Date post: | 15-Jan-2015 |
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Technology |
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© 2014 Amazon.com, Inc. and its affiliates. All rights reserved. May not be copied, modified, or distributed in whole or in part without the express consent of Amazon.com, Inc.
AWS Partner Network
Dorothy Copeland, Partner Programs Leader
AWS Partner Network
8000+ Partners around the World
AWS Global Partner Ecosystem
Consulting Partners
• Systems Integrators
• Strategic Consultancies
• Resellers & Distributors
• Application Developers
• Managed Services
Providers
• Digital Agencies
Technology Partners• ISV & Application Vendors
• Security & Management
• SaaS/PaaS Providers
• Management and Security Vendors
• Operating System Vendors
• Database Vendors
• Developer Tools
Broad Ecosystem of Consulting Partners
Broad Ecosystem of Technology Partners
APN Partner Portal
• Track AWS Success in
your Partner Scorecard
• Access On-Demand
Partner Training
• Receive Marketing and
Demand Gen. Support
• Contact AWS Alliance
Team and SA’s
• Download Partner Content
Tools and content for partners to grow their business on AWS.
Partner Training
• Free Technical and Business on-line
training for Partners
• Earn AWS Business & AWS
Technical Professional Accreditation
• Receive Partner-only discounts on
Instructor-Led AWS Tech Training
• Attain AWS Certification through the
Global AWS Certification Program
Partners access partner training offerings through the APN Portal.
Educational Webinars for Partners
• Webinars conducted by AWS
Solution Architects, Partner
Managers and marketing teams
• April content incudes: AWS Partner Opportunity for Media & Entertainment
AWS Platform for BigData
Backup and Disaster Recovery on AWS
Implementing Active Directory Domain Services in the
AWS Cloud
Oracle on AWS
Executing Marketing Campaigns with AWS Grid
Overview of all new Services featuring IAM
Choosing the Right Cloud-based Database
Web Applications on AWS
Multi-Capabilities of Direct Connect - Multi-region and
Multi-Account Technical Overview
• Search from a repository of
partner-focused content:
– Technical Whitepapers
– Videos from AWS &
Partner Events
– Business Presentations
– Product & Service
Overviews
Technical, Business and Marketing Content for Partners
Partner Content
AWS Grid
• Professionally designed
multi-touch campaigns
• Access deep reporting on
how your lead prospects
interact with campaigns
• Surface the highest quality
leads and learn what
interests a potential client
With AWS Grid, Partners are able to create jointly branded websites with AWS and execute
turn-key email demand generation campaigns in minutes.
AWS Partner DirectoryThe AWS Directory is a valuable tool for partners who wish to promote their products and
professional services offerings to prospective AWS customers.
• 40,000 Customers per month
find Partners in the AWS
Partner Directory
• Highlight Technology Solutions,
Marketplace Products, Case
Studies
• Increased Prominence to
Advanced Partners
APN Programs
Authorized Training
Partner Program
Marketplace Partner
Program
AWS Test Drive
for Partners
Government Partner
Program
Direct Connect
Partners
APN Competency
Program
Channel Reseller
Program
APN Logos
APN Standard and Advanced Requirements
Requirements Standard Advanced
Products on AWS>1 Product in Public
Beta
>1 Product in
General
Availability
Min. AWS Billings
(3 mo. avg.)
$1,000/
month
$25,000/
month
AWS Customer
References2 4
AWS Support Developer Level Business Level
Requirements Standard Advanced
# AWS Trained
Technical Staff2 5
# AWS Trained Sales
Staff2 5
Min. AWS Billings
(3 mo. avg.)
$1,000/
month
$10,000/
month
# of AWS Customer
References2 4
AWS SupportDeveloper
Level
Business
Level
Consulting Partners Technology Partners
AWS Partner Programs in a nutshell..
Play Video, please…
Getting Started as an AWS Partner
Sign up for the AWS Partner Network
Open an AWS Account
Get Trained, Accredited & Certified
Launch your own Test Drive
Integrate and launch your solution on AWS
Win some Customers
Write some Case Studies with us
Consulting Partners - AWS Channel Program
Technology Partners - AWS Marketplace
Thank You!
© 2014 Amazon.com, Inc. and its affiliates. All rights reserved. May not be copied, modified, or distributed in whole or in part without the express consent of Amazon.com, Inc.
AWS Marketplace
Barry Russell, Head of Business Development
What we will cover today
• What is the AWS Marketplace?
• Announcing new products
• What is the value of selling on AWS Marketplace?
• How do partners use AWS Marketplace as a new sales channel?
• Customer Case Study: 2nd Watch
• Partner Case Study: Digital Reasoning, building and selling in cloud
• Easy steps to sell on Marketplace
What is AWS Marketplace?AWS app store for business/IT software
• Broad selection, over 1400 listings
• Integrated AWS procurement and
payments
• Instant fulfillment, support of 1-Click and
CloudFormation
Software for Testing, PoC and Production
• IT and business titles for Enterprise
production workloads
• Free, limited, and enterprise versions of
titles – customer can perform a low cost
pilot, then migrate seamlessly to
production
• Customers of all sizes – F500 and SMB
Growth in the application store• The number of products
available on AWS Marketplace
has increased 150% since
January 2013
• AWS Marketplace customers
stick around, hours of usage up
over 800% since Jan 2013
• Over 1400 products and growing 0
200
400
600
800
1000
1200
1400
Q4'12
Q1'13
Q2'13
Q3'13
Q1'14
Software in Marketplace
Product Growth
Product Launches at the SF Summit
• Adobe Media Server
• Cisco Services Router
• Barracuda Spam Firewall
• Ansible Tower
• Fortinet FortiGate
What are the benefits for Partners?
• Access to hundreds of thousands of AWS Customers
• Hourly pricing and free trials remove risk for customers and enable Partners to run PoCs
• Reduce sales cycles from months to weeks (or days)
• Provide software bits and a rate sheet – we will do the rest
• On-board products to cloud in a matter of days, available through a worldwide sales channel
AWS Marketplace: Sales Enablement
Enable a new sales channel for your sales teams and Channel Partners and help your customers move to cloud.
Benefits: • Custom reporting for sales compensation
• Access to AWS Solution Architects
• AWS Credits and funding for PoCs
• Partner with AWS Sales
• Accelerate sales cycle, close faster
• Funded customer testimonials (video and print)
Tools to Grow and Manage Your Business
Demand Gen
• Offer free software trial
up to 31 days
• SEM campaigns
• Landing Pages
• Webinars/Events
• Proof of Concepts
• Customer testimonials
Management Portal
• Track marketing ROI
by source or activity
• Verify customer
support eligibility
• Access data and
metrics for reporting
• Permission based
access
Automated
Communications
• Event driven email to
customers
• Customized by you for
each product
• Improve customer
experience
• Reduce churn
Personalized, automated, real-time communications
Event driven communications for
you to send to customers
through Marketplace
• Starting with a ‘welcome
email’ with your customized
message upon launch
• Improve new customer
deployment, decrease churn
• More automated
communications soon
A secure online portal for your organization to build and grow on AWS
Marketplace
• Verify customer support eligibility
• Access data and metrics through reporting
• Track demand generation effectiveness
• Access based on permissions you manage
See the tour at https://aws.amazon.com/marketplace/management/
AWS Marketplace Management Portal
Customer value and feedback
• 1-Click launch, no
procurement of
hardware and the
software launches pre-
configured for AWS
• Minutes for deployment,
instead of weeks or
months
• Vetted, tested, secure
and approved products
• Use your AWS account
to purchase
• Supports Invoice Billing
• See the charges for
software and AWS
services separately on
the bill
• Clear pricing for all products, hourly and monthly options, different instance size and region choices
• Tools to track your purchases and control usage
• Ability to scale software up or down on-demand
• 2nd Watch (2W) is a member of the
AWS Partner Network (APN) and a
leading provider of full-service cloud IT
solutions
• Needed to find an application delivery
platform for its client, Adobe
• Used AWS Marketplace to rapidly
experiment with multiple software and
software editions, and finally to deploy
Citrix NetScaler for its client
AWS Marketplace Enables 2nd Watch to Quickly Experiment
with Multiple Application Delivery Platforms
© 2014 Amazon.com, Inc. and its affiliates. All rights reserved. May not be copied, modified, or distributed in whole or in part without the express consent of Amazon.com, Inc.
Digital Reasoning
Marten den Haring, SVP Product
Leader in Cognitive ComputingEnabling Automated Understanding of Human Communication
Your Data Our Analytics
Reduce Risk
Grow Revenue
Unstructured
+
Structured
Better
Outcomes
Knowledge
Discovery
+
Aggregation
+
Visualization
Digital Reasoning
Machine Learning Platform
US Intelligence Community & Financial ServicesNew York – London – DC - Nashville
PUBLIC
DATA
ENTERPRISE
DATA
AWS MarketplaceEC2 CLOUD & STOREFRONT
Digital Reasoning + AWS Marketplace
Cognition-as-a-Service
Data Cost Reach
Consumers
Front Office Back Office
Developers &
Data Scientists
Sales
Marketing
Services
HR & Finance
Legal & Compliance
R&D
Coming Soon on AWS Marketplace
Synthesys® Cloud 2
• Supports new Data Formats: Email, RSS feeds, Bing
• Synthesys Glance, Digital Reasoning's application for
knowledge discovery
• Cloudera Impala for Real-Time Data Query
• Stackd.io for open source configuration management
Easy Steps To Sell on AWS Marketplace
Onboarding process:
• Register as a partner through aws.amazon.com/marketplace
• Upload product page details
• Submit AMI for testing
• Plan GTM activities with your PDM
• Start to finish in ~30 days or less
Questions? Visit Marketplace at the AWS Booth or contact us at:
© 2014 Amazon.com, Inc. and its affiliates. All rights reserved. May not be copied, modified, or distributed in whole or in part without the express consent of Amazon.com, Inc.
AWS Marketplace
Barry Russell, Head of Business Development
Thank you!