A lot of partners acknowledge that AWS customer obsession is great, but some said it does come at the cost of partners coming second, and they would like to see more partner obsession and for AWS to leverage partners more. Are they on an equal playing field (with customers) or are they are second and is that okay?
The ultimate customer is the end customer. But…I look at partners as a customer for me, and the entire partner organization sees our partners as customers, because that’s what we focus on driving success with.
However, even for those partners, they have end customers who are looking to use AWS to drive their business outcomes. And so when we talk about customer obsession, yes, if it’s a partner who’s trying to maximize their profitability versus doing the right thing for the customer, I guess I would lean towards making sure our customers are successful.
I’m sure there’s a bit of tension when it comes to partners and customers, but we will have to make sure, ultimately, that our customers are successful. That is also beneficial for our partners. Partners nor AWS…have a business if the customers aren’t successful. We both have to agree that we have to be customer-centric. We have to be unusually customer-focused. We have to be focused on the long-term success for our customers, and we have to continue to do the right things to help them.
If our partners believe that we’re putting too much focus on customers over their interests, I think that may be true at times. But I will say that, as an entire organization, we also see partners as a very, very important customer for AWS, and we are doing everything that we can to drive their success.