LONDON. 2015, Amazon Web Services, Inc. or its affiliates. All rights reserved

Best Practices for Building Partner Managed Services on AWS Kelly Hartman, Global Segment Leader, MSPs Kyle Lichtenberg, Solutions Architect 2015, Amazon Web Services, Inc. or its affiliates. All rights reserved

In This Session Managed Services: A Change Has Occurred Best Practices for Building and Evolving an AWS MSP How AWS is Enabling Cloud Managed Service Providers

Why Are We Here? 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.

Cloud Managed Service Partner Opportunity Public IT cloud services spending will grow from $56.6 Billion to $127 Billion by 2018 1 Managed services are on the rise: 65% of commercial enterprises indicated that they have at least one managed service deal, and more than 55% indicated that they plan to increase their use of managed services 2 Managed Services are in demand in virtually every vertical, and across businesses of all sizes. 3 Sources: 1. IDC, IDC Study, Worldwide and Regional Public Cloud IT Services 2014-2018 Forecast, Frank Gens, October 2014. 2. Gartner, Diligently Evaluate Outcome-Based Managed Services Versus Capacity-Driven Staff Augmentation, Frances Karamouzis, April 11, 2013. 3. MSPmentor. All Vertical Markets are Fair Game for Managed Services Providers. J Arlotta December 23, 2013.

Managed Services Context Shift Cloud has redefined many things including Managed Services

Evolving Managed Services Context Then Hardware-Based Solutions CPE or Provider Owned Capital Outlay or OPEX Costs Now Software or Cloud-Based Solutions Utility-Based Costs Centralized Operations NOC Automation of Incident Management Systems Proactive SLAs Based on Devices Under Management Engineering Resources Required Onsite for Complicated Fixes/Equipment Replacement Distributed Ops with a Service Oriented Architecture (SOA) Automation of Incident Management Systems, Event Correlation, & Fixes Proactive SLAs Based on Overall Solution/Application Performance Engineers Manipulate Software-Defined Infrastructure to Resolve Issues

How Does AWS Define Cloud 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

What Does This Mean When Building and Evolving an AWS Managed Services Practice?

It Means. Comprehensive Understanding of AWS Services and Features Reset of Roles, Functions, & Processes to Support DevOps You Need to Specialize New Models & Contracts

Comprehensive Understanding of AWS Services and Features

14.0 AWS Core Technical Capabilities: Compute Networking Databases Storage and Content Distribution Application Services Deployment and Management Administration and Security Mobile Services Amazon Elastic Compute Cloud (EC2) Amazon Elastic Block Store (EBS) Elastic Load Balancing (ELB) Amazon Virtual Private Cloud (VPC) AWS Direct Connect (DX) Amazon Route 53 (R53) Amazon Relational Database Service (RDS) Amazon ElastiCache Amazon Simple Storage Service (S3) Amazon Glacier Amazon CloudFront AWS Storage Gateway Amazon Simple Queue Service (SQS) Amazon Simple Email Service (SES) AWS Elastic Beanstalk AWS CloudFormation AWS OpsWorks AWS Directory Service AWS Identity and Access Management (IAM) AWS CloudTrail Amazon CloudWatch (CW) AWS Trusted Advisor Amazon Simple Notification Service (SNS)

Reset of Roles, Functions, and Processes to Support DevOps

Specialize

AWS Managed Service Program Third-Party Capabilities Validation Audit Data Management Specialist Application Migration & Management Application Development Specialist Mobile Services Specialist Core Managed Service Capabilities Hybrid IT Expertise Custom Application Development for Managed Environments End User Services Specialist Industry Expertise & Compliance

New Models and Contracts

Lifecycle Approach AWS MSP Discover Plan Migrate Integrate Validate Operate Optimize Traditional MSP

Anatomy of a Successful AWS MSP Get Customers Going Keep Customers Running Focus on Operational Excellence

Get Customers Going Capabilities to Manage/Migrate Existing Customer Workloads, and Build New Ones from the Ground Up

Keep Customers Running Has Customer Contract with Defined SLA Obligations Automates Incident, Change and Scaling Processes Has Application Development/ Programming Experience Supports Continual Deployment Embraces the Concept of DevOps

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

How is AWS Enabling MSPs?

Enterprise Applications Virtual Desktop Sharing & Collaboration Analytics App Services Deployment & Management Mobile Services Hadoop Queuing & Notifications One-click web app deployment Identity Platform Services Real-time Streaming Data Data Warehouse Workflow App streaming Transcoding Dev/ops resource management Sync Mobile Analytics Data Pipelines Email Search Resource Templates Push Notifications Administration & Security Identity Management Access Control Usage Auditing Key Storage Monitoring And Logs Core Services Compute (VMs, Auto-scaling and Load Balancing) Storage (Object, Block and Archival) CDN Databases (Relational, NoSQL, Caching) Networking (VPC, DX, DNS) Infrastructure Regions Availability Zones Points of Presence

AWS Managed Service Program Validation Checklist

AWS Managed Service Program Validation Requirements Third Party Validation Process Looking For: Core Managed Service Capabilities Partner Validation Checklist Security Management Processes Customer Satisfaction Measurement & Improvement

First Audited and Approved MSPs

AWS Managed Service Program Requirements & Benefits 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

Get Started Today! AWS Managed Service Partners Site http://aws.amazon.com/partners/msp/ APN Portal Managed Service Provider Tab https://www.apn-portal.com/ APN Blog https://aws.amazon.com/blogs/apn/ AWS Training and Certification Center http://aws.amazon.com/certification/

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