2015 Channel Chiefs Details


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One of our "50 Most Influential Channel Chiefs"

A Video Message From Terry Wise

Fun Facts:
Favorite movie and why: NA

Terry Wise

Amazon Web Services

Vice President of Worldwide Partner Ecosystem

Bio and Background: Terry Wise joined Amazon Web Services in 2008 to lead the development of AWS' global alliances and channel ecosystem. He leads a global team that is focused on building strong industry partnerships with leading and emerging Independent Software Vendors (ISVs), Professional Services firms, Managed Services firms and Value Added Resellers (VARs). Prior to AWS, Terry spent more than 15 years working for start-up companies in the IT consulting, middleware and infrastructure markets including 4 firms that went IPO. Terry earned his bachelor's degree in history from Middlebury College.

Number of years with the company: 7

Number of years involved with indirect sales: 22

Reports to: Vice President, Worldwide Sales and Business Development

Does that individual report to the CEO/president: No

Number of employees in channel organization: N/A

Top products sold through the channel: All AWS services are available for AWS Consulting and Technology Partners to provide to their customers. Services include: • Amazon Elastic Compute Cloud (EC2) • Amazon S3 • Amazon Redshift • Amazon Glacier • AWS Storage Gateway • Amazon RDS • Amazon Dynamo DB • Amazon CloudFront • Amazon WorkSpaces • Amazon Elastic Map Reduce (EMR)

Partner organization's top accomplishments over the past year: • We are more than doubling our investments in our APN Partners with the most significant set of updates, enhancements, and new benefits to the APN since its inception: o New AWS Programs for APN Partners - AWS is providing best practices guidance for cloud transformation and funding for qualified customer proofs-of-concepts. AWS is also now providing eligible APN Partners with free usage credits for solution development and marketing benefits to help them promote their solutions to customers. o New APN Programs for MPS and SaaS Partners - APN Partners who join the AWS Managed Service Program will be eligible for specialized technical support, training, and marketing benefits. The AWS SaaS Partner Program is designed to provide training, marketing support, and a community of peers for APN Technology Partners who are leveraging AWS for their global Software as a Service offerings. o Expanded Training, Offerings, and Delivery for APN Partners - To help APN Partners create thriving businesses, AWS is significantly expanding the training options available to APN Partners to include bootcamps for a new AWS Certification Prep, AWS Professional Services, and Windows on AWS, and a free online AWS TCO and Cloud Economics accreditations course.

How partner community has grown over the past year: The APN program has grown more than 75 percent in the past year and includes thousands of consulting/systems integrator and technology/ISV partners. In the last year, the APN Technology Partner team supported over hundreds of ISV product launches on AWS. This includes products listed in AWS Marketplace, BYOL offerings from ISVs and new SaaS solutions. Moving into 2015, we plan to more than double our investments in our APN Partners with the most significant set of updates, enhancements, and new benefits to the APN since its inception.

How do you expect your channel sales as a percentage of your company's overall sales to change: Increase

How do you expect the number of channel partners you work with to change: Increase

Top channel goals for 2015: Add more qualified partners
Increase overall percentage of company revenue that comes through the channel
Improve partner technical skills

Single most innovative partner initiative in 2014: APN Proof of Concept Program — To help partners expand their AWS solutions and accelerate customer engagements AWS is providing best practices guidance for cloud transformation and funding for qualified customer proofs-of-concepts. AWS will fund up to half of professional services fees for eligible Advanced and Premier Partners, and all of their AWS usage fees for eligible customer proof-of-concept projects. AWS is providing eligible APN Partners with free usage credits for solution development, as well as marketing benefits to help them promote their solutions to customers. -AWS Quick Starts for APN Partners — enables partners to quickly create commonly used software solutions (such as Microsoft Sharepoint, SAP Hana and Cloudera Enterprise Data Hub) in an AWS environment, allowing partners to have greater agility and faster time to market for their solutions and services. -Expanded AWS Test Drive Program — AWS Test Drive provides a private IT sandbox environment containing preconfigured server based solutions. In under an hour, and using a step-by-step lab manual and video, launch, login and learn about these popular 3rd party IT solutions, powered by AWS and CloudFormation. Test Drives are developed by AWS Partner Network (APN) Consulting and Technology Partners and are provided free of charge.

Key channel/partner investments made over the past year: More than doubling investments in APN Partners Launched AWS Partner Educate, which trained thousands of Consulting Partner business employees on how to position AWS. Focused training and marketing investment in Premier Consulting Partners, which helped them grow their AWS business more quickly Continued investment in our Channel Program including Channel Reseller Program with direct resellers of AWS services as well as a Channel Distribution Program. Increased investments in APN Acceleration Programs which are designed to help partners get trained on and build solutions on AWS and support their offerings through joint GTM investments to accelerate our partner's path to profitability.

Plans for attracting the next generation of solution providers: The growth in the APN program over the last year and in the capabilities of our APN Partners highlights just how critical APN Partners are to our customers' success. To attract the next generation of solution providers we are offering innovative products and APN programs based on what our customers and partners are telling us they need to run a successful business. This is where our customer obsession comes in - we are constantly listening to what our customers need from our partners and to what our partners need from us.

Advice to someone getting into the channel today: We continue to recommend that partners listen to the customer and focus on developing solutions and/or services that enable rapid transformation.

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