Partners are Telling Us…

“I am having trouble finding the right Managed

Service Provider for my business.”

“I want someone who can help me realize the

benefits of the AWS cloud – and then keep looking

out for new & better ways to run our business.”

“I need someone to help me migrate, run, &

optimize my AWS workloads.”

“We need help positioning our unique value to

your sales teams, and to customers.”

“I need resources and support to help me grow

my Cloud Managed Service offerings.”

“Cloud Managed Services are misunderstood. It

would be great if AWS could better define.”

Customers are Telling Us…

$127

Billion

65% of commercial enterprises

indicated that they have at least one managed service deal, and more

than 55% indicated that they plan to increase

every vertical

businesses of all sizes.3

Sources: 1. IDC, IDC Study, Worldwide and Regional Public Cloud IT Services 2014-2018 Forecast, Frank Gens, October 2014. 2.

Gartner, Diligently Evaluate Outcome-Based Managed Services Versus Capacity-Driven Staff Augmentation, Frances Karamouzis,

April 11, 2013. 3. MSPmentor. All Vertical Markets are Fair Game for Managed Services Providers. J Arlotta December 23, 2013.

Traditional

Datacenter

Virtualized/Private Cloud

Datacenter

UPFRONT

COSTS

VARIABLECOSTS

VARIABLE COSTS

AWS

UPFRONT

COSTS

VARIABLE COSTS

• Internal IT efficiencies

• Virtualization

• Automation and Self-Service

• Economies of scale

• Shared capacity & cost model

across customers

• Pay for Used, not Peak,

capacity

• Increased Operational

Automation

Cost savings from running

internal IT more efficiently

Cost savings from moving

to a public cloud provider

Areas of Cost Savings

Optional

Upfront

Cloud has redefined many things

including Managed Services

Our partners are our key differentiator

Are Supported by

Cloud Operations

Enable Ongoing

Business Evolution

• Help customers reduce their

responsibility for managing/operating

applications & infrastructure

• Focus on continuous improvement

Are Proactive

in Nature

• Proactive Monitoring,

Management, Orchestration,

& Automation

How Does AWS Define Managed Services?

• SLAs that clearly define partner

obligations to the customer with

recourse if not met

Are Backed by

Contractual Terms

• People, processes, & tools to

support contractual obligations

Business solutions for customers that leverage the benefits of AWS and:

Get Customers

Going

Keep Customers

Running

Focus on Operational Excellence

Anatomy of a Successful Managed Service Partner: Get Customers Going

Capabilities to Migrate Existing Customer Applications, and

Build New Ones from the Ground Up

Anatomy of a Successful Managed Service Partner: Keep Customers Running

Has Customer

Contract with

Defined SLA

Obligations

Has Application

Development/

Programming

Experience

Supports Continual

Deployment

Embraces the

Concept of DevOps

Automates Incident,

Change and Scaling

Processes

Infrastructure Services & Solutions

Amazon RDS - No More Backups

Amazon S3 – No More Adding Disks

Auto Scaling – No More Rush to Deploy

Management & Optimization Services & Solutions

Amazon CloudWatch – Monitoring Built-in

AWS OpsWorks – Stack Management Built-in

Amazon EMR – Cluster Management Built-in

AWS Trusted Advisor – Optimization Recommendations

Discovery Tools

BlueStripe

Cloudamize

CloudVelox

Risc Networks

ScienceLogic

ServiceNow

TCO Tools

Apptio

Cloudamise

CTP PaaSLane

Migration Tools

AppZero

ARCserv

C3DNA

CloudEndure

CloudVelox

Racemi

Veeam

Cloud Test Tools

BlaceMeter

SOASTA

Service Management

ScienceLogic

ServiceMesh

ServiceNow

App Performance Management

AppDynamic

CA APM

Compuware APMaaS

New Relic

Cost Optimization

Cloudability

CloudCheckr

CI/CD Orchestration

Ansible Chef

Jenkins Puppet Labs

Discover Plan Migrate Integrate Validate Operate Optimize

Anatomy of a Successful Managed Service Partner: Focus on Operational Excellence

Proactively Monitors AWS

Services

Creates Seamless

Customer Experience

Continuously Audits and

Monitors Customer

Security Risks

Looks for

Opportunities to Save

their Customers

Money

They help your

customers

quantify the

value you add

to your

business =

Customer

Loyalty

They provide

you with focus

and goals to

improve your

services =

Partner

ProfitabilityCharacteristics

of Strong SLAs

Clear &

Transparent

Measurable &

Objective

Layered

Establish Baseline for Customer Expectations

Clear function and percentage. We will back up volumes and 99.95% of those will

complete during their allocated backup period.

Logging on backup systems should provide metrics of how many backups were

started, whether they started on time and did they complete. Each of those metrics is

easily understood and reported.

It is hard to misunderstand hard numbers especially when the target and metrics are

simple.

Using 3 metrics to measure the success of the SLA provides plenty of data for

understanding how to improve a sub-SLA measurement.

TCO

&

Reserved

Instances

AWS Increases Profitability

Application/Development

$50k

&

Up per

Application

2x to 5x

Multiplier on

top AWS

Professional Services

15%

to

40% Uplift

On AWS

Services

Managed Services

2X to 20X Uplift over AWS Spend

Cloud Journey

• Discover

• Plan

• Migrate

• Integrate

• Validate

• Operate

• Optimize

5% to 30%

Margins

On SW License

or Product

Resale

Product &

Service Resale

Core Managed Service

Capabilities

Application Migration & Management

Hybrid IT Expertise

Custom Application Development for Managed Environments

Industry Expertise & Compliance

Business

Capability

Identifiers

Technical

Capability

Identifiers

Data Management

Specialist

Application Development

Specialist

Mobile

Services Specialist

End User Services

Specialist

Eligible for Free AWS

Usage Credits for

Development

Eligible for Free AWS

Usage Credits for

Customer Proof of

Concepts

Eligible for FastTrack

Funding Package

Access to NDA Roadmap

Webinars

Managed Service Partner

Logo

Co-Participation at AWS

& Industry Events

Sales Team Showcase

Eligible for Marketing

Funds, Programs, &

Campaigns

Placement in the AWS

Partner Directory as an

AWS Managed Service

Partner

Eligible for AWS ProServ

Engagements &

Workshops

Access to MSP Best

Practice Guides,

Whitepapers, & Resource

Library

Eligible for Additional

AWS Training Subsidies

Reduced Price

Certification Boot Camp

Class and Free Practice

Exam Voucher

today! Go sign up!

Visit aws.amazon.com/partners/managed-service/ to learn

more

All existing MSP competency holders will be migrated to the

new program

http://aws.amazon.com/certification/

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presentation