© 2016, Amazon Web Services, Inc. or its Affiliates. All rights reserved.© 2016, Amazon Web Services, Inc. or its Affiliates. All rights reserved.

Segment: GPSST301

Industry Opportunities for AWS Partners

Dr. Oxana Pickeral - APN Global Segment Leader, HCLS

Nitin Gupta - APN Global Segment Leader, Financial Services

Bhavik Vyas - APN Global Segment Leader, M&E

Healthcare, Financial Services, and Media

November 29, 2016

What to Expect from this Session

• APN Tools and Programs to accelerate your business

• AWS Segment Strategy and Industry Opportunities for

1. Healthcare & Life Sciences

2. Financial Services

3. Media & Entertainment

AWS Partner Network

Tens of thousands of companies

around the world are APN Partners

Over half are outside the US

Premier, MSP, and Competency

Partners grew their AWS revenue

100%+ faster

What’s the journey

of successful partners?

Build a cohesive business plan1

Get AWS Trained

and Certified2

Utilize our Partner

Resources & Tools3

Move up

Partner Tiers4

Leverage APN Partner Programs5Go-to-market

with AWS6

Stay up-to-date on AWS services and programs

with our Partner Segment Leaders7

AWS Partner Network (APN)

Provides resources to create an

AWS offering

Delivers training and enablement

for your employees

Offers programs to enable your

delivery models

Enables you to differentiate and

market your AWS-based offerings

Helps you to drive revenue on AWS

AWS Certification and Training

Learn more at aws.amazon.com/certification

AWS Certified Solutions

Architect – Associate

AWS Certified

Developer – Associate

AWS Certified SysOps

Administrator – Associate

SOLUTIONS ARCHITECT DEVELOPER SYSOPS ADMINISTRATOR

AWS Certified Solutions

Architect – ProfessionalAWS Certified DevOps Engineer – Professional

APN Focuses on Three Key Areas for ISVs

1. Build

Assigned Partner Solution

Architect

Product Development Credits

Professional Services

Bootcamps

Consulting Partner Accelerators

Roadmap Updates

SaaS Enablement Program

2. Market

Market Development Funding

AWS Branding and Sponsorship

AWS Partner Directory Listings

(tier and competency)

Webinars and Speaking

Engagements

Email Platform

Syndicated Web Content

3. Sell

AWS Marketplace

POC Customer Trial Funding

AWS Sales Team Engagement

(Lighthouse Accounts)

Bespoke Sales Relationships

(OEM, resell, etc.)

Opportunity Registration

Solution Packaging with Select

SIs

© 2016, Amazon Web Services, Inc. or its Affiliates. All rights reserved.© 2016, Amazon Web Services, Inc. or its Affiliates. All rights reserved.

Dr. Oxana Pickeral, APN

November 29, 2016

Healthcare & Life SciencesBeyond the Compliance Hurdle

What to Expect from the SessionWhat to Expect from the Session

Untapped opportunity in HCLS cloud

AWS is ready for compliance

Technology foundation & business buy-in

Customer demo: Ascension Health & PokitDok

Significant partner opportunity

What to expect from the session

Trends & untapped opportunity in HCLS cloud

Compliance follows security: cloud is the “new normal”

“Smart” everything – 3 flavors of IoT

Interoperability gap is closing, will enable next-gen BI

Technology and business models are co-evolving

$200+b global digital health market by 2020

$50+b LS IT spend by 2019

$10-50b / yr HCLS cloud TAM

Continuum of care in the cloud

Providers Payers Patients

Health Information

Exchanges

Healthcare data

security

Precision

medicineHealthcare

ERPEHR Revenue Cycle

Management

Connected

Health

Life Sciences – transforming product innovation

Genomics Med Tech BioPharma

GenomicsReal World

Evidence

Process

ManagementGenomics

Clinical Trail

ManagementCompliance LIMS

Security: a shared responsibility

• AWS data centers always “on”;

robust connectivity and bandwidth

• Ongoing audit and assurance

program

• Industry certifications

• You retain ownership of your IP and

content – AWS does not have access

• You control region(s) where your data

is stored

• You can build end-to-end compliance,

including HIPAA compliance

AWS secures the

infrastructure…

…so you can

secure your data

Major companies run GxP on AWS today

We have GxP resources available to help you

migrate GxP systems to the AWS Cloud

• Developed with input from Lachman Consultants

Multiple partners with solutions available:

AWS and validated systems

Considerations for using AWS

products in GxP Systems

January 2016

Storage

Enabling HIPAA compliance

Build HIPAA-compliant applications that store, process and transmit PHI

Business Associate Agreement (BAA) addendum available

HIPAA-eligible services for broad range of applications

Compute Database Managed

Big Data

Archiving Data

Warehousing

Networking

Amazon's ability to sign a business associate

agreement with us as well as their track record of

security and compliance really helped us make our

customers feel comfortable with moving to AWS

Josh Siegel

Systems Architect, Eliza

Significant partner opportunity

Migrate systems of record

Manufacturing and supply chain IoT

Real-World Evidence analytics

Cloud-enabled medical devices

Interoperability & care coordination

Telehealth

Healthcare Life Sciences

Partner Competency Programs

HCLS-partner-feedback@amazon.com

Related sessions

HLC301Data Science and Healthcare: Running Large

Scale Analytics and Machine Learning on AWS Cambia Health

Mon,

11/28 1:00-2:00PM

WIN204

How to move 1,000 VMs and Biz Critical Apps to

AWS in 6 months. Methodology and lessons learned from Edwards Lifesciences

Edwards Lifesciences

Wed, 11/30 12:30-1:30PM

ENT213Automating Computational Infrastructure at Scale for Scientific Workloads OpenEye

Wed, 11/30 11:00-noon

SAC314 GxP Compliance in the Cloud MerckThurs, 12/1 2:30-3:30PM

STG211Data-Heavy Healthcare: UPMCe’s Transformative Approach to Disrupting Healthcare UPMC

Thurs, 12/1 5:00-6:00PM

ENT320 20k in 20 Days - Agile Genomic Analysis AstraZenecaThurs, 12/1 5:00-6:00PM

ARC307Learn how Geneia built a scalable, reliable, secure, HIPAA-compliant & highly-available environment

Geneia, Cognizant

Thurs, 12/1 2:30-3:30PM

SAC311

Evolving an Enterprise-Level Compliance

Framework with Amazon CloudWatch Events and AWS Lambda

Johnson & Johnson Fri, 12/2 9:00-10:00AM

© 2016, Amazon Web Services, Inc. or its Affiliates. All rights reserved.© 2016, Amazon Web Services, Inc. or its Affiliates. All rights reserved.

Nitin Gupta, AWS Partner Network

November 2016

Global Financial ServicesAutomating Security & Compliance to Drive Business Growth

FSI Competency Launch Partners –

Technology Launch Partners

Core Systems – Avoka, EIS Group, Moven, Corezoid, Mambu, Guidewire, Calypso

Risk Management – FICO, FIS Global, NICE Systems

Data Management – IHS Markit

2nd Watch, Accenture, Cloud Technology Partners, Wipro, Infosys, Sopra Steria, REAN Cloud,

Capgemini, Cognizant, and Cloudreach

FSI Competency Launch Partners –

Consulting Launch Partners

©2015, Amazon Web Services, Inc. or its affiliates. All rights reserved

Achieving Higher Security &

Compliance through

Infrastructure Automation

AWS Pace of Security Innovation

0%

5%

10%

15%

20%

25%

30%

35%

40%

0

100

200

300

400

500

600

700

800

2008 2009 2010 2011 2012 2013 2014 2015

Security Features All Significant Features and Services Percent

AWS Foundation Services

Compute Storage Database Networking

AWS Global Infrastructure Regions

Availability Zones

Edge Locations

Client-side Data Encryption

Server-side Data Encryption

Network Traffic Protection

Platform, Applications, Identity & Access Management

Operating System, Network, & Firewall Configuration

Customer applications & contentC

ust

om

ers

Security & compliance is a shared responsibility

Customers have

their choice of

security

configurations IN

the Cloud

AWS is

responsible for

the security OF

the Cloud

“We work closely with

AWS to develop a

security model, which

we believe enables us to

operate more securely in

the AWS cloud than we

can in our own data

centers.”

Gain access to constantly improving security baselines

Build on a constantly improving security baseline,

every customer benefits from the tough

scrutiny of other AWS customers!

AUTOMATING SECURITY AND FAST-TRACKING COMPLIANCE TO GENERATE MORE BUSINESS

Scaling the Anti Money Laundering BusinessCenk Ipeker – Head of Actimize Cloud

Selling Cloud AML to Financial Institutions

Anti Money Laundering relies on individual banking transaction data and PII data

Consistent Questions & Messages that “Check the Box”:• Access to the systems and client data is restricted (physical and

logical)

• Geolocation of data

• Client data is segregated securely, preventing comingling or cross-client access

• Encryption techniques employed to protect sensitive data-at-rest and during transfers

• System monitoring for security and threat management

Securing Client Data

• Replicable and scalable model

• Amazon S3 encryption ssl interface to secure our data at

transit and at rest

• SSL encryption to secure our data in transit off ELB

endpoints

• AWS KMS to securely store our keys

• Amazon VPC

All AWS services: EC2, Route53, ELB, S3, EBS,

VPC, Cloud Watch, Cloud Trail, IAM, KMS, SQS, SES (planned)

Essentials Case in SA

Client: Mid-tier financial services & banking in South Africa

Client Problem: Regulatory deadline to upgrade AML processes & system, short time frame, TCO concerns

Sales Problem: Did not want a Cloud Solution• Internal resistance to cloud: concerns on sending PII data to cloud

• No regulator approval for cloud deployment: protection & access, location of data in US

Compelling Value to Win• Fast implementation and low TCO through cloud

• Quickly deployed an instance in EU (Ireland)

• Documentation up front : Secure architecture, data segregation & encryption,

• AWS White papers and security certifications, pushed it through with FI

• Fact that it is an AWS implementation helped us convince Regulator to approve

www.avoka.com

AVOKA

FRICTIONLESS

OMNI-CHANNEL

DIGITAL SALES

33

INTEGRATEDESIGN TRANSACT OPTIMIZE

Avoka Transact is a

Platform for Frictionless Sales

& Service Transactions

SALES: Account Opening, Loan Origination and On-Boarding in

Personal Banking, Business Banking and Wealth Management

SERVICE: Adding Signatories to Accounts, Enroll in Internet Banking,

Transfers, etc.

CHALLENGE: Both channels handle extremely sensitive PII. Banks

historically have leaned toward on-prem solutions

DATA

SOVEREIGNTY

TIME TO

MARKET

RAPID

SCALABILITY

“BANK LEVEL”

SECURITY

THE AWS EDGE FOR AVOKA

www.avoka.com

REGIONAL BANKLOAN APPLICATION

FEB: Bank committed to CEO to deliver a new

experience for Digital Loan Applications in OCT

MAR: Bank ran an RFP to select a vendor.

Chose Avoka

APR: Selected Avoka

JUN: IT informs business that servers won’t be

available until JAN. CTO says “Make AWS

work”

JUN: Avoka designs arch on AWS + RDS +

KMS and passes info-sec requirements for PII.

SEPT: Bank launches new product 1 day early,

see’s >200% increase in loan application

volume.

AVOKA CLOUD ARCHITECTURE

© 2016, Amazon Web Services, Inc. or its Affiliates. All rights reserved.© 2016, Amazon Web Services, Inc. or its Affiliates. All rights reserved.

Bhavik Vyas, Global M&E Alliance & Partnerships, AWS

November 2016

Customer/Partner-Led

Media Transformation

”Put the customer first”

Working Backwards:

What do Media Consumers Want?

Quality content &

engaging experiences

Multiplatform/Device viewing

and place continuity

Faster time-to-view:

my device, my

language, my country

The network effect:

watch content with my

global community

Give me value:

Make me want to

subscribe or watch

No buffering, no waiting,

no spinning wheels

Friends don’t let friends build data centers”Charles Phillips

CEO, Infor

Let AWS build Global Infrastructure for you

14 Regions

36 Availability Zones

68 Edge Locations - CDN

New 2016: India, South Korea, Ohio

Next: UK, France, Canada, China

Digital Media Workflows in the Cloud

v

Acquisition

DAM & Archive

Media Supply Chain

Publishing

Playout & Distribution

Analytics

OTT

Production/Post

Amazon Partner Solutions

Customer innovation doesn’t accelerate

without Partners

AWS Direct

Connect

Elastic Load

Balancing

AWS Import/

Export

AWS Storage

Gateway

Amazon

EC2

Ingest/Create

Amazon

CloudSearchAmazon

SQS

Amazon

Elastic

Transcoder

Amazon

EMRAmazon

VPC

Amazon

RDSLambda

Process

Amazon

EC2CloudFront

Route 53

Deliver

AWS WAF

Live

On Demand

S3

Devices

Display

Amazon S3

Amazon EBS

Amazon EFS

Store

INGEST STORE MANAGE SECUREPROCESS

CREATE MONETIZE

INTEGRATEDELIVER

SaaS BYOLPaaS

Become Part of the AWS Digital Media Ecosystem

“Invent” (Or Innovate)

Map Workloads to Workflows to Customers

Content Processing & Creation• Rendering & VFX

• Mastering/Finishing

• Editing (NLE)

Broadcast and OTT• Broadcast TV Playout

• Cloud PVR

• OTT and OVP Services

Content Management and Distribution• Digital Asset Management/ Media Asset Management

• Media Supply Chain (B2b) Content Management

APN Partners

Elemental Technologies

Core AWS ServicesInfrastructure | Security | Network | Operations

Invent the All-In Domino Effect

Distribution• DPP, IMF, NABA

• DCP

• Linear TV

• OTT

Production/Archive• Editorial

• Dailies

• Post-Production

• Social Media

• Marketing/Promo

OTT Services• Live-to-VOD

• A/S/T-VOD

• Catchup TV

• Cloud PVR

Content

Acquisition

(Live or File)

Digital Asset

Management

Production &

Post-Production

Media Supply

Chain

OTT

Publishing

Analytics

Playout &

Distribution

Innovation Example #1:

Workload: Digital Supply Chain & Digital Publishing

Customer: Charlie Rose Company

Partner: Wazee Digital

CHARLIE ROSE

Charlie Rose History• First episode aired Sept 30, 1991• More than 6,000 episodes over

25 years• Approximately 13,000

extraordinary interviews• Emmy, Peabody, Walter Cronkite,

and Scully Prize-winning host and executive editor

• Syndicated to PBS affiliates and Bloomberg TV

Business Challenges

• Internal: No control over CMS; archive existed only on tape; no control over ad distribution

• Users: International viewers barred; no mobile view; confusing navigation; poor search functionality

• Legacy: Tapes continued to degrade or disappear over time

Customer Experience Transformation

Old Website New Website

11/30/2016Copyright © 2016, 51

Content Experience reinvented by Wazee Digital

Innovation Example #2 & #3

Workload: Supply Chain and Broadcast Playout

Customer: Discovery Communications

Partners: Evertz Technologies & SDVI

53

Why Cloud? Why Now?

Challenging Information

Security threats

Growing business and commercial

opportunities, new platforms

Changing technology environment

Global Company with

global supply chain

Project On Ramp

Moving Our Media Supply Chain

Traditional Delivery Pipeline

Tape based, labor intensive

Delivery to air in weeks / months

Cloud Content Factory

• Data Driven Content

Workflows

• Builds redundant content

repository in the cloud

• Scale out infrastructure

eliminates needs to build

to ceiling

• Allows us to make

workflow decisions based

on the economics of

manufacturing in real time.

57

Media Supply Chain

Inventory Systems

and Asset ManagementInfrastructure & Resource

Management

Video

Processing:

File Check, AV,

QC, Transcode

Antivirus

Content & Status messaging to

Regional MAMs

File Delivery to S3

Media Storage / Cloud Archive

Management

Layer

File Delivery

Storage

Linear Playout

59

Why Playout in Public Cloud?

• Motivation to go fast was burning technology and Real Estate issues in a few facilities around the globe

• How do we support the fast changing world of Discovery?

• Stand up 6 feeds for 2.5 weeks every other year in support of the Olympics

• Support for new Digital Products.

60

COLO/TELCO/VRF

“Air Chain”

US EAST

REGION

AZ #1 AZ #2 AZ #3

EU WEST

REGION

AZ #1 AZ #2 AZ #3

Unicast to Multicast

Conversion

Unicast to Multicast

Conversion

IP To Video

Conversion

IP To Video

Conversion

2X1Distribution

EncodingStat Mux

US Region

EU Region

Invent the All-In Domino Effect for Customers

Distribution• DPP, IMF, NABA

• DCP

• Linear TV

• OTT

Production/Archive• Editorial

• Dailies

• Post-Production

• Social Media

• Marketing/Promo

OTT Services• Live-to-VOD

• A/S/T-VOD

• Catchup TV

• Cloud PVR

Content

Acquisition

(Live or File)

Digital Asset

Management

Production &

Post-Production

Media Supply

Chain

OTT

Publishing

Analytics

Playout &

Distribution

Thank you!Thank you!

From AWS Segment Leaders in Healthcare,

Financial Services, and Media and our

partners.

Remember to complete

your evaluations!