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Deloitte Consulting ‘Doubling Down’ On $750M AWS Business

‘The go-to-market globally was around $750 million last year,’ says Jonathan Bauer, Deloitte Consulting’s AWS alliance leader. ‘We have aspirations of doubling and tripling that over the course of the next few years.’

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When I interviewed Tom Galizia, Deloitte’s lead commercial partner for its Alphabet/Google alliance, he said he expected the Google practice to be Deloitte's fastest growing billion-dollar business . Where does Deloitte's AWS practice stand?

It‘s a friendly competition between the two. All three (major cloud providers) are very important. Last year, we were the fourth largest (practice) in the firm when you start including SAP, Oracle, Salesforce. We may have been five. Of the cloud service providers, AWS is the largest alliance that we have of those three.

The go-to market globally was around $750 million last year, and we had planned for shrinkage this year. Actually, the firm overall is doing very well based on what we had planned to have happen with the current COVID situation. We‘re tracking ahead of where we were last year, which is awesome news.

(The Google practice) is still growing very quickly. Whether he‘s fastest or I’m fastest, I’m not sure. We are, historically -- AWS has thousands of partners -- …one of their fastest growing partners ever, because we signed our agreements with them four years ago. So from zero to that ($750 million) point in four years -- it was a pretty fast start.

Globally, we‘re probably pushing 7,000 to 10,000 (people in Deloitte’s AWS practice). That includes our offshore capabilities. We also have onshore delivery centers, where -- unlike the core consulting staff -- there is no expectation that they travel to client sites and things like that. We call them delivery centers here in the U.S., which are 98 percent technology. But across all of that, there are many thousands of people globally focused on cloud and AWS.

What are your growth aspirations for AWS?

We are doubling down with AWS. We have aspirations of doubling and tripling that over the course of the next few years. Obviously, this year is sort of this wild card. Nobody exactly knows how this is going to play out. But the initial response to our client base is that it‘s actually accelerated. In some cases, it accelerated the conversation about cloud, but in many cases also accelerated the move to cloud. It’s hard to predict right now, just because it’s such unusual times, but we have aspirations of double-triple.

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