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Best Practices for Partnering with

AWSJosh Hofmann, Principal Partner Development

Jeff Kratz, Principal Sales, WWPS

Scott Barneson, Sr. Mgr, Business Development March 26, 2014

Agenda

• Josh Hofmann: Building a consulting

business on AWS

• Jeff Kratz: Best practices for

public sector

• Scott Barneson: Best practices for

technology partners

Two Categories of Partners

Consulting Technology

• Consulting Partners

• Professional Services

• Value Added Resellers

• Software Partners

• Regardless of deployment model

• Regardless of license model

Four Tiers of Partners

Highest Requirements

Entry Level

Higher Requirements

Advanced

Standard

Registered Partner

AWS Consulting Partner Ecosystem at a Glance

AWS Platform Partner Ecosystem

Consulting Ecosystem Services – Infrastructure

Compute Storage

AWS Global Infrastructure

Database

App Services

Deployment & Administration

Networking

Managed ServicesManaged Service Providers &

AWS Resellers Offer Fully

Managed AWS Infrastructure

AWS Credential Management

Migration and Support

Billing

Consulting Ecosystem Services - Applications

Enterprise Applications

Consumer & Web Applications

Big Data & HPC

Back-up & Disaster Recovery

Compute Storage

AWS Global Infrastructure

Database

App Services

Deployment & Administration

Networking

5 Reasons to Build an AWS Practice

1. It’s still early

2. Global Reach

3. Managed solutions are the future of professional services

4. AWS improves margins and team performance

5. Best practices are emerging

1. It’s Still Early

• In 2013, we saw:

– Over 25M in funding go into our consulting

ecosystem

– Analysts at IDC predict that the market for

public cloud consulting would grow 10x faster

than overall IT professional services

– Enterprise customers going all in

2. Global Reach

3. Managed Solutions are Driving Significant Revenue

4. AWS Improves Margins and Team Performance

Script your most common

project environments

5. Best Practices are Emerging

• Find your niche and differentiate

• Understand AWS economics

• Consider an MSP strategy

• Invest in solution frameworks

• Build a methodology and select supporting tools

• Think big!

The Path to Thinking Big

Fixed Price

Assessment

50 – 100k

Revenue (per project)

100 – 250k

Initial App

Migration

Governance

FrameworkDivision Pilot

2 Year

Roadmap

250-500k 5 – 20M

Phased Data Center

Migration

Examples of Successful Partners

Remote Team

Core

Development

Team Extra

Development

Resources

Contractor Team

Large Energy company uses AWS to Develop Software Faster and

Cheaper

Examples of Successful PartnersSchneider Electric Leveraging AWS Hybrid Cloud

Use case: Company Intranets and DR

Examples of Successful Partners

Greyhound leverages Cap’s Cloud Orchestration Platform

Use case: Shipment Tracking Portal

Examples of Successful Partners

Qantas runs in flight analytics on AWS

Use case: Customer Care and Analytics

Examples of Successful Partners

Shire runs SAP Business Objects on AWS

Use case: SAP Business Objects

How To Get Started

• Register with the APN

• Get accredited for professional and technical certifications

• Pick your areas of focus and write a business plan

• Build a POC using our free tier

• Migrate an internal app and start thinking about your firm’s special sauce

• http://aws.amazon.com/partners/overview/consulting-partner/

Public SectorJeff Kratz, Principal Sales, WWPS, AWS

Who are Public Sector Customers?• Federal, National or Central Governments

• State & Local, Regional or Provincial Governments

• Higher Education and K-12 Education

• Non-Profits and Quasi-governmental Organizations

• Prime contractors serving Government and Education

• Serves the mission of government and education customers with industry solution knowledge, enterprise computing experience and the support of our public sector partner ecosystem.

Partner Success Opportunities in Public Sector

• Deliver consulting and

system integration

projects faster and with

lower operating expense

for Govt. customers

• Build a new managed

services annuity revenue

stream (ex: HED

storage)

• Redeploy your

government & education

software apps or

platform to AWS

• Capture new sales while

helping your customers

with tight budgets

• Path to meeting

“CloudFirst” mandates

• Win new projects by

proposing disruptive

cloud computing and

storage solutions

• Resell or Integrate AWS

services in combination

with your solutions

• Use Contract “Tech

Refresh” provisions to

get a head start

Partner Engagement in Public Sector

• Web site hosting

• Application hosting / SaaS scenarios

• High performance computing, batch data

processing, and large scale analytics

• Content Delivery & Media Distribution

• Internal IT distribution

• Storage, backup, and disaster recovery

• Development and test environments

AWS GovCloud Region• Special region for U.S. Government and ecosystem

partner workloads– De facto USG community cloud

• Customers/tenants: U.S. Persons only– Special contract addendum

– Vetted for export control sanctions

– ITAR requirements and workloads optional

• AWS: all logical and physical access by U.S. Persons only

– ITAR-compliant cloud environment enables (but does not require) customer ITAR workloads

– Bi-annual ITAR audits

• Minor technical differences– VPC-only region

– FIPS 140-2 certified endpoints for S3, APIs, and VPNs

Availability

Zone A

Availability

Zone B

GovCloud (OR)

Maximizing Your AWS Engagement

• Deliver solutions using the AWS GovCloud Region

• Leverage your knowledge of AWS Shared Security Model and

Government Accreditation processes (ex: FedRAMP)

• Use Solution Architect “Office hours” to address questions

• Participate in AWS Public Sector events that focus on government

and education customers (ex: June DC Symposium)

• Engage Capture Team for responding to bid/tender notices

Technology PartnersScott Barneson, Senior Manager, Business Development, AWS

Brian Rose, Senior Vice President, Infor

Two Categories of Partners

Consulting Technology

• Consulting Partners

• Professional Services

• Value Added Resellers

• Software Partners

• Regardless of deployment model

• Regardless of license model

ISV Ecosystem

Partner EngagementTechnical Enablement Business Model Enablement

SupportJoint Go-To-Market

• Develop technical assets

(AMIs, CloudFormation)

• Architecture guidance

• Roadmap updates

• Beta participation

• License portability &

enforcement

• Cloud pricing

• Market expansion

• Programs!

• Demand generation

• Field engagement

• Content creation

• Events

• Certification

• Support statement

• What happens when a

customer calls?

Best PracticesTechnical Enablement Business Model Enablement

SupportJoint Go-To-Market

• Assign resources

• Prioritize

• Get help (earlier is better)

• Declare your objective

• Experiment

• Think global

• One size does not fit all

• Assign resources

• Prioritize (start with what works)

• Think global

• Use “frustration free” packaging

• Listen to your customers

• Make it easy to

understand

• Take advantage of AWS

Premium Support

Programs? What programs?

• AWS Partner Network

• AWS Test Drive

• AWS Marketplace

• Free Trials

• Competencies

Programs? What programs?

• AWS Partner Network

• AWS Test Drive

• AWS Marketplace

• Free Trials

• Competencies

I know you you’ve seen this before!

Programs? What programs?

• AWS Partner Network

• AWS Test Drive

• AWS Marketplace

• Free Trials

• Competencies

Make it easy for people to experience the

power of your software.

Programs? What programs?

• AWS Partner Network

• AWS Test Drive

• AWS Marketplace

• Free Trials

• Competencies

Make it easy for people to discover and deploy

your software.

Programs? What programs?

• AWS Partner Network

• AWS Test Drive

• AWS Marketplace

• Free Trials

• Competencies

Help people get started without commitment.

Programs? What programs?

• AWS Partner Network

• AWS Test Drive

• AWS Marketplace

• Free Trials

• Competencies

Align your software with the Consulting

Partner ecosystem.

Did you see the keynote?

Copyright © 2014. Infor. All Rights Reserved. www.infor.com

Infor and AWSThe future of business software, delivered in the cloud

Copyright © 2014. Infor. All Rights Reserved. www.infor.com

Infor CloudSuite

2,000customers

globally and growing

12 million+Users

Enterprise

Scalability

Secure

Healthcare

Manufacturing

Distribution

Automotive

Public Sector

Aerospace

Financial Services

Hospitality

Human Capital Mgt

Copyright © 2014. Infor. All Rights Reserved. www.infor.com

One unified solution from one provider

Deep Industry functionality

Beautiful and intuitive

Cost effective to maintain

Continuous innovation and upgrades

Speed of deployment

Exclusively offered on AWS

Infor CloudSuite - The Big LaunchThe Power to Disrupt Business Software

Copyright © 2014. Infor. All Rights Reserved. www.infor.com

Infor CloudSuite – Partnering with AWS - Solution Focus

Deep micro-vertical suites

CloudSuite Corporate (HCM & Financials)

Industry data & analytic platforms

Amazon web services

Archive to AWSRhythm Ecommerce & Engagement

ION multi-tenant middleware

Amazon Redshift Big Data

User experience (Ming.le, SoHo)

Test Drive

Open source stack• PostgreSQL

• JBoss Application Server

• Linux

Infor toolings for AWS

Copyright © 2014. Infor. All Rights Reserved. www.infor.com

Infor CloudSuite – Leveraging AWS Tools

Copyright © 2014. Infor. All Rights Reserved. www.infor.com

Aggressive Joint Demand Generation

Steady PR & Promotional Activities

Charles Phillips Keynote-AWS Summit

March 26th in San Francisco

Strong Alliance Team Relationship

Global Infor CloudSuite Announcement-March 27th

Infor CloudSuite – Partnering with AWS – Go to Market

Copyright © 2014. Infor. All Rights Reserved. www.infor.com

Infor + AWS

The future of business software,

delivered in the cloud

Next Steps

• If you haven’t yet, sign up as an APN partner

• Leverage AWS Programs– AWS Marketplace

– Test Drives

– Competencies

– AWS GovCloud

– And more….

• Work hard. Have fun. Make history.

Thanks for your time