2017 Cloud Partner Programs Guide Details


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Amazon Web Services
The Amazon Web Services Partner Network (APN)

U.S. Headquarters1915 Terry Ave
Seattle, WA 98101
U.S. HQ phone number206-266-1000
URLhttps://aws.amazon.com/
Year Company Founded1995
Executives
CEOAndy Jassy
Worldwide Channel ChiefTerry Wise
TitleVice President of Worldwide Partner Ecosystem, AWS
Date Began Serving In This Role5/1/08
North American Channel ChiefTerry Wise
TitleVice President of Worldwide Partner Ecosystem, AWS
Date Began Serving In This Role5/1/08
North American Cloud Channel Program ManagerDorothy Copeland
TitleDirector of Global Partner Programs, AWS Partner Program
Email Addressdorothyc@amazon.com
Cloud Involvement, Products, And Solutions
Our existing partner program supports our cloud products/services
Our products are sold as a Cloud Service where we (the vendor) are the Service Provider (i.e. SaaS, PaaS or IaaS, HW as a service, network connectivity)
Our products are used to build hybrid Private Cloud Solutions
Year Cloud Channel Program was established2006
Please provide a brief overview of the company's cloud partner program or describe the components of your company's overall partner program that specifically pertains to cloud computing.The AWS Partner Network (APN) is the global partner program for AWS. It is focused on helping APN Partners build successful AWS-based businesses or solutions by providing business, technical, marketing, and go-to-market support. AWS Partner Network (APN) Partners have opportunities to create new businesses or solutions while seeing significant growth with the opportunities provided by the APN Program. As an APN Partner, you will receive business, technical, sales, and marketing resources to help enable you to grow your business and better support your customers.
Please outline as many as 3 of the top benefits that specifically pertain to cloud computing that channel partners gain from joining this partner program.Technical Enablement: As an APN Partner, you will have access to numerous technical training opportunities to support you in strengthening your AWS-based business. Resources include APN Partner-only technical content, APN Webcast technical videos, online technical Accreditations and Certifications, and discounts on AWS Instructor-Led training courses. Business Enablement: As you advance through the tiers, you gain more business support from the APN. You become eligible for a number of different Funding Benefits, access to Partner Development Managers to help guide you through your journey, and gain the ability to apply to several APN Programs to help you differentiate your firm on AWS.
How many of your partners are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?The APN includes tens of thousands of partners worldwide, with more than 60% headquartered outside of North America. The APN grew by over 10,000 partners in 2016 alone.
Please identify those areas in which your company actively promotes its technology components to encourage customers or service providers to build a cloud offering (public, private or hybrid).
Backup/Disaster Recovery
Cloud Applications/SW
Cloud Hosting
Cloud Infrastructure (IaaS)
Cloud Management
Cloud Platforms (PaaS)
Cloud Migration
Cloud Security
Cloud Storage (SaaS)
In what areas does your company currently have a Public Cloud Service?
Backup/Disaster Recovery
Cloud Applications/SW
Cloud Hosting
Cloud Infrastructure (IaaS)
Cloud Management
Cloud Platforms (PaaS)
Cloud Migration
Cloud Security
Cloud Storage (SaaS)
In which of the following ways does your company engage with Channel partners to promote your Cloud-related technologies or services?
We have our own public cloud service or application - we use partners as agents
We have our own public cloud service or application - we use partners as resellers
We have technology components that are used to build private or hybrid cloud infrastructure; we engage Cloud Service Providers to build datacenters which supply cloud capacity to other entities
We have software components and tools that are used by ISVs and developers to build SaaS applications, either for public, private or hybrid cloud environments
In which of the following types of Channel training and enablement activities does your company invest to assist your Cloud focused partners?
Specialized technical training (face to face)
Specialized technical training (on-line, ILT)
Technical certification (for cloud)
Specialized sales training (face to face)
Specialized sales training (on-line, ILT)
Sales certification (for cloud)
Business transformation training or consulting (focused on financial, organization or sales/mktg. changes required to succeed with the cloud)
Sales transformation training
Field sales mentoring or coaching (between your direct sales
Sharing of service delivery methodologies or IP around cloud solutions (pre or post-sale)
Cloud specific ROI or TCO calculator tools to be used with end-users
Sales playbooks or prospecting guides for cloud solutions
Authorized training center authorization or status for your cloud-focused curriculum
In which of the following ways does your company invest money to assist partners specifically with their shift to selling and /marketing cloud solutions?
Customer Events
Offer them qualified cloud-specific sales leads
Partner Branding assistance (materials and/or funds)
Partner Demand Generation assistance (materials and/or funds)
Specialized local staff to help partners with marketing planning and/or execution
Partner Events
Partner Marketing Training
Co-selling assistance from local cloud-specialist sales or business development staff
What elements of support does you company offer in your Cloud channel program/tier to motivate and support your Cloud partners financially?
Deal Registration
Demo program/Trial Keys
Discounts (training, volume, tiered, etc.)Utility or annuity-based pricing or licensing
Internal-use product or licenses (discounted or free)
MDF/CO-OP
Rebates (specific to cloud sales or deployment success)
Referral programs (for Cloud Agents or influencers)
Compensation and Fees
Does your company offer VARs assistance in compensation of their sales teams on residual revenue programs (maintenance, software or professional services), recurring revenues or annuity streams?Not Applicable
Are partners required to pay a fee to join your the basic or minimum tier of this Cloud Partner Program?No
Are partners required to meet specific minimum revenue requirements in order to join the basic or minimum tier of this Cloud Partner Program?No
Which of the following requirements must partners meet in order to join the basic or minimum tier of this Cloud Partner Program?
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