© 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:

aws-mp-bd@amazon.com

© 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!