© 2016, Amazon Web Services, Inc. or its Affiliates. All rights reserved.
Sarah Johnson, Partner Development ManagerAmazon Web Services
Building a Thriving Consulting Services Business with AWS
What to Expect from the Session
• Why now makes sense• The key ingredients for success• How to incorporate into your business
"The breadth and width of cloud offerings only continue to grow, with an increasing universe of business- and consumer-oriented solutions being born in the cloud and/or served better by the cloud. This growing demand from the end user side and expansion of cloud-based offerings from service providers will continue to fuel growth in spending on the underlying IT infrastructure in the foreseeable future."
Natalya Yezhkova, Research Director, IDC
Gartner CIO Agenda found 75% organisations have invested in public cloud services. The conversation for CIOs has shifted from skeptical discussion of “Why the Cloud” to a pragmatic discussion of “When and How?”
Six Customer Trends
Patterns of Cloud Adoption
Dev & Test True Production Mission Critical All-inBuild production appsMigrate production apps
Marketing
Build mission-critical appsMigrate mission-critical apps
Development and test environments
Corporate standardCloud First!
Consulting Partners are Engaged with Customers at Every Stage
Enterprise Customers
The time to build is now.
Customer Obsession
Customer Obsession
Co-selling with AWS Share your success storiesSales teams continually engagedAdditional services - Optimisation & Security posture reviews
Customer Obsessed Partner of the Year, 2015
Quick FactsQLD Advanced PartnerHighly certified partnerAWS Partner Warrior
OutcomesHave grown 240% off the back of happy customers, great skills and great engagement with AWS
Customer Obsessed Partner of the Year 2015
“Many thanks for freeing up David’s time over the last two weeks, was great having him here and he really cut through some of the internal power struggles we were having regarding our infrastructure. We achieved much more than I thought, so please pass on our appreciation for David’s hard work”
Tom Dance, Lead Software Engineer. Safety Culture
“We are about empowering the potential for our members and ITOC has been instrumental to us delivering on the promise” Stephan Tait, CEO Chamber of Commerce & Industry
“ITOC are one of the best companies I have worked with in the past 25 years. Their knowledge, expertise and support is nothing less than outstanding” Richard Beresford, CEO iSell
Build Credentials
New Partner Learning Plans
ACCREDITATIONS TRAINING
Help you ramp up on the AWS platform
Deepen your AWSknowledge and skills
Better serve your customers
BUSINESS PROFESSIONALS
AWS Instructional Videos & Labs
AWS Business Essentials
AWS Solution Training for Partners
AWS Business Professional
AWS TCO & Cloud Economics
DAY 60
ACCREDITATIONS TRAINING CERTIFICATION
TECHNICAL PROFESSIONALSDAY 1
AWS Technical Essentials
Architecting on AWS
AWS Self-Paced Labs
AWS Technical Professional
AWS TCO & Cloud Economics
CertificationWorkshop
Certification Exam
DAY 90
DAY 1
Associate Certification6 – 12 Months
Professional Certification12 Months Plus
Architecting on AWS
Instructor-led | 3 days
Developing on AWS
Instructor-led | 3 days
Systems Operationson AWS
Instructor-led | 3 days
Dev.Ops Engineering on AWSInstructor-led | 3 days
Advanced Architecting on AWS
Instructor-led | 3 days
Security FundamentalsOnline | 3 hours
Security Operations on AWSInstructor-led | 3 days
3 – 12 Months Plus Big Data FundamentalsOnline | 3 hours
Big Data on AWSInstructor-led | 3 days
Introduction CoursesFirst 3 Months
AWS Technical Essentials or AWS Business EssentialInstructor-led | 1 days
Technical Learning Plans
Partner Stories
Partner Stories
Mobile DevOps SAP Marketing & Commerce
Big Data
Earn Competencies
Key Benefits• Enables Differentiation
• Larger 2016 Funding Benefits
• Featured on the AWSSolutions Pages
• Prioritized Marketing Activities
• Highlighted on Partner Directory
Coming in 2016: Cloud Migration, IoT, Security for Consulting, Financial Svcs
Proficiencies in key solutions, verticals & infrastructure
Big Data Mobile Security DevOps
Marketing & Commerce
Digital Media Healthcare Life Sciences
Storage Microsoft SAP Oracle
Learn from us
AWS Professional ServicesWorking with you and your customers to implement effective cloud solutions
Technical Specialists
• Security • Infrastructure architecture• Application
optimization/migration• Big data & analytics• Operational integration &
DevOps• IT transformation
Advisory Services
• Portfolio strategy and planning
• Cost/benefit modeling• Security & governance• Change management• Risk management
Proven Processes
• Cloud Adoption Framework • Cloud adoption methodology• Best practices and sample
deliverables• Case studies• Tool recommendations
Amazon Cloud Adoption Framework
The Cloud Adoption Framework (CAF) breaks complex cloud programs into manageable components.
With its modular components-based approach, CAF allows creation of very specific and scalable adoption roadmaps.
The CAF whitepaper: http://bit.ly/AWSCAF
PeoplePerspective
ProcessPerspective
SecurityPerspective
MaturityPerspective
PlatformPerspective
OperatingPerspective
BusinessPerspective
“We have adopted AWS’s Cloud Adoption Framework. We used it most recently for the VTNZ”
Michael Butler, Cloud Services Manager.
Partner Stories
“AWS’s Cloud Adoption Framework is a comprehensive way to address the customer. It really considers many aspects of the customer’s needs, not just the technical migration.”
Matthew Payton
Build or expand now. Here’s how.
Customer Obsession go do’s
• Register opportunities through APN & engage your Territory PDM early
• Consider new sales comp plans next FY
• Communicate, communicate, communicate
• Share your customer wins
AWS Training & Certification
Intro Videos & Labs Free videos and labs to help you learn to work with 30+ AWS services
– in minutes!
Training ClassesIn-person and online courses to build technical skills –
taught by accredited AWS instructors
Online Labs Practice working with AWS services in live environment –
Learn how related services work together
AWS CertificationValidate technical skills and expertise -identify qualified IT talent or show you are AWS cloud ready
Earn Competencies
Coming in 2016:
• Cloud Migration
• IoT,
• Security for Consulting
• Financial Services
Proficiencies in key solutions, verticals & infrastructure
Big Data Mobile Security DevOps
Marketing & Commerce
Digital Media Healthcare Life Sciences
Storage Microsoft SAP Oracle
Learn from us
• Download the CAF and incorporate into your methodologies
• Participate in AWS bootcamps
• Resell AWS Professional Services where needed• Remember to ensure it’s agreed to in advance
Summary
Customer Obsession
Build your credentials through the APN
Learn from us
aws.amazon.com/partners
Thank You!