[Partner TechShift 2017] AWS와 함께하는 글로벌 클라우드 소프트웨어 사업
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This document summarizes a keynote presentation about partnering with AWS to go global. It discusses how AWS offers partners the largest customer base across industries, the broadest range of technology partners, and investment in programs to help partners build, market and deliver their services. Specific programs highlighted include the AWS Partner Network, AWS Marketplace, Quick Starts, and a new Tech Shift Accelerator program to help partners accelerate their cloud-native solutions.
![Certifications /
Attestations
C5 [Germany], Cyber Essentials Plus [UK], DoD SRG, FedRAMP, FIPS, IRAP [Australia],
ISO 27001, ISO 27017, ISO 27018, ISO 9001, MLPS Level 3 [China],
MTCS Tier 3 [Singapore], PCI DSS Level 1, SEC Rule 17a-4(f), SOC 1, SOC 2, SOC 3
Laws, Regulations,
and Privacy
DNB [Netherlands], DPA – 1998 [U.K.], EAR, EU Data Protection Directive,
EU Model Clauses, FERPA, Gramm-Leach-Bliley Act (GLBA), HIPAA, HITECH, IRS 1075, ITAR, My Number
Act [Japan], PDPA – 2010 [Malaysia], PDPA – 2012 [Singapore],
PIPEDA [Canada], Privacy Act [Australia], Privacy Act [New Zealand],
Spanish DPA Authorization, VPAT / Section 508
Alignments and
Frameworks
CIS, CJIS, CLIA, CMS Edge, CMSR, CSA, EU-US Privacy Shield, FISC [Japan], FISMA,
G-Cloud [U.K.], GxP (FDA CFR 21 Part 11), ICREA, IT Grundschutz [Germany], MITA 3.0, MPAA, NIST, PHR,
UK Cloud Security Principles, Uptime Institute Tiers
B U I L D : G L O B A L A S S U R A N C E O U T O F T H E B O X](https://image.slidesharecdn.com/1-171101050333/85/Partner-TechShift-2017-AWS-13-320.jpg)
[Partner TechShift 2017] AWS와 함께하는 글로벌 클라우드 소프트웨어 사업
- 1. Keynote: Going Global Stanley Chan Head of Technology Partners, APAC
- 2. Accommodation Payments CommunicationTradingVisual Search Healthcare Teams Commerce Education Transportation D I S R U P T I O N A C R O S S I N D U S T R I E S
- 3. Building the Foundation for the Future Transitioning to the Future of IT Driving Innovation 030201 $ 4 0 0 B B Y 2 0 2 1 * Investment in Partners *Source: Markets and Markets Cloud Managed Service Market Report: Global Forecast to 2021. T H E J O I N T O P P O R T U N I T Y
- 4. A S I A P A C I F I C C L O U D A P P L I C A T I O N S P E N D APPLICATION SEGMENT 2016 $M 2020 $M CAGR ‘16-’20 Customer Relationship Management $1,571.96 $4,114.75 27.2% Other Application Software $457.14 $820.04 15.7% Enterprise Resource Planning $334.22 $610.77 16.3% Web Conferencing, Teaming Platforms, and Social Software Suites $283.80 $456.16 12.6% Office Suites $213.36 $348.39 13.0% Supply Chain Management $191.10 $415.16 21.4% Digital Content Creation $122.46 $258.03 20.5% Enterprise Content Management $97.83 $221.15 22.6% Project and Portfolio Management $65.53 $120.48 16.4% Business Intelligence Applications $61.72 $182.93 31.2% Total Revenue (USD) $3.4B $7.5B 22.1% Gartner Forecast, Public Cloud Services Worldwide 2014-2020, 2Q 16 Update. Direct Sales Channel Self Service
- 5. Development & Test New Applications Digital & CX Analytics Mobile DC Migration Mission Critical Apps All In AWS Technology Partner Role C U S T O M E R C L O U D J O U R N E Y
- 6. L A R G E S T N U M B E R O F S T A R T U P S
- 7. L A R G E S T N U M B E R O F E N T E R P R I S E S
- 8. T H O U S A N D S O F P U B L I C S E C T O R C L I E N T S
- 9. B R O A D E S T R A N G E O F T E C H N O L O G Y P A R T N E R S
- 10. P A R T N E R I N G F O R J O I N T S U C C E S S What business and technical challenges do you face? How do you acquire your customers today? How do you want to serve your customers better? What do you want your business model to look like? Where do you want to take your business?
- 11. P A R T N E R I N G W I T H A W S of $ invested in enablement and go-to-market resourcesBuild your software business globally of leads as a result of demand generation campaigns of customer projects funded for AWS partners Market and expand your reach Deliver and accelerate time to value 10s of Millions 10s of Thousands Thousands
- 12. B U I L D : G L O B A L L Y I N S T A N T L Y 16 Regions – 44 Availability Zones – 98 Edge Locations AWS GovCloud (2) EU London (2), Dublin (3) US West Frankfurt (2) Oregon (3) Northern California (3) Asia Pacific Singapore (2) US East Sydney (2), Tokyo (3), N. Virginia (5), Ohio (3) Seoul (2), Mumbai (2) Canada China Central (2) Beijing (2) South America São Paulo (3) Announced Regions Paris, Ningxia, Stockholm, Hong Kong, Bahrain
- 13. Certifications / Attestations C5 [Germany], Cyber Essentials Plus [UK], DoD SRG, FedRAMP, FIPS, IRAP [Australia], ISO 27001, ISO 27017, ISO 27018, ISO 9001, MLPS Level 3 [China], MTCS Tier 3 [Singapore], PCI DSS Level 1, SEC Rule 17a-4(f), SOC 1, SOC 2, SOC 3 Laws, Regulations, and Privacy DNB [Netherlands], DPA – 1998 [U.K.], EAR, EU Data Protection Directive, EU Model Clauses, FERPA, Gramm-Leach-Bliley Act (GLBA), HIPAA, HITECH, IRS 1075, ITAR, My Number Act [Japan], PDPA – 2010 [Malaysia], PDPA – 2012 [Singapore], PIPEDA [Canada], Privacy Act [Australia], Privacy Act [New Zealand], Spanish DPA Authorization, VPAT / Section 508 Alignments and Frameworks CIS, CJIS, CLIA, CMS Edge, CMSR, CSA, EU-US Privacy Shield, FISC [Japan], FISMA, G-Cloud [U.K.], GxP (FDA CFR 21 Part 11), ICREA, IT Grundschutz [Germany], MITA 3.0, MPAA, NIST, PHR, UK Cloud Security Principles, Uptime Institute Tiers B U I L D : G L O B A L A S S U R A N C E O U T O F T H E B O X
- 14. B U I L D : R A P I D L Y A N D W I T H A G I L I T Y
- 15. Computer Vision APIs Detect Online Payment Fraud Computer Vision For Crowd Sourced Maps Computer Vision For Autonomous Driving ML At Large Scale Luxury Real Estate Purchase Predictions Recommendation Engine Forecast Customer Traffic Predictive Analytics On Sports Plays Image Recognition Search Zestimate (using Apache Spark) Insurance B U I L D : A I A N D M A C H I N E L E A R N I N G
- 16. • Emails and landing pages • Syndic ated c ontent • Solution brief • Banner ads • Soc ial media • C opy bloc k s • C as e s tudy templates M A R K E T : A P N M A R K E T I N G C E N T R A L
- 17. • Expos es k ey ar tifac ts about eac h par tner • Improved s earc h c apability & des ign • Impor tant to have c omplete pr ofile in por tal • The deeper their r elations hip, the higher they plac e M A R K E T : P A R T N E R S O L U T I O N S F I N D E R
- 18. Government Migration DevOps Mobile Security Digital Media Marketing & Commerce Big Data Storage Healthcare Life Sciences SAP Workloads Oracle Workloads Financial Services IoT Validated competency solutions Hundreds 64% YoY growth Microsoft Workloads M A R K E T : C O M P E T E N C Y P R O G R A M
- 19. Utility No long-term commitments. License is included in the metered offering based on actual usage. Hosted Solution Bring Your Own Licenses (BYOL) Introduce cloud, reduce TCO and improve time to production SaaS Subscription licenses sold direct or indirect AWS provides the global infrastructure to operate and deploy Test Trials Trial Licenses and POCs to speed up the sales cycle & prove value of ISV solution AWS Partner Network for Technology Partners Well-Architected Framework Quick Starts POC Credits SaaS Partner Program AWS Marketplace Metering Service D E L I V E R : D I F F E R E N T M O D E L S
- 20. Offers customers an easy way to deploy complex software and services on top of AWS infrastructure using automation Single-button deployments Build once, consistently deploy “Gold Standard” reference architecture Modular and easily customizable Deploy in minutes vs weeks For Pilot or Production use Broad customer reach “Using AWS SAP HANA Quick Start, we only needed to push a few buttons to get a functioning SAP HANA solution.” Philip Miller, Director D E L I V E R : A W S Q U I C K S T A R T S
- 21. •1 stepSign up, sign in •2 stepsChoose region and key pair •4 stepsCreate VPC •4 stepsCreate Internet gateway •24 stepsCreate 12 subnets •24 stepsCreate 4 NACLs •16 stepsCreate 4 NAT gateways •27 stepsCreate 9 route tables •2 stepsCreate routes •Many more stepsAdd more stacks Sign up, sign in Choose region and key pair Launch Quick Start Manual Deployment Quick Start D E L I V E R : Q U I C K S T A R T S R E D U C E C O M P L E X I T Y
- 22. • E x p a n d g l o b a l r e a c h • E n a b l e c u s t o m e r s • S e l l p r e - c o n f i g u r e d , AW S - r e a d y M a r k e t p l a c e s o l u t i o n s • B r a n d R e c o g n i t i o n • S h o wc a s e c u s t o m e r r a t i n g s • Tr y - b e f o r e - y o u - b u y o p t i o n s • E a s y t o i n s t a l l D E L I V E R : A W S M A R K E T P L A C E
- 23. AWS platform provides improved levels of security, availability and performance that will support massive future growth. The new platform will enable us to continuously deploy new features to our customers. Tavisca Solutions has reduced the time required to bring new travel agencies onboard its hosted services—to three weeks from six months—using AWS. “Friends don’t let friends build datacenters” - Charles Phillips, CEO 200% quarterly SaaS growth since 2014 launch, with 4700+ Infor Cloud customers and >62 Million Users I S V P A R T N E R S U C C E S S O N A W S
- 24. I S V P A R T N E R S U C C E S S I N K O R E A
- 25. Inside SalesTraining Enterprise Support MarketplacePlatform BD Solution Architects Partner Marketing Regional Business Development Partner Success Manager PR Partner Development Representative C O M P R E H E N S I V E P A R T N E R C O V E R A G E
- 26. E X C I T I N G A N N O U N C E M E N T !
- 27. A C C E L E R A T O R
- 28. T E C H S H I F T A C C E L E R A T O R P R O G R A M What • 12-week intensive program to work closely with AWS • AWS will fund and lead cohorts of ISV partners to drive meaningful product and business outcomes Why • Accelerate development and availability of cloud-native solutions • Differentiate solution(s) with premium features and advanced services • Broaden market reach and acquire more customers Who • Standard/Advanced Tier Technology Partner When • Accepting applications in November…stay tuned for more details!
- 29. K E Y T A K E A W A Y S F O R T O D A Y Wherever you are in your Build, Market, and Deliver journey, AWS can help01 02 03 04 Hear directly from our community on the success journey to cloud Connect and meet with peers and potential partners Take action today!
- 30. T H E R E ’ S N E V E R B E E N A B E T T E R T I M E T O P A R T N E R W I T H A W S