Solution-focused partners—those with a “really deep understanding of the solution that you're trying to move over versus just the infrastructure”—is another trend that Carter expects to pick up steam in 2020.
“Examples here would be Amazon Connect, the fastest-growing service we have,” Carter said. “The machine-learning models were trained on real data. You can now have integration with Salesforce. I can't tell you how many partners I've talked to about that [say], 'OK, now I can take that solution, versus saying, let's do compute better, let's do storage better, our networking is faster.’ It's ‘here's how you can manage a call center in the cloud.'”
AWS added retail, public safety and disaster response competencies for its AWS Partner Network members in December.
“We've already had requests for several more competencies from our customers,” Carter said. “Those all give a level of confidence that the partner working on the solution knows your area, knows your industry or … knows the solution, not just the technology. I think that will be a really big trend for 2020 as well.”