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The Most Powerful Women Of The Channel 2019: Power 100

The Power 100 is culled from the ranks of CRN's Women of the Channel and spotlights the female executives whose insight and influence help drive channel success.

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Kelly Hartman

Global Head of AWS Partner Network

Amazon Web Services

AWS sees unprecedented opportunity for APN partners to help customers achieve their digital transformation objectives. To help them seize the opportunity, Hartman and her team introduced changes to the APN Program, resulting in channel business growth.

Years In Position: 4.5

Years In Channel: 20 

How have you personally helped advance your company's channel business over the past year? Over the past year, APN has seen accelerated growth, driven by strong customer demand for more agile IT operating models, and data and analytics-driven innovation. These areas are increasing mass migrations to AWS, including more Data Center shutdowns, and rapid adoption of Machine Learning services and features. We expanded our programs and introduced new options to help partners take advantage of all of the cloud-driven customer opportunity. Since 2016, we've added over 35,000 partners, with more than 60% headquartered outside of North America. Our rapid growth and customer expectations for deeply skilled partners (in terms of both AWS Certifications and specialized knowledge) drove changes to our foundational APN Program. We introduced new requirements and benefits, and renamed our Standard Tier to Select. To help partners differentiate, we added new categories within the AWS Competency Program in the areas of Machine Learning, Cloud Management Tools, Industrial Software, Containers, and Nonprofit in the Public Sector space. We've also expanded our Service Delivery program with new designations related to Windows Workloads on AWS, and IoT. To help partners build specialized practices, we launched the AWS Navigate Program. These investments resulted in strong partner adoption and growth of our channel business.

What are your goals for your company's channel business over the next year? Our goals for this year center on program adoption, helping partners meet new APN Program criteria, and developing new benefits for APN Partners who deliver positive outcomes for customers. We will expand ACE and AWS Navigate, and will invest in the next generation of APN Partners from startups, to born-in-the cloud partners, to those partners who are transforming their businesses to take advantage of the innovation coming from the AWS Cloud.

What's the key to success for your channel partners in 2019? We are seeing demand from customers for APN Partners' software solutions and APN Consulting Partners who can deliver cloud strategy and planning, build new solutions, migrate workloads, and provide full lifecycle capabilities (Next Gen MSPs). AWS customers are looking for Partners for many different use cases, and it is constantly evolving (e.g. Machine Learning, IoT, AR/VR, Data & Analytics, Industrial Software, Healthcare, Blockchain). As a starting point, APN Partners should have DevOps skillsets and methodologies, should have AWS trained, certified, and accredited individuals, and they should take advantage of our APN Programs to help build, market, and sell their solutions.

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