AWS Partner Engagement Opportunities for DoD, Immersion Day Huntsville 2019

© 2019, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark
1
AWS Immersion Day
DoD – Huntsville, AL
08 October 2019

2
AWS Roles & Responsibilities
SI Partner
End Customer
(DoD, IC, FedCiv)
Partner
Development
Manager (PDM)
Solutions Architect
(SA)
Focal point between AWS & Partner
Legal/Contracts
Billing/Invoicing/Credits/POCs
AWS Training
AWS Feature Deep Dives
AWS Events
Account Manager
(AM)
AWS Feature Capabilities
Obtain Technical Information
Provide limited Technical Support
Assist in Training
Focal point between AWS & End Customer
Monitor RFx/RFI/RFP Releases
Partner Packages
Assist in strategy development / POCs
Business
Development
Manager (BDM)
Develop strategic plan to increase AWS Adoption
Track largest RFx/RFI/RFP Releases
Coordinate Partner Packages
AWS Immersion Day Events
Solutions Specialist
Expert on AWS Feature(s)
Technical Support on AWS Feature
Provide AWS Marketplace Options
Sell-To
Sell-Through Influenced

3
AWS – Good to Know
• AWS is a Commercial Off-The-Shelf (COTS) solution
• We are not a subcontractor (no subcontract agreements)
• No teaming exclusivity - FAR Part 12 (commercial item)
• Corporate NDA - No opportunity specific NDAs
• Enterprise Agreements – blanket Purchase Order terms & conditions
• Publicly transparent pricing – AWS Simple Monthly Calculator (online)

© 2019, Amazon Web Services, Inc. or its Affiliates. All rights reserved.
AWS Breadth and Depth
CORE SERVICES
Integrated Networking
Rules Engine
Device Shadows
Device SDKs
Device Gateway
Registry
Local Compute
Custom Model
Training & Hosting
Conversational Chatbots
Virtual Desktops
App Streaming
Schema Conversion
Image & Scene
Recognition
Sharing &
Collaboration
Exabyte-Scale
Data Migration
Text to Speech
Corporate Email Application Migration
Database Migration
Regions
Availability Zones
Points of Presence
Data Warehousing
Business Intelligence
Elasticsearch
Hadoop/Spark
Data Pipelines
Streaming Data
Collection
ETL
Streaming Data
Analysis
Interactive SQL
Queries
Queuing & Notifications
Workflow
Email
Transcoding
Deep Learning
(Apache MXNet,
TensorFlow, & others)
Server MigrationCommunications
MARKETPLACE
Business Apps Business Intelligence DevOps Tools Security Networking StorageDatabases
API Gateway
Single Integrated
Console
Identity
Sync
Mobile Analytics
Mobile App Testing
Targeted Push
Notifications
One-clickApp
Deployment
DevOps Resource
Management
Application Lifecycle
Management
Containers
Triggers
Resource Templates
Build & Test
Analyze & Debug
Identity
Management
Key Management
& Storage
Monitoring &
Logs
Configuration
Compliance
Web Application
Firewall
Assessment
& Reporting
Resource & Usage
Auditing
Access Control
Account
Grouping
DDOS
Protection
TECHNICAL & BUSINESS SUPPORT
Support
Professional
Services
Optimization
Guidance
Partner
Ecosystem
Training &
Certification
Solutions Management Account Management
Security & Billing
Reports
Personalized
Dashboard
Monitoring
Manage
Resources
Data Integration
Integrated Identity &
Access
Integrated Resource &
Deployment Management
Integrated Devices
& Edge Systems
Resource
Templates
Configuration
Tracking
Server
Management
Service
Catalogue
Search
MIGRATIONHYBRID ARCHITECTUREENTERPRISE APPSMACHINE LEARNINGIoTMOBILE SERVICESDEV OPSANALYTICS
APP SERVICES
INFRASTRUCTURE SECURITY & COMPLIANCE MANAGEMENT TOOLS
Compute
VMs, Auto-scaling, Load
Balancing, Containers,
Virtual Private Servers,
Batch Computing, Cloud
Functions, Elastic GPUs,
Edge Computing
Storage
Object, Blocks, File, Archivals,
Import/Export, Exabyte-scale
data transfer
CDN
Databases
Relational, NoSQL,
Caching, Migration,
PostgreSQL compatible
Networking
VPC, DX, DNS
Facial Recognition &
Analysis
Facial Search
Patching
Contact Center
4

5
AWS Website - Information https://aws.amazon.com/

6
AWS Website - Documentation
https://docs.aws.amazon.com/index.html?nc2=h_ql_doc_do_v

© 2019, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Amazon Confidential and Trademark© 2019, Amazon Web Services, Inc. or its Affiliates. All rights reserved.
Opportunity Engagements

8
AWS Partner Packages - RFx/RFI/RFQ/RFP Responses
• Custom package addressing your technical solution involving AWS
• Leverage AWS website for Best Practices, Customer References, Use Cases, Examples

9
AWS Simple Monthly Calculator (SMC)

10
AWS Simple Monthly Calculator
EC2 Instance Types Payment Options

11
AWS Pricing Options / Discounts
Private Pricing - EDP
Reserved Instance(s)
Innovate
Optimize
Migration Acceleration Program (MAP)• Publicly transparent pricing online
• AWS Simple Monthly Calculator
• Reserve Instance savings
• Private Pricing – volume discounts
• Firewall between Partner Managers,
Solution Architects, & Pricing

Cost savings improve through optimization
On-
Premises
Lift & Shift Instance
Right-Sizing
Improved
Elasticity
Measure,
Monitor,
Improve
Optimized
EC2
Storage
Optimization
Serverless
Architecture
Managed
Services
True AWS
Optimized
True TCO
comparison
Post migration cost savings
Typical TCO comparison
12

13
AWS Support Plans (Basic, Developer, Business, Enterprise)

14
AWS Support Plans
https://aws.amazon.com/premiumsupport/?nc2=type_a
Scope of AWS Support:
• "How to" questions about AWS services and features
• Best practices to help you successfully integrate, deploy, and manage applications in the cloud
• Troubleshooting API and AWS SDK issues
• Troubleshooting operational or systemic problems with AWS resources
• Issues with our Management Console or other AWS tools
• Problems detected by EC2 health checks
• A number of third-party applications such as OS, web servers, email, VPN, databases, and storage configuration
AWS Support does not include:
v Code development
v Debugging custom software
v Performing system administration tasks
v Database query tuning
Cross-Account Support (for more information, see AWS Support FAQs)

15
AWS Support Plan Pricing
https://aws.amazon.com/premiumsupport/pricing/

16
AWS Partner Network (APN) https://aws.amazon.com/partners/
Helps companies build, market, and sell their AWS offerings by providing business, technical, and
marketing support. More than 90% of Fortune 100 companies utilize APN Partner solutions.
• Consulting Partner or Technology Partner
• APN Tier Status (Basic, Select, Advanced, Premier)
• AWS Competencies (Government, Disaster Recovery, AI/ML, Security, etc.)
• APN Training & Certification
Resell AWS services to end customers and extend an AWS discount
Discounts are applied after usage occurs, not prior
AWS Solution Provider Program (SPP) / Reseller

AWS Marketplace

AWS Marketplace
https://aws.amazon.com/marketplace/?ref=mkt_ste_nc2=h_ql_mp&nc2=h_ql_mp
AWS Marketplace is a curated
digital software catalog that
simplifies the discovery,
purchase, and deployment of
third party software.

Quick
Get the software you need in
minutes with just a few clicks or
use the 1-Click deployment option.
Software in AWS Marketplace are
ready-to-run on AWS.
Pay-as-you-go
Only pay for what you use through
various payment options and
receive discounts on longer or
custom terms.
All charges from AWS Marketplace
are consolidated into one bill
from AWS.
Verified
All software in AWS Marketplace
are continuously scanned to
ensure reliability.
AWS Marketplace
A curated digital software catalog that helps
you find, buy, test, and deploy software

Operating
Systems Security Storage Networking Database SIEM DevOps BI
Popular categories most often deployed

Customize the way you provision software
Find
Machine Learning
Containers
Networking
Security
Storage
DevOps
Database
Operating Systems
BI & Big Data
From a breadth
of categories:
Buy
Free trial
Pay-as-you-go
Hourly
Monthly
Annual and Multi-Year
Bring Your Own License (BYOL)
Seller Private Offers
Through flexible
pricing options:
Deploy
Amazon Elastic Container Services (ECS)
Amazon Elastic Container Services for
Kubernetes (EKS)
Amazon Machine Image (AMI)
Application Program Interface (API)
Amazon SageMaker
AWS Fargate
CloudFormation Template
SaaS
With multiple
deployment options:

AWS Certifications

AWS Training Options
• (Mostly) Free Training
– AWS Service Videos and Solution Webinars
– AWS CBTs: Security Fundamentals https://aws.amazon.com/training/course-
descriptions/security-fundamentals/
– Public Sector Technical Essentials (Herndon and DC)
– Veterans: AWS Educate https://aws.amazon.com/education/awseducate/veterans/
– Qwiklabs (advanced labs with codes) https://qwiklabs.com
– A Cloud Guru https://acloud.guru/
• Formal AWS Training & Certification
– AWS: Virtual and Instructor-led (Architecting, Developing, Operations)
• “DOD-modified Architecting on AWS” Classroom in a Box Training
– 3rd Party: Global Knowledge
v For a listing of classes in other regions visit the Regional Course Schedule page:

Amazon’s global initiative to accelerate cloud-learning and to
prepare for the cloud-enabled jobs of tomorrow.
Veterans, academic institutions, educators, and students may
apply to receive access to:
• Cloud career pathways that include content, knowledge
checks, and a final project
• AWS promotional credits to use AWS services in hands-
on learning
• AWS training and course content contributed by AWS and
educators from around the world
• Job board with opportunities mapped to the cloud career
learning pathways
AWS Promotional Credits
Curated, Open-source Content
Job Board
Training and Professional
Development
www.awseducate.com

AWS Certification Training Options
https://go.awspartner.com/AMERPartnerTrainingCloudPractitioner
https://pages.awscloud.com/traincert_Partner-Classes-Schedule_NorthAmerica.html
AWS Practitioner: Our AWS Training team can deliver a class for free called STP Tailored: Cloud
Practitioner readiness to help teams learn information and prep for the exam. It can be delivered in person
or virtually. We need a commitment of 15 people minimum for a private session, no maximum. If
company cannot meet that number of students, see link below for public sessions that employees can
attend whatever time works best for them:
AWS SysOpsEng: This is a fee-based course and customer would receive this training at 20% discount with
a minimum of 10 students and max of 20 attendees. It is $1,440 per person vs $1,800 for first 1-10
students. Then it is $720 for the 11th – 20th student because it is half the price for more people
joining. This can be delivered in person or virtually. If in person, there’s an additional $2,450 for instructor
fees. If NG is interested in this option, there is a training request form which is used to provide a firm
quote.
AWS DevOpsEng: Same as above

29
Annual AWS Events (US)
• re:Invent – 85,000 people, Las Vegas, NV (December)
• re:Inforce – Security, Las Vegas (May)
• re:Mars – AI/ML, Boston (June)
• Public Summit – Washington, D.C. (June)
• NYC Summit – New York (July)

© 2019, Amazon Web Services, Inc. or its Affiliates. All rights reserved.© 2019, Amazon Web Services, Inc. or its Affiliates. All rights reserved.
Questions?
Doug Datka
Partner Development Manager
NatSec/DoD
Amazon Web Services (AWS)
312-399-0776 Mobile
datkd@amazon.com

AWS Partner Engagement Opportunities for DoD, Immersion Day Huntsville 2019

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