Migrations to AWS Opportunity for you and your customers

© 2021, Amazon Web Services, Inc. or its Affiliates.

Migrations to AWS

Opportunity for you and your customers

Migration and Modernization Academy

EMEA Partner Edition Q4 2021

Ruurd Dam, 30 September 2021

Lech MigdalRuurd Dam

© 2021, Amazon Web Services, Inc. or its affiliates. All rights reserved.

AWS, Culture and Technology

Why AWS Cloud

Customer drivers and benefits

Migration and Modernization

What’s in it for partners

Summary

Agenda

7


= Culture + Technology


Selecting an infrastructure provider; it's typically a long-term decision customers are

making, and they really want to understand what's unique about the AWS culture

1.unusually customer-focused

2.pioneers

3.unusually long-term oriented.


5

We do not claim this is the “right” way to organize for innovation.

This is what we’ve adopted and works for us:

start with the customer and work

backwards.

Build a culture of innovation

Faster, deeper insights AI

“ H o w d o e s

A m a z o n i n n o v a t e

so successful ly? ”

“ T e l l u s a b o u t

A m a z o n ’ s o w n

e x p e r i e n c e s ”


In order to innovate successfully, we need…

CultureCustomer obsession, hire builders, support them with a belief system

MechanismsEncoded behaviors that facilitate innovative thinking

OrganizationSmall, empowered teams that own what they create

Technology/Architecture Cloud infrastructure and tools that support rapid growth, global scale and change


Why AWS Cloud?


Cost Savings-

27.4%Reduction in IT

infrastructure spend

Productivity-

57.9%

Increase in # of VMs

managed per admin

Productivity-

67.7%Increase in # of TBs

managed per admin

Resilience-

56.7%

Reduction in annual

downtime*

Agility-

37.1%Decrease in time to

market for new

applications

Cloud frees up

capital, improves

free cash flow

Why Cloud?

© 2021, Amazon Web Services, Inc. or its Affiliates. © 2021, Amazon Web Services, Inc. or its affiliates. All rights reserved.

“The biggest inhibitor to cloud adoption is

lack of skills. Enterprises can’t hire and train

fast enough.”, Gartner, 2019

…and it is still Day 1

enterprises have a

cloud-first strategy

infra spend still

on-premises

88%

86%


Most functionality Fastest pace of innovation

Most secureLargest community of

customers and partners

Most proven

operational experience

Largest global

footprint

Why the AWS cloud?

© 2021, Amazon Web Services, Inc. or its Affiliates. © 2021, Amazon Web Services, Inc. or its Affiliates.


Gartner has evaluated the market for 11 years, and defined AWS as the leader

On July 27, Gartner published its new

2021 Magic Quadrant (MQ) for Cloud

Infrastructure and Platform Services,

Worldwide evaluation. AWS is the

clear leader across both axes of

measurement, “Completeness of

Vision" and “Ability to Execute", for

the eleventh consecutive evaluation,

dating back to 2011

https://www.gartner.com/doc/reprints?id=1-271OE4VR&ct=210802&st=sb


Customer drivers and benefits


We see multiple business drivers why customers are migrating to AWS

IoT andAI/ML

Costreduction

Improved operational resilience,

scalability, and security

Agility and staff productivity

Digitaltransformation

Outsourcing changes

EOL HW/SW

Data centerconsolidation

Going global quickly, M&A

Business

drivers


Top Business Priorities in 2021 in European Organizations

1. Cost and Efficiency

2. Innovation

3. Performance

4. Customers

5. Cybersecurity

In 2021, 60% of European organizations

increased their external IT spending

compared to 2020 in response to the

volatile business environment and to

become more resilient

Source: IDC European Industry Acceleration Survey, May 2021


AWS Cloud is an enabler for a successful digital transformation

• Outdated technology environments

make change expensive.

• Quarterly release cycles make it hard to

tune digital capabilities to changing

market demands.

• Rigid and brittle infrastructures choke on

the data required for sophisticated

analytics.

Only 14 percent of companies launching

digital transformations have seen sustained

and material performance improvements

McKinsey. (2020). How CIOs and CTOs can accelerate digital transformations through cloud platforms

https://www.mckinsey.com/business-functions/mckinsey-digital/our-insights/how-cios-and-ctos-can-accelerate-digital-transformations-through-cloud-platforms

https://www.mckinsey.com/business-functions/mckinsey-digital/our-insights/how-cios-and-ctos-can-accelerate-digital-transformations-through-cloud-platforms


AWS Cloud Value to Finance and Procurement

Match spending to revenue

sources more accuratelyMove spending decisions to P&L owners

to enable strategy

Flip your IT budget on its head

to fund modernizationMore resources for experimentation,

transformation, and growth


AWS will enable continuous cost saving during the modernisation and transformation journey

Partner and AWS Cloud economics team to work with the customer to

quantify the potential TCO savings relative to the customer environment,

and to create a dedicated business case

Source data: cloud economics business case 2021



As such, customers expect to:

▪ accelerate their migration and modernization onto the cloud to benefit from

savings; and in doing so

▪ collaborate closely with AWS and partners to ensure their goals are understood

and that the services they invest in are better tailored toward their needs.

…hence why,

▪ we need to help customers to maximize their resources

and their capability to innovate long-term.

AWS advantages for customers: lower costs, but ultimately it is about agility

and speed with which they can change their customer experience


Migration and Modernization


“Migrations are a top

strategic priority, next

only to the security and

operational performance

of the AWS platform.”Andy Jassy

CEO, Amazon


The Migration Acceleration Program (MAP) aims at accelerating and optimizing your

Cloud journey

AWS and Partner

Tools AWS

Partners

Migration

Methodology

AWS

Training

AWS

Professional

Services

AWS

Investment


Migration Modernization

ApplicationLegacy On-Prem

Operate on Cloud

Or Hybrid

AWS Management Console

AWS Outposts

Re-host on cloud

DatabaseCommercial On-Prem

Rehost on cloud

WindowsCommercial On-Prem

Replace licenses

Refactor to Serverless

+ Containers

Refactor ApplicationsEvent Driven Architecture

with Lambda Serverless + Containers

(ECS, EKS or Fargate), Code* CI/CD

Modernize Operations

Break Data FreePurpose-built AWS databases

(Aurora, Redshift, Kinesis)

Modernize OperationsContainerized apps in cloud

using ECS, EKS or Fargate, DevOps/SSP

for repeatable delivery, CI/CD, Code

Star, AWS Proton

Break Data Free

Move to

Open Source

Move to Open Source.NET > Serverless

Windows > Linux

MAP is about Migration and Modernization


The MAP approach to the Migration and Modernization Journey

Assess Mobilize Migrate & Modernize

Mobilization through experiences Accelerate migration at scale

Create a case for change

Operate

Migrate

Modernize

Discovery and

planning

Landing

zone

Skills/center

of excellence

Migration

experience

Detailed

Business case

Migration

governance

Operating

model

Security and

compliance

Baseline Architect & Plan Do

1. Migration Business Case

2. Migration Readiness

Assessment (MRA)

Inventory

discovery

Business Case/

TCO report

Create a case for change


27

Value to Customers

Automate discovery and build the Business Case for Cloud

On average, analysis completed using Migration Evaluator Tool supports reducing customer costs on

AWS by up to 50%*.

• Uncover the optimal lowest-cost AWS option for each workload based on utilization.

• Model different purchase options based on workload types.

• Identify which MSFT licenses can move to cloud, cost comparison of BYOL dedicated host, BYOL, and license-

included options.

• The software licensing costs are on average 4x the cost of compute/network/storage. The greatest opportunity

to lower customers cost at the point of entry is by optimizing their licensing costs

• Licensing cost is the #1 driving factor for why customers want to modernize their databased to cloud native

*Analysis was performed on 2019 activity. Across 187 customers and 181,176 servers assessed - TSO identified an average of 49% of annual compute and storage savings moving from On-Premises

to AWS in a BYOL 3YR RI All up front scenario.

**Based on Analysis performed on opportunities that launched in calendar 2019, opportunities that engaged TSO logic launched 23 days faster (from TSO install -> opp launched) compared to

similar opportunities that did not use TSO. Population of launched opps using TSO: 94, Population of comparable launched opps (utility and committed contract): 12,491

1. Inventory

Discovery

2. Business

Case


28

AWS Benchmarking Results on Business Value realized through MAP

27.4% Reduction in

Cost per User

57.9% Increase in

VM’s per Admin

67.7% Increase in

TB’s per Admin

24.1% Decrease in

Incidents per Month

39.3% Decrease in

Mean Time to Resolution

37.7% Reduction in

Time to Market

341.5% Increase in

Code Deploy Frequency

Cost savings (TCO)

Source: 2019 AWS Cloud Economics Benchmarking, Sample: 1,500 Customers

Cost savings (TCO) Staff productivity Operational resilience Business agility


Migration Readiness Assessment (MRA) to build the case for change

https://aws.amazon.com/professional-services/CAF/

▪ Diagnose migration readiness and

build a case for change

▪ 1 day workshop to identify

readiness and gaps for a large scale

migration

▪ Followed by an action plan proposal

to close the gaps (e.g. Accelerators,

a Mobilize project plan by Partner)B

usin

ess

Cap

ab

ilit

y

Fo

cu

sed

BusinessValue Realization

PeopleRoles and Readiness

Governance Prioritization and Control

Tech

nic

al

Cap

ab

ilit

y

Fo

cu

sed

PlatformApplications and Infrastructure

SecurityRisk and Compliance

OperationsHybrid and Dynamic

https://aws.amazon.com/professional-services/CAF/


Mobilize phase consists of 8 workstreams, taking into account the cloud

maturity of the customer

Output Assess Phase-Workloads Overview,

Sizing & Pricing AWS Services

& Business Case

-MRA report

“Portfolio, Migrate, People and Platform” streams relate to the

Experience Based Acceleration (EBA) workshops


MAP 2.0 offers two types of incentives

Assess Mobilize Migrate & Modernize

Partner Business Case Cost

(SOW)

Partner

Cash

Partner Mobilize Streams Cost

(SOW)

Partner

Cash

of Migration Spend over 3 years

+Credits

Cash paid by AWS to a Migration Competency Partner Credits provided by AWS to the

Customer

Funding available to AWS Migration Competency Partners


Lessons learned


1. Having an exec sponsor for the migration has proven to be a critical success

factor

• Exec to set a top-down goal and remove blockers

• Schedule regular, holistic team meetings (no silo’s)

• Orchestrates across Business & IT teams

• Build one team across Infra, Apps, Security, Operations, Lead

Architect

• Minimum reorganisation of current set up

Sources:

McKinsey. (2020). Three actions CEOs can take to get value from cloud computing.

Forbes. (2021). Moving To The Cloud: Now Is The Time To Undergo Digital Transformation.

McKinsey. (2021). Cloud’s trillion-dollar prize is up for grabs.

IDC. (2020). The Role of Cloud on The Road to the Next Normal.


2. Portfolio analysis: use the momentum to get results quickly,

build a team, don’t strive for perfection

Migration

StrategyMarch April May June July August

Relocate

Rehost (40%)

Replatform (30%)

Repurchase

Refactoring

Retain

Retire


3. Address the skills gaps to impact business objectives

Identify and address

skills gaps

quickly and efficiently

with the

AWS Training and

Certification

“Learning Needs

Analysis” Developers

Architects

Database DevOps

Operations

Security Machine Learning

None ----------------------- Expert

Skill Level

“The biggest inhibitor to cloud adoption is lack of skills.

Enterprises can’t hire and train fast enough.”

— Gartner 2019


What’s in it for partners?


Offering: Unsolicited proposal to customer

using a business case

Project Outcome: Customer considers AWS

Cloud

and migration as the route to leverage new

services

Example: Business Case Funding Example: Mobilize Funding

Offering: Pilot migration / POC to prove to that a

workload runs successfully on AWS

Project Outcome: Build the customer’s confidence to

make the decision to move forward with migration

Shape a deal and leverage MAP Partner Cash in your Migration Offering to start the

flywheel of revenues

Funding available to AWS Migration Competency Partners


Examples of Where Partners Supported Customer Business Drivers using MAP 2.0

Partner Funding

Cost Reduction Improved Efficiency Security & Compliance Key Business Event

Partners are helping customers with:

• Eliminating costs for existing on-

premises environment

• Migrating quickly to avoid a

costly renewal of a data center

lease or licensing agreement

• Optimizing AWS cost & usage

once migrated

Customers seeking solutions to:

• Ensuring customer AWS account

is set-up securely and reliably

• Complying with regulations and

industry standards

• Migrating mission-critical

workloads securely

Key Business event triggering a

migration

• New business model

• Significant change to operating

structure through a merger,

acquisition, or business

consolidation

• Desire for parent-subsidiary

cohesion with IT operating

structure

Cloud solutions to increase agility

and operational efficiency due to:

• Reducing failures and lead time

with current IT infrastructure in

place

• Adapting to changing business

demands

• Improving customer satisfaction


Typical Proposed Next Steps for a MAP2.0

1

2

3

Schedule Migration Readiness Assessment

Initiate automated application discovery and business case for Migrations Workloads

Identify and engage your executive champion

4 Consider a partner to support you during Assess, Mobilize and Migration


We support our partners throughout (pre)sales and delivery phases

Solution Design

Joint solution design for specialized

workloads or complex migrations

Migration GameDay

Highly engaging one day events and

self service training

SoW templates

Templates for Assess, Mobilize and Migrate &

Modernize phase to accelerate contracting

Bespoke training

AWS partner migration solution

architects and professional services

Joint customer activities

MRA, specialist solution workshops

and commercial modelling

Engagement Assets

MRAs, MPA, Migration Hub, EBAs,

Prescriptive Guidance

© 2021, Amazon Web Services, Inc. or its affiliates. All rights reserved.

AWS, both (a unique) Culture and Technology matter

AWS has more services and features within these services than any other cloud provider

Migrating & Modernizing onto AWS enable customer transformation and

offer huge financial benefits

AWS offers a proven program to successfully Migrate and Modernize IT landscapes

Our partners play a crucial role in making our customers successful

Summarized…

7


Recommended sessions

• Migration Methodology – Mobilize

06-10-2021, 11:00 - 12:00 CET

• Cloud Migration Business Case

14-10-2021, 11:00 - 12:00 CET

• Application Portfolio Journey - Deep Dive/ MPA

20-10-2021, 11:00 - 12:00 CET

• Migration Readiness Assessment

27-10-2021, 11:00 - 12:00 CET

• AWS funding available for migration projects

15-11-2021, 11:00 - 12:00 CET

Thank you!Feedback is a gift! https://eventbox.dev/survey/2DYICTV

Lech MigdalRuurd Dam

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Migrations to AWS Opportunity for you and your customers