For Partners:Build Your Business on AWS

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


For Partners:Build Your Business on AWS

Max Peterson


Agenda• Why Partners choose AWS for Cloud• Build your Business Plan and Offerings• Customer Engagement• Leverage AWS Partner Resources


Time for Cloud is Now!• 75% of organizations are investing in public cloud

services1

• Global IaaS growth projected at 29% CAGR2 • SaaS growth projected at 18%3

• AWS Partners are seeing 6x-11x revenue multiplier on AWS spend

• AWS is a market leader• https://aws.amazon.com/blogs/apn

1 Gartner. “Taming the Digital Dragon: The 2014 CIO Agenda.” 2014 2 Peraza, Yulitza & Zwakman, Gregory. “Cloud Computing Market Overview.” 451 Research Market Monitor, June 2014. 3 IDC, IDC’s Worldwide SaaS Enterprise Applications 2014–2018 Forecast

https://aws.amazon.com/blogs/apn



Gartner Magic Quadrant for Cloud Infrastructure as a Service, Worldwide

Gartner “Magic Quadrant for Cloud Infrastructure as a Service, Worldwide,” Lydia Leong, Douglas Toombs, Bob Gill, May 18, 2015. This Magic Quadrant graphic was published by Gartner, Inc. as part of a larger research note and should be evaluated in the context of the entire report. The Gartner report is available at http://aws.amazon.com/resources/analyst-reports/. Gartner does not endorse any vendor, product or service depicted in its research publications, and does not advise technology users to select only those vendors with the highest ratings or other designation. Gartner research publications consist of the opinions of Gartner's research organization and should not be construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.

http://aws.amazon.com/resources/analyst-reports/

http://aws.amazon.com/resources/analyst-reports/


Consulting Services OpportunitiesWhat Your Firm Offers Benefit to Customer Potential Revenue

Strategy Consulting, Architecture

Utilize your own expertise working with AWS to help your customer architect an environment that provides them with an optimized solution on the AWS platform. Provide your customers with guidance through portfolio analysis, new project identification with a focus on innovation and agility, and migration analysis as well as ROI/TCO analysis .

Typically a fixed fee; often varies from $25K to $250K+ depending on scope

Professional Services ,Application Development, Integration & Migration

Begin assisting the customer in implementing the design of their environment on AWS. Your customer doesn’t have to worry about the development, integration, and migration of workloads to AWS.

2X to 10X multiplier on top of the AWS spend for professional services

Managed Infrastructure, Application Services

You can take on the management and monitoring of a customer’s application/workloads, and bundle this into an annual or monthly offering per system, per user, or per workload.

20% to 50% uplift for a standard MSP engagement on AWS spend

AWS Instance Optimization The customer benefits in the cost savings you’re able to attain for them by working with AWS to provision the correct type of instances, such as Reserved Instances (RIs).

Reduce your overall cost of servicing the customer from ~30% to 60% by utilizing RIs; increase your margin or pursue additional projects with the customer leveraging savings

Software You can obtain the 3rd party software licensing for your customer 5% to 30% license margins Repeatable Intellectual Property (IP) & Additional Solutions for Customers

Develop repeatable IP on AWS that you can offer to multiple customers. You’re able to reduce your time to market through automation, and have shortened development cycles. Additionally, customers realize value much quicker .

Very flexible, and up to you; as an example, you can normally charge based on # of seats/as a subscription service . Leverage AWS Marketplace for volume sales.


Case Study• APN Consulting Partner to develop,

run and manage apps• 2 month engagement started

immediately – quicker value to customer with AWS

• Created new managed services and AWS cloud revenue streams

• Optimized AWS services to increase profitability

Strategic Consulting $90,000 Professional Services/Application Development

$350,000

Managed Infrastructure Services $60,000 1 Year of Infrastructure and Services to run the application on AWS

$100,000

3rd Party Software Price $60,000 Total Price to Customer: $660,000

Partner Project Price for Customer

Strategic Consulting $90,000 Professional Services/Application Development

$350,000

Managed Infrastructure Services $60,000 AWS Optimization, 40% Discount Through RIs

$60,000

3rd Party Software, 20% Margin $48,000 Total Cost to APN Partner: $608,000

Partner Costs after AWS Optimization


Cloud Transformation Opportunities

Customers want results fast – with AWS you are able to get more done with less and increase the opportunity for your firm and your customers.


Build your Business Plan• What’s your plan to make money leveraging AWS Cloud Services?

– Consulting Partner Models – Managed services…– Reseller Partner Models – Turnkey solutions…– Technology Partner Models – XaaS…– Tip: Implement AWS internally, encourage innovation

• Organize your Cloud Solution Team– Create a Cloud Computing Practice– Establish AWS competency and certification strategy– Integrate Cloud support into existing helpdesk, NOC and SOC delivery teams– Build cloud expertise into financial, contracts and legal teams – Tip: Use AWS Cloud Team role definitions as a starting point


Develop Cloud Offerings• Define your Cloud Offerings to

meet customer needs and enable rapid adoption– Think cloud scale, cloud speed,

cloud economics– Leverage reference architectures

and technical documentation– Use AWS compliance and security

accreditations to speed time to market

– Extend your IP to include cloud-based solutions

… And serve new markets in Mobility, IoT, and Big Data


Tip: Get Started Fast by…• Using AWS services to deliver faster and lower your costs on

existing projects• Starting new projects on the cloud and demonstrating thought

leadership• Proposing cloud technology refresh and engineering changes to

save your customer money• Moving your on-premise solutions to the cloud to capture new

markets• Building and delivering repeatable solutions that are shared across

your business


Customer Engagement Plan • You are taking your customers on a journey …evaluate need and

readiness• Customer expect speed, agility, innovation … your process and

delivery must adapt• Cloud computing solutions will touch multiple stakeholders … an

integrated engagement approach is advisable• Your AWS Partner Manager and the AWS Public Sector Team want

to help your customers … know your AWS teammates• Customers are discovering solutions in new ways … have a plan to

use new channels


Leverage APN Resources• The APN Portal: Exclusive resources for AWS Partners

– AWS Government Partner Programs– AWS Test Drive– AWS Grid– AWS Syndicated Marketing– AWS Joint Partner Webinars– AWS Partner Directory– AWS Partner Training– AWS Acceleration Funds

• Tip: Elevate your visibility by APN Tier and Special Competencies• http://aws.amazon.com/partners

http://aws.amazon.com/partners


“Things may come to those who wait, but only the things left by those who hustle.”

― Abraham Lincoln


― Abraham Lincoln


― Abraham Lincoln


― Abraham Lincoln


― Abraham Lincoln

http://www.goodreads.com/author/show/229.Abraham_Lincoln













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

http://www.slideshare.net/AmazonWebServices
