2017 Partner Program Guide Details


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Amazon Web Services
AWS Partner Network (APN)


Address1915 Terry Ave
Seattle, WA
98101
URLhttps://aws.amazon.com/
US Headquarters Phone206-266-1000
CEOAndy Jassy
Year Company Founded1995
Division Created2006
Fiscal Year EndsDecember
Worldwide Channel ChiefTerry Wise, Vice President of Worldwide Partner Ecosystem, AWS
Began Serving In This Role05/2008
North American Channel Chief Terry Wise, Vice President of Worldwide Partner Ecosystem, AWS
Began Serving In This Role05/2008
Company SizeEnterprise
Indirect Revenue As A Percentage Of Total Corporate RevenueDo not wish to disclose
Products Or Service Specialties
As-A-Service Utility ModelBusiness Intelligence and Analytics
Cloud Hosting
Cloud Tools and Management
Collaboration Software
Converged Infrastructure
Data and Information Management
Disaster Recovery/Business Continuity
Enterprise Data Center Servers
Enterprise External Storage Hardware
Enterprise File Sync and Share
Enterprise Networking Infrastructure
Hyper-converged Infrastructure
Infrastructure as a Service (IaaS)
Managed Services (PSA/IT Automation)
Managed Services Software (RMM)
Network Connectivity
Office Productivity Software
Platforms as a Service (PaaS)
Security - Data Loss Prevention
Security - Network Security Appliances and Software
Security - Endpoint Protection
Security - Identity and Access Management
SDDC- Software Defined Data Center
SDN - Software Defined Networking
SDS - Software Defined Storage
SMB External Storage Hardware
SMB Networking Hardware
SMB Servers
Solid State Drives
Systems Management/Network Management
Virtualization - Desktop
Virtualization - Networking
Server
Storage
Program and Tier Information
Year Channel Program Was Established 2012
North American Channel Program ManagerDorothy Copeland, Director of Global Partner Programs
Program Manager Emaildorothyc@amazon.com
North American PartnersN/A
New North American PartnersN/A
Top TierPremier Consulting Partners
North American PartnersN/A
Worldwide PartnersN/A
Tier 2Advanced (Technology and Consulting)
North American PartnersN/A
Worldwide PartnersN/A
Tier 3Standard (Technology and Consulting)
North American PartnersN/A
Worldwide PartnersN/A
Tier 4Registered (Technology and Consulting)
North American PartnersN/A
Worldwide PartnersN/A
North American PartnersN/A
Worldwide PartnersN/A
North American PartnersN/A
Worldwide PartnersN/A
North American PartnersN/A
Worldwide PartnersN/A
Cloud Involvement, Products, And Solutions
 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
 Our existing partner program supports our cloud products/services
Does your partner program offer extra points of margin/discount/rebatesfor registered deals?
 We offer deal registration, but do not offer extra points of margin/discount for registered deals
Does your partner program require you to communicate approval or denial of a deal registration within a certain amount of time?We offer deal registration, but do not commit to communicate to partners within a specific time frame
Does your partner program compensate partners for deals that are registered by partners, but closed by direct sales?No
Does your partner program compensate partners for deals registered by one partner but closed by another?No
How does this channel program motivate/support its resellers?
 Automation systems & partner portal development
 Awards for innovation
 Development of training & certification programs/curriculum
 Discount promotions
 Eligibility to sell vendor services
 Field Channel account manager coverage
 Financial rewards
 Incentive program
 Inside Channel account manager coverage
 Joint marketing planning
 Loyalty programs
 Marketing resources
 MDF/Co-op
 Online tools
 Partner Communication & Recruitment Materials
 Product demo program
 Qualified leads
 Rebates
 Referral programs
 Sales enablement
 Tiered discounts
Services Attach
Is it possible for a Solution Provider to attach services to your product/service beyond typical maintenance and/or break-fix?Yes
Thinking about a typical sale in which a Solution Provider is able to attach services to your product/service, is the amount they are able to attach:Attach services that are typically more than the cost of your solution
What specific programs do you have in place to help partners increase their services attach and/or profit?
 Technical Certification Training
 Partner Services/Solution Selling Training
 Case Studies demonstrating the value of a total solution sell
 Statistics on Best In Class Services Attach Rates
 Pay as you go purchase option
 Automated transaction process for billing/licensing and provisioning
 Partner Incentive Programs
 Outbound demand generation for select Premier and Competency Partners
Does your partner program offer a residual revenue program (maintenance, software or professional services), recurring revenues or annuity streams that enable partners to create a long-term year after year revenue stream?Yes
Does your partner program offer demonstration units or evaluation licenses?For all partners
What does this program typically charge your partners for demo units or evaluation licenses?Free
By what criteria are partner tiers for this partner program determined?
 Joint business plan
 Sales/Revenue volume
 Certifications
 Technical skills
 Solutions expertise
 Vertical market expertise
 Specialization
How are partner discounts determined?
 Business Model (i.e. Distribution-VAR resale discount differs from DMR resale discount, etc.)
What does your partner program offer to partners in an effort to help expand their businesses?
 Business transformation training
 Information to help horizontal VARs break into vertical markets (ie Healthcare)
 Provide VARs with training and advice so that they better understand how they may incorporate Cloud Solutions into their current offerings
 Provide training in order to simplify the concept of hosted and managed services for VARs
 Eligibility to sell vendor services
 Technical training
 Sales training
 Sales tools
 Vertical market case studies
 Tools to identify selling opportunities
 Marketing concierge services
 New hire assistance
 Solutions selling
 MDF
 Post-sales services enablement training
 Leads
 Referrals
What types of training does your partner program offer?
 On Demand web based training/certification from any location (Self Serve)
 ILT (instructor lead training)
 Face to face training/certification
 Boot camp
 Boot camp
 Blogs/Message boards
 Authorized training partners (distributors)
Is there a cost to partners for training and/or certification?
Basic TrainingFree for all partners
Advanced TrainingPartner pays a percentage - discount off full price
High Level CertificationPartner pays a percentage - discount off full price
How often does your partner program require re-certification or renewal for partners?Once per year
Are partners required to pay a fee to join at the minimum or basic level of this partner program?No fee
Are partners required to meet revenue requirements in order to join the minimum or basic level of this partner program?No revenue commitment necessary
Which requirements must be met for a partner to join the minimum tier or basic level of this partner program?
 Valid website
What are this channel partner program's offerings?
 Pre-sales support
 Post-sales support
 Post-sales support
 Technical support
 Local account/field reps
 Escalation procedures for rules of engagement
 Clearly defined division between accounts for direct and indirect sales
How much time in advance of their customers are solution provider partners briefed on new or upgraded product launches?1 month to less than 4 months before solution provider customers
What does your company's partner program portal/web site provide?
 A catalogue of trusted, 3rd party marketing agencies to support partner marketing
 Downloadable marketing materials
 Online training resources
 Database for peer partnering
 Account management
 Ability for partners to syndicate your content to their website
 Managed services community
 Deal Registration
 Configuration/installation tools
 Troubleshooting tools
 CRM
 A selection of marketing campaigns partners can order and have executed for them
What types of hands-on marketing support does your partner program provide?
 One to one marketing planning with internal partner marketing managers
 One to many marketing support via internal partner marketing managers
 Access to an automated marketing platform
 Full service marketing concierge services via 3rd party providers
How does your partner program inform and educate your partners?
 Hosts a conference specifically for partners
 Hosts a sales conference for direct sales and partners together
 Conducts online webinars and conferences
 Publishes regular newsletters
 Conducts regular email marketing
 Conducts regular meetings with individual partners
 Our channel account managers are responsible for educating and informing partners
 CAMs and Marketers communicate with partners primarily through Social Media
What criteria must a partner meet in order to qualify for the minimum or basic level of MDF/Co-op marketing?
 Sales volume
 Number of certified engineers
 Business plan
 Discretionary based on specific product/vertical/customer focus
 Discretionary based on specific
 Discretionary based on channel account manager approval
 Tier-based
 Partner type/business model
 Proposal-based
What does this partner program allow partners to spend MDF on?
 Digital advertising
 SEO
 Customer seminars/road shows
 Online webinars
 Telemarketing/Outbound sales calling
 Email marketing
 Social media enablement
 Syndication
 Activities that generate leads
Does your partner program have Partner Marketing Managers assigned to partners that qualify for MDF to plan and execute demand generation campaigns?Yes
What percentage of your MDF/Co-op goes unspent on a quarterly basis?None
How does your partner program support its channel partners with leads?
Generates leads and initiates sales, which are turned over to partnersTop Tier and 2nd Tier Partners Only
Generates leads which are turned over to partnersTop Tier and 2nd Tier Partners Only
Works cooperatively with partners to drive demand directly to them through MDF and other marketing programsTop Tier and 2nd Tier Partners Only
Provides tools on portal for partners to drive their own demandTop tier, 2nd and 3rd tier only
Do partners need to meet specific lead management criteria or training in order to receive and continue to receive leads?Yes

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