AWS’ Ruba Borno On IBM, Cisco And AWS Marketplace Growth
AWS’ channel chief Ruba Borno talks to CRN about Cisco “cloud-enabling” its channel partners via the AWS Marketplace, its newly enhanced IBM partnership and her message to AWS partners.
Give us your vision for the AWS Marketplace? Do you expect, for example, 50 percent of a partners’ AWS business to go through the Marketplace over the next couple of years?
It’s still day one. We celebrated our 10 year anniversary, but we’re still at the very beginning of the potential.
Cisco’s Oliver Tuszik who leads the partner organization at Cisco—Cisco gets over 90 percent of its revenue through channel partners—they want to have the AWS Marketplace be how they cloud-enable their channel partners. That is a direct quote from Oliver.
The reason I’m answering it in that way is it almost doesn’t matter what I think because I’m sharing with you what I’m hearing from our partners about how they’re viewing how the AWS Marketplace will enable their channel and will be a new route to market for them to reach customers.
What are some of the benefits of the AWS Marketplace today?
One key benefit is that customers can draw down on EDP [Enterprise Discount Program] spend, and that’s absolutely a key benefit. But there’s also so many other additional benefits.
One is being able to procure multiple services in one place and getting one bill from AWS.
We’re launching a new service called Vendor Insights, which will allow customers to have a view of the security, compliance, and risk assessment posture of the solutions that they’re procuring on AWS Marketplace.
From a customer perspective, there’s a lot of value there. And as a result, that drives efficiency for the partners as well. When we have partners like Cisco saying that they want to use that to cloud-enable their partners and their channel—we’re really excited about that potential.