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

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

Best Practices for Building Partner

Managed Services on AWSKelly Hartman, Global Segment Leader, MSPs

Kyle Lichtenberg, Solutions Architect

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?

Partners are Telling Us…

“I am having trouble finding the right Managed

Service Provider for my business.”

“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 someone to help me migrate, run, &

optimize my AWS workloads.”

“We need help positioning our unique value to

your sales teams, and to customers.”

“I need resources and support to help me grow

my Cloud Managed Service offerings.”

“Cloud Managed Services are misunderstood. It

would be great if AWS could better define.”

Customers are Telling Us…

Public IT cloud services spending will grow from $56.6 Billion to $127

Billion by 20181

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

services2

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.

Cloud Managed Service Partner Opportunity

Cloud has redefined many things

including Managed Services

Managed Services Context Shift

Then

• Automation of Incident Management

Systems

Now

• Distributed Ops with a Service Oriented

Architecture (SOA)

• Hardware-Based Solutions– CPE or Provider Owned

• Proactive SLAs– Based on Devices Under Management

• Centralized Operations– NOC

• Capital Outlay or OPEX Costs

• Engineering Resources Required Onsite

for Complicated Fixes/Equipment

Replacement

• Engineers Manipulate Software-Defined

Infrastructure to Resolve Issues

• Automation of Incident Management

Systems, Event Correlation, & Fixes

• Proactive SLAs– Based on Overall Solution/Application Performance

• Software or Cloud-Based Solutions

• Utility-Based Costs

Evolving Managed Services Context

Are Supported by

Cloud Operations

Enable Ongoing

Business Evolution

• Help customers reduce their

responsibility for managing/operating

applications & infrastructure

• Focus on continuous improvement

Are Proactive

in Nature

• Proactive Monitoring,

Management, Orchestration,

& Automation

• SLAs that clearly define partner

obligations to the customer with

recourse if not met

Are Backed by

Contractual Terms

• People, processes, & tools to

support contractual obligations

Business solutions for customers that leverage the benefits of AWS and:

How Does AWS Define Cloud Managed Services?

What Does This Mean When Building and

Evolving an AWS Managed Services

Practice?

Comprehensive Understanding of AWS Services and Features

Reset of Roles, Functions, & Processes to Support DevOps

You Need to Specialize

New Models & Contracts

It Means….

Comprehensive Understanding of AWS

Services and Features

Compute Amazon Elastic Compute Cloud (EC2)

Amazon Elastic Block Store (EBS)

Elastic Load Balancing (ELB)

Networking Amazon Virtual Private Cloud (VPC)

AWS Direct Connect (DX)

Amazon Route 53 (R53)

Databases Amazon Relational Database Service (RDS)

Amazon ElastiCache

Storage and Content

Distribution

Amazon Simple Storage Service (S3)

Amazon Glacier

Amazon CloudFront

AWS Storage Gateway

Application Services Amazon Simple Queue Service (SQS)

Amazon Simple Email Service (SES)

Deployment and

Management

AWS Elastic Beanstalk

AWS CloudFormation

AWS OpsWorks

Administration and Security AWS Directory Service

AWS Identity and Access Management (IAM)

AWS CloudTrail

Amazon CloudWatch (CW)

AWS Trusted Advisor

Mobile Services Amazon Simple Notification Service (SNS)

14.0 AWS Core Technical Capabilities:

Reset of Roles, Functions, and Processes to

Support DevOps

Reset of Roles, Functions, and Processes to Support

DevOps

Specialize

Core Managed Service

Capabilities

Application Migration & Management

Hybrid IT Expertise

Custom Application Development for Managed Environments

Industry Expertise & Compliance

AWS Managed Service Program

Data Management

Specialist

Application Development

Specialist

Mobile

Services Specialist

End User Services

Specialist

Third-Party Capabilities Validation Audit

New Models and Contracts

Lifecycle Approach

Discover Plan Migrate Integrate Validate Operate Optimize

Traditional MSP

AWS 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

Has Application

Development/

Programming

Experience

Supports Continual

Deployment

Embraces the

Concept of DevOps

Automates Incident,

Change and Scaling

Processes

Focus on Operational Excellence

Proactively Monitors AWS

Services

Creates Seamless

Customer Experience

Continuously Audits and

Monitors Customer

Security Risks

Looks for

Opportunities to Save

their Customers

Money

How is AWS Enabling MSPs?

Enterprise

ApplicationsVirtual Desktop Sharing & Collaboration

Platform

Services

Analytics

Hadoop

Real-time

Streaming Data

Data

Warehouse

Data

Pipelines

App Services

Queuing &

Notifications

Workflow

App streaming

Transcoding

Email

Search

Deployment & Management

One-click web

app deployment

Dev/ops resource

management

Resource

Templates

Mobile Services

Identity

Sync

Mobile

Analytics

Push

Notifications

Administration

& SecurityIdentity

Management

Access

Control

Usage

Auditing

Key

Storage

Monitoring

And Logs

Core

Services

Compute(VMs, Auto-scaling

and Load Balancing)

Storage(Object, Block

and Archival)

CDNDatabases(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

Core Managed Service

Capabilities

• Security Management Processes

• Customer Satisfaction Measurement & Improvement

Partner Validation Checklist

Third Party Validation Process Looking For:

First Audited and Approved MSPs

AWS Managed Service ProgramRequirements & 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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