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The Top Things To Know About Becoming An AWS Partner

‘Our pace of innovation and what we offer to partners really is more significant than any of our competitors,’ says Kelly Hartman, the global head of the AWS Partner Network. ‘We spend a lot of time actually working with partners to look at things that matter to them and their customers. We really take a personalized approach to helping companies get there.’

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APN Navigate

AWS launched APN Navigate in May 2018 to provide a prescriptive path for companies to move through the APN and help them build, market, differentiate, sell and grow as a partner. The APN Navigate Foundations path helps guide new APN members through establishing fundamental building blocks to become successful AWS partners, from the Registered partner tier to the Select tier (the former Standard tier). The APN Navigate Specialization tracks help existing partners with the knowledge and tools to become specialists in a solution, industry, workload or service area on AWS.

“We have that personal help from our partner development representatives and partner development managers,” Hartman said. “They're all about sitting together with a partner and building a plan. But when it came down to the very prescribed -- what's the next step, what should I think about first, what's the best practice in this area -- we realized we had all this great content, and we weren't effectively bundling that to make it easier for those partner development reps and for partners. That was how Navigate was born.”

AWS’ content, including best-practice guides, had been more self-serve, Hartman said.

“We've structured them into the paths, where we have structured training as phase one, and then it's the structured enablement pieces,” she said. “The first piece is training to give that foundational knowledge of what you should know if you're looking at building an IoT practice, for example. Then you have the specific enablement pieces that fit along with that training after the training is completed.”

APN Navigate had 12 tracks or specialized practice areas by the end of 2018, and more were added this year in addition to the APN Navigate Foundations Path launched this past May.

“We were building Navigate based on having customers asking or partners asking for help to build specialized practices,” Hartman said. “But then what we realized is a lot of partners were asking us what does that journey look like from the Registered to Select tier, so we built the Navigate Foundations to provide that guidance in that same structure.”

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