Partners are Telling Us. Customers are Telling Us. Cloud Managed Services are misunderstood. It would be great if AWS could better define.

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2 Customers are Telling Us I need someone to help me migrate, run, & optimize my AWS workloads. Partners are Telling Us Cloud Managed Services are misunderstood. It would be great if AWS could better define. I want someone who can help me realize the benefits of the AWS cloud and then keep looking out for new & better ways to run our business. I need resources and support to help me grow my Cloud Managed Service offerings. I am having trouble finding the right Managed Service Provider for my business. We need help positioning our unique value to your sales teams, and to customers.

3 Billion $127 65% of commercial enterprises indicated that they have at least one managed service deal, and more than 55% indicated that they plan to increase businesses of all sizes. 3 every vertical Sources: 1. IDC, IDC Study, Worldwide and Regional Public Cloud IT Services Forecast, Frank Gens, October Gartner, Diligently Evaluate Outcome-Based Managed Services Versus Capacity-Driven Staff Augmentation, Frances Karamouzis, April 11, MSPmentor. All Vertical Markets are Fair Game for Managed Services Providers. J Arlotta December 23, 2013.

4 Areas of Cost Savings VARIABLE COSTS Cost savings from running internal IT more efficiently Internal IT efficiencies Virtualization Automation and Self-Service Economies of scale UPFRONT COSTS VARIABLE COSTS UPFRONT COSTS Cost savings from moving to a public cloud provider VARIABLE COSTS Optional Upfront Shared capacity & cost model across customers Pay for Used, not Peak, capacity Increased Operational Automation Traditional Datacenter Virtualized/Private Cloud Datacenter AWS

5 Cloud has redefined many things including Managed Services Our partners are our key differentiator

6 How Does AWS Define Managed Services? Business solutions for customers that leverage the benefits of AWS and: Are Proactive in Nature Proactive Monitoring, Management, Orchestration, & Automation Are Supported by Cloud Operations People, processes, & tools to support contractual obligations Enable Ongoing Business Evolution Help customers reduce their responsibility for managing/operating applications & infrastructure Focus on continuous improvement Are Backed by Contractual Terms SLAs that clearly define partner obligations to the customer with recourse if not met

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8 Get Customers Going Keep Customers Running Focus on Operational Excellence

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10 Anatomy of a Successful Managed Service Partner: Get Customers Going Capabilities to Migrate Existing Customer Applications, and Build New Ones from the Ground Up

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13 Anatomy of a Successful Managed Service Partner: Keep Customers Running Automates Incident, Change and Scaling Processes Embraces the Concept of DevOps Has Customer Contract with Defined SLA Obligations Has Application Development/ Programming Experience Supports Continual Deployment

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15 Infrastructure Services & Solutions Amazon RDS - No More Backups Amazon S3 No More Adding Disks Auto Scaling No More Rush to Deploy Management & Optimization Services & Solutions Amazon CloudWatch Monitoring Built-in AWS OpsWorks Stack Management Built-in Amazon EMR Cluster Management Built-in AWS Trusted Advisor Optimization Recommendations

16 Discovery Tools BlueStripe Cloudamize CloudVelox Risc Networks ScienceLogic ServiceNow Migration Tools AppZero ARCserv C3DNA CloudEndure CloudVelox Racemi Veeam Service Management ScienceLogic ServiceMesh ServiceNow Discover Plan Migrate Integrate Validate Operate Optimize TCO Tools Apptio Cloudamise CTP PaaSLane Cloud Test Tools BlaceMeter SOASTA App Performance Management AppDynamic CA APM Compuware APMaaS New Relic CI/CD Orchestration Ansible Chef Jenkins Puppet Labs Cost Optimization Cloudability CloudCheckr

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18 Anatomy of a Successful Managed Service Partner: Focus on Operational Excellence Continuously Audits and Monitors Customer Security Risks Looks for Opportunities to Save their Customers Money Proactively Monitors AWS Services Creates Seamless Customer Experience

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22 They help your customers quantify the value you add to your business = Customer Loyalty Clear & Transparent Measurable & Objective Characteristics of Strong SLAs Layered They provide you with focus and goals to improve your services = Partner Profitability Establish Baseline for Customer Expectations

23 Clear function and percentage. We will back up volumes and 99.95% of those will complete during their allocated backup period. Logging on backup systems should provide metrics of how many backups were started, whether they started on time and did they complete. Each of those metrics is easily understood and reported. It is hard to misunderstand hard numbers especially when the target and metrics are simple. Using 3 metrics to measure the success of the SLA provides plenty of data for understanding how to improve a sub-sla measurement.

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25 AWS Increases Profitability TCO & Reserved Instances Application/Development $50k & Up per Application Professional Services 2x to 5x Multiplier on top AWS Managed Services 15% to 40% Uplift On AWS Services Product & Service Resale 5% to 30% Margins On SW License or Product Resale Cloud Journey Discover Plan Migrate Integrate Validate Operate Optimize 2X to 20X Uplift over AWS Spend

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29 Data Management Specialist Application Migration & Management Technical Capability Identifiers Application Development Specialist Mobile Services Specialist Core Managed Service Capabilities Hybrid IT Expertise Custom Application Development for Managed Environments Business Capability Identifiers End User Services Specialist Industry Expertise & Compliance

30 Eligible for Free AWS Usage Credits for Development Eligible for Free AWS Usage Credits for Customer Proof of Concepts Eligible for FastTrack Funding Package Access to NDA Roadmap Webinars Managed Service Partner Logo Co-Participation at AWS & Industry Events Sales Team Showcase Eligible for Marketing Funds, Programs, & Campaigns Placement in the AWS Partner Directory as an AWS Managed Service Partner Eligible for AWS ProServ Engagements & Workshops Access to MSP Best Practice Guides, Whitepapers, & Resource Library Eligible for Additional AWS Training Subsidies Reduced Price Certification Boot Camp Class and Free Practice Exam Voucher

31 today! Go sign up! Visit aws.amazon.com/partners/managed-service/ to learn more All existing MSP competency holders will be migrated to the new program

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