its affiliates. All rights reserved
Best Practices for Building Partner
Managed Services on AWSKelly Hartman, Global Segment Leader, MSPs
Kyle Lichtenberg, Solutions Architect
In This Session…
• Managed Services: A Change Has Occurred
• Best Practices for Building and Evolving an AWS
MSP
• How AWS is Enabling Cloud Managed Service
Providers
Why Are We Here?
Partners are Telling Us…
“I am having trouble finding the right Managed
Service Provider for my business.”
“I want someone who can help me realize the
benefits of the AWS cloud – and then keep looking
out for new & better ways to run our business.”
“I need someone to help me migrate, run, &
optimize my AWS workloads.”
“We need help positioning our unique value to
your sales teams, and to customers.”
“I need resources and support to help me grow
my Cloud Managed Service offerings.”
“Cloud Managed Services are misunderstood. It
would be great if AWS could better define.”
Customers are Telling Us…
Public IT cloud services spending will grow from $56.6 Billion to $127
Billion by 20181
Managed services are on the rise: 65% of commercial enterprises
indicated that they have at least one managed service deal, and more
than 55% indicated that they plan to increase their use of managed
services2
Managed Services are in demand in virtually every vertical, and across
businesses of all sizes.3
Sources: 1. IDC, IDC Study, Worldwide and Regional Public Cloud IT Services 2014-2018 Forecast, Frank Gens, October 2014. 2.
Gartner, Diligently Evaluate Outcome-Based Managed Services Versus Capacity-Driven Staff Augmentation, Frances Karamouzis,
April 11, 2013. 3. MSPmentor. All Vertical Markets are Fair Game for Managed Services Providers. J Arlotta December 23, 2013.
Cloud Managed Service Partner Opportunity
Then
• Automation of Incident Management
Systems
Now
• Distributed Ops with a Service Oriented
Architecture (SOA)
• Hardware-Based Solutions– CPE or Provider Owned
• Proactive SLAs– Based on Devices Under Management
• Centralized Operations– NOC
• Capital Outlay or OPEX Costs
• Engineering Resources Required Onsite
for Complicated Fixes/Equipment
Replacement
• Engineers Manipulate Software-Defined
Infrastructure to Resolve Issues
• Automation of Incident Management
Systems, Event Correlation, & Fixes
• Proactive SLAs– Based on Overall Solution/Application Performance
• Software or Cloud-Based Solutions
• Utility-Based Costs
Evolving Managed Services Context
Are Supported by
Cloud Operations
Enable Ongoing
Business Evolution
• Help customers reduce their
responsibility for managing/operating
applications & infrastructure
• Focus on continuous improvement
Are Proactive
in Nature
• Proactive Monitoring,
Management, Orchestration,
& Automation
• SLAs that clearly define partner
obligations to the customer with
recourse if not met
Are Backed by
Contractual Terms
• People, processes, & tools to
support contractual obligations
Business solutions for customers that leverage the benefits of AWS and:
How Does AWS Define Cloud Managed Services?
Comprehensive Understanding of AWS Services and Features
Reset of Roles, Functions, & Processes to Support DevOps
You Need to Specialize
New Models & Contracts
It Means….
Compute Amazon Elastic Compute Cloud (EC2)
Amazon Elastic Block Store (EBS)
Elastic Load Balancing (ELB)
Networking Amazon Virtual Private Cloud (VPC)
AWS Direct Connect (DX)
Amazon Route 53 (R53)
Databases Amazon Relational Database Service (RDS)
Amazon ElastiCache
Storage and Content
Distribution
Amazon Simple Storage Service (S3)
Amazon Glacier
Amazon CloudFront
AWS Storage Gateway
Application Services Amazon Simple Queue Service (SQS)
Amazon Simple Email Service (SES)
Deployment and
Management
AWS Elastic Beanstalk
AWS CloudFormation
AWS OpsWorks
Administration and Security AWS Directory Service
AWS Identity and Access Management (IAM)
AWS CloudTrail
Amazon CloudWatch (CW)
AWS Trusted Advisor
Mobile Services Amazon Simple Notification Service (SNS)
14.0 AWS Core Technical Capabilities:
Core Managed Service
Capabilities
Application Migration & Management
Hybrid IT Expertise
Custom Application Development for Managed Environments
Industry Expertise & Compliance
AWS Managed Service Program
Data Management
Specialist
Application Development
Specialist
Mobile
Services Specialist
End User Services
Specialist
Third-Party Capabilities Validation Audit
Lifecycle Approach
Discover Plan Migrate Integrate Validate Operate Optimize
Traditional MSP
AWS MSP
Anatomy of a Successful AWS MSP
Get Customers
Going
Keep Customers
Running
Focus on Operational Excellence
Get Customers Going
Capabilities to Manage/Migrate Existing Customer Workloads,
and Build New Ones from the Ground Up
Keep Customers Running
Has Customer
Contract with
Defined SLA
Obligations
Has Application
Development/
Programming
Experience
Supports Continual
Deployment
Embraces the
Concept of DevOps
Automates Incident,
Change and Scaling
Processes
Focus on Operational Excellence
Proactively Monitors AWS
Services
Creates Seamless
Customer Experience
Continuously Audits and
Monitors Customer
Security Risks
Looks for
Opportunities to Save
their Customers
Money
Enterprise
ApplicationsVirtual Desktop Sharing & Collaboration
Platform
Services
Analytics
Hadoop
Real-time
Streaming Data
Data
Warehouse
Data
Pipelines
App Services
Queuing &
Notifications
Workflow
App streaming
Transcoding
Search
Deployment & Management
One-click web
app deployment
Dev/ops resource
management
Resource
Templates
Mobile Services
Identity
Sync
Mobile
Analytics
Push
Notifications
Administration
& SecurityIdentity
Management
Access
Control
Usage
Auditing
Key
Storage
Monitoring
And Logs
Core
Services
Compute(VMs, Auto-scaling
and Load Balancing)
Storage(Object, Block
and Archival)
CDNDatabases(Relational, NoSQL,
Caching)
Networking(VPC, DX, DNS)
Infrastructure Regions Availability Zones Points of Presence
AWS Managed Service Program Validation Requirements
Core Managed Service
Capabilities
• Security Management Processes
• Customer Satisfaction Measurement & Improvement
Partner Validation Checklist
Third Party Validation Process Looking For:
AWS Managed Service ProgramRequirements & Benefits
Eligible for Free AWS
Usage Credits for
Development
Eligible for Free AWS
Usage Credits for
Customer Proof of
Concepts
Eligible for FastTrack
Funding Package
Access to NDA Roadmap
Webinars
Managed Service Partner
Logo
Co-Participation at AWS
& Industry Events
Sales Team Showcase
Eligible for Marketing
Funds, Programs, &
Campaigns
Placement in the AWS
Partner Directory as an
AWS Managed Service
Partner
Eligible for AWS ProServ
Engagements &
Workshops
Access to MSP Best
Practice Guides,
Whitepapers, & Resource
Library
Eligible for Additional
AWS Training Subsidies
Reduced Price
Certification Boot Camp
Class and Free Practice
Exam Voucher
Get Started Today!
AWS Managed Service Partners Site
http://aws.amazon.com/partners/msp/
APN Portal “Managed Service Provider” Tab
https://www.apn-portal.com/
APN Blog
https://aws.amazon.com/blogs/apn/
AWS Training and Certification Center
http://aws.amazon.com/certification/