AWS CEO Andy Jassy took the stage Tuesday during the AWS re:Invent Global Partner Summit keynote to describe the traits of partners enjoying the most success, share how AWS would further enable their practices, and take some swipes at Oracle for good measure.
Jassy told partners that commitment to developing competencies and specializations was the key to seizing the enormous opportunity the cloud has created for the channel.
"The time is now," Jassy said. "This is the time where a lot of the landscape is going to get carved up."
The customers he talks to see the shift to cloud as an opportunity to rethink their existing applications. They're going to engage in that process with partners they see as committed to presenting them with deep knowledge of technologies and industries.
"Don’t dip your toe in the water," Jassy advised the thousands of partners who gathered in Las Vegas. The largest technological shift of their lifetimes was happening, he told them, before asking, "do you want to play a big part or do you want to play a little part?"
The opportunity created by the cloud is largest for firms offering expertise around specific solutions, especially machine learning, the Internet of Things, and databases, Jassy said.
"The vast majority of the world is not using machine learning the way they want to," Jassy told partners. "A lot of it has to do with the tools that we're giving customers to do machine learning are much harder than they need to be."
To make adoption of that technology "explode," Jassy said, AWS and its partners have to make tools accessible and easy to use for everyday developers and scientists.
IoT is another massive opportunity as billions of connected devices proliferate around the world.
Jassy said he sees hybrid cloud ultimately not involving private servers, but those edge devices, which disproportionately need cloud because of their limited CPU capacity and storage.