©  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!