Services Ecosystem

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2

3

Overview

Competitor Landscape

Offerings &Programs

Partners

Deal Activity

» Amazon Web Services (AWS) has been a leader in the Cloud computing space especially in the IaaS & PaaS segments. It has been the pioneer by having the vision to

invest in cloud industry ahead of its peers

» This report tries to dig further into AWS, its offerings, its benefits compared to traditional on-premise infrastructure and about its various partners

» AWS is leading in the fastest growing IaaS segment followed by Microsoft, IBM, Google, Alibaba & SAP

» Salesforce leads the PaaS segment closely followed by AWS & Oracle. Other players include Microsoft, IBM, SAP, ServiceNow, Alibaba

» Overall, largest competing cloud companies include Microsoft, AWS & IBM, followed by Salesforce, Oracle, SAP & Google

» It has a plethora of offerings ranging from compute services, storage services, database, networking & content delivery, migration, developer tools, management tools,

security, analytics, artificial intelligence, messaging, mobile service, application service, IoT, machine learning & gaming development

» AWS has launched 1000+ features year on year and become the fastest enterprise IT vendor to hit the 10Bn run-rate

» The most used services include Amazon EC2, Amazon S3, Amazon Data Transfer, Amazon SQS, Amazon RDS & Amazon Route 53

» There are 2 programs: Consulting & Technology Partner Program; with sub-programs within each of the two divisions basis partner specialties

» Based on program type, 48% are consulting partners & remaining 52% are technology partners

» Based on vertical landscape, 60% of the partner are from software & internet industry, 15% from business and consumer services, another 5% each from government,

financial services, telecommunication and rest from others

» Based on geography, 75% of the partners are from US, 7% from UK, 5% from Canada and rest from others

» There are 74 premier consulting partners, of which pure-play AWS service providers include Megazone, 2nd Watch, Logicworks, DLT, Onica, to name a few

» Some multi platform, premier AWS service partners include TCS, DXC, Wipro, Accenture, Capgemini, Cognizant, HCL, NRI, Booz Allen, Rackspace, to name a few

» Deals have started to pick-up with over 30 deals in the past 24 months; activity is similar to what was seen in the application layer cloud services companies 5-6 years

back; strategics are making moves faster compared to Salesforce ecosystems as now they are more clear about the longevity & impact of cloud technologies

» Multiples have generally ranged around 4x-6x net revenue; which are higher than seen by Salesforce/Workday partners potentially due to recurring nature of business

» Some big PE roll up plays acquiring aggressively include Reliam, 2nd Watch, Apps Associate, Onica, Logicworks, to name a few

Section 1: Amazon Web Services Overview 5

Section 2: Industry Landscape 12

Section 3: Why use AWS? 19

Section 4: AWS Offerings 22

Section 5: AWS Partner Programs 26

Section 6: AWS Tiers & Certifications 30

Section 7: AWS Partner Analysis 33

Section 8: Deal Activity 40

AWS Re-Invent 2018 Update 45

4

Section 1: Amazon Web Services Overview

GLOBAL NETWORK OF REGIONS & EDGE LOCATIONS

Infrastructure Region

Edge Point Of Presence (PoP)

» In 2006, Amazon Web Services (AWS) began offering IT infrastructure services to businesses in the

form of web services—now commonly known as cloud computing

» AWS offers a broad set of global cloud-based products

including compute, storage, databases, analytics, networking, mobile, developer tools, management

tools, IoT, security and enterprise applications

» These services help organizations move faster, lower IT costs, and scale. AWS is trusted by the

largest enterprises and the hottest start-ups to power a wide variety of workloads including: web and

mobile applications, data processing and warehousing, storage, archive, and many others

» Today, Amazon Web Services provides a highly reliable, scalable, low-cost infrastructure platform in

the cloud that powers hundreds of thousands of businesses in 190 countries around the world

6

1Mn Active

Customers per

month

Amazon S3 peaks

at millions of

requests per

second

80160

280

516

722

1,000

1,430

2011 2012 2013 2014 2015 2016 2017

Source: AWS Website

NO. OF SERVICES LAUNCHED PER YEAR

» Amazon

SQS

» Amazon

Mechanical

Turk

» Amazon EC2

» Amazon S3

» Developer Portal

& Forums

2005 20112010200920072006 2008

» Amazon DB

» Amazon Flexible

payment service

» S3 in Europe

» Amazon CloudFront

» EC2 Elastic

» Window Server,

MySQL, Oracle &

Jboss

» Lower data and

Transfer cost

» Elastic BlockStore

» Public Data Sets

» EC2 SLA

» EC2 in Europe

» S3 Tiered Pricing

» AWS Multi-factor Authentication

» AWS Management Console

» AWS Economics Center

» AWS Security Center

» EC2 Reserved Instances

» Simple DB Features

» Amazon RDS

» Amazon VPC

» Amazon Elastic Map Reduce

» AWS Import/Export

» RDS Reserved Database

Instance

» RDS Read Replicas

» Lower Outbound Transfer

Pricing

» S3 Versioning feature

» EC2 High Memory Instance

» RDS Multi-availability Zone

» S3 Reduced Redundancy

2012

» AWS Elastic Beanstalk

» Amazon Single Email Service

» AWS launched in Tokyo, Japan

» Amazon Route 53

» Digital`Ocean launched

» AWS Direct Connect

» AWS Gov-Cloud

» AWS launched in Oregon, third

region in US

» Amazon Glacier launched

» Amazon Red-shift launched

» AWS launched in Sydney,

Australia

7Source: AWS Website

2013 2014 2015 2016 2017 2018

» AWS is awarded an ATO

from US Dept. HHS

» AWS Activate launched

» EC2 G2 Instances

launched for 3D Design

» Amazon Kinesis launch

» AWS launched in China

» AWS launch in Frankfurt,

Germany

» Amazon Aurora launch

» EC2 Container Service

launched

» AWS Lamda launched

» AWS Machine Learning

Platform launched

» AWS acquires ClusterK

» AWS becomes a leader in

IaaS solution

» AWS Snowball launched

» AWS Machine Learning

Platform launched

» AWS acquires ClusterK

» AWS becomes a leader in

IaaS solution

» AWS Snowball launched

» AWS i3 instances launched which

are 50% cheaper than i2 instances

» AWS surpasses $10 billion revenue

target with over 100 services

» AWS EC2 CSd instances launch

» Amazon Chime launched

» AWS EC2 support for Red Hat

BYOL launched

» Amazon Cloudwatch Metric

Maths launched for real-time

analytics

» AWS EdStart global launched

8Source: AWS Website

9

» AWS revenue contribution has increased from 4% to 10%

between 2013-2017 and is poised to grow further

» AWS remains the profit engine for Amazon, which has always

operated on thin e-commerce margins. The unit’s operating

income of $4.3Bn, while the company as a whole had

operating profit of just $347Mn

» Even after series of price reduction on their product their

operating margin stay healthy at ~25%

Source: AWS Website

3.14.6

7.9

12.2

17.5

0.7 0.71.9

3.14.3

4%

5%

7%

9% 10%

0%

4%

8%

12%

0.0

5.0

10.0

15.0

20.0

2013 2014 2015 2016 2017

AWS Revenue Operating Income Sales-Contribution

Figures in $Bn 2013 2014 2015 2016 2017

Overall Revenues 74.5 89.0 107.0 136.0 177.9

AWS Revenues 3.1 4.6 7.9 12.2 17.5

% Growth Rate 69% 49% 70% 55% 43%

Operating Expenses 2.4 4.0 6.0 9.1 13.1

Operating Income 0.7 0.7 1.9 3.1 4.3

Sales-Contribution 4% 5% 7% 9% 10%

Operating Margin 22% 14% 24% 25% 25%

Figures in $Bn

AWS FINANCIALS COMMENTS

75%

7%

5%

3%

3%

7%

COMPANIES BY GEOGRAPHY

United States

United Kingdom

Canada

Australia

India

Others

10

1,15,227

73,470

39,235

14,199

6,900

8,068

1,656

2,536

1-10

10-50

50-200

200-500

500-1,000

1,000-5,000

5,000-10,000

>10,000

COMPANIES BY EMPLOYEE STRENGTH

27,704

14,844

13,759

9,505

8,410

8,356

8,043

7,213

6,872

6,259

0 10,000 20,000 30,000 40,000

Computer Software

Pharmaceuticals

IT & Services

Nonprofit Organization

Real Estate

Retail

Internet

Financial Services

Marketing

Construction

COMPANIES BY INDUSTRY

1,55,580

54,778

35,003

9,704

6,232

8,135

5,036

1M-10M

0M-1M

10M-50M

50M-100M

100M-200M

200M-1000M

>1000M

COMPANIES BY REVENUE SIZE1

Source: Idatalabs Website

Note: 1. Revenue in $Mn

11

» AWS is poised to triple its size in five years, hitting $60Bn in revenue

according to Wall Street firm Jefferies & Co.

» 37% of Amazon’s share price is valued based on AWS alone, based on

JP Morgan’s research report, showing the immense potential that AWS

has

» AWS would continue to grow by moving further into the application

layer of cloud computing. Currently, it is focused on the infrastructure

layer of software only

» AWS should make more buys in the security space as security is of the

highest importance to its customers as well as the company

Source: IDC Website, JP Morgan Research Report, Synergy Consulting

Figures in $Bn Q1 2018A Q2 2018A Q3 2018A Q4 2018E 2018E 2019E

Revenues 5.4 6.1 6.7 7.2 25.3 34.2

% Growth 45% 35%

Operating Expenses 4 5 5 5 19 26

Operating Income 1.4 1.5 1.7 1.8 6.4 8.4

% Operating Margin 26% 25% 25% 25% 25% 25%

IDC WORLDWIDE IAAS VENDOR ASSESSMENT

FORECASTED FINANCIALS

Section 2: Industry Landscape

13Source: Gartner Forecast; Avendus Research

Note: All figures in $Bn.

IaaS SaaSPaaS

Market Size: Market Size:Market Size:

Key Players:

30

41

53

67

84

2017 2018 2019 2020 2021

12

15

19

23

27

2017 2018 2019 2020 2021

Key Players:Key Players:

60

74

87

102

117

2017 2018 2019 2020 2021

14Source: Gartner Forecast; Appsruntheworld website; Avendus Research

Note: All figures in $Bn.

MARKET SIZE

30

41

53

67

84

2017 2018 2019 2020 2021

KEY PLAYERS

9.9

6.75.9

1.4 0.8 0.3

13.7

11.0

7.1

2.31.3

0.4

Amazon Microsoft IBM Google Alibaba SAP

2016 2017

REVENUES

COMMENTS

» AWS dominates the IaaS cloud market and in its most recent earnings statement for

Q1 FY18, AWS reported revenues of $5.4Bn, a 49% increase from this time last year

» Microsoft Azure is growing twice as fast as AWS as reported by their 90% growth in

Q1 FY18 which is similar to the growth rate in Q4 FY17 of 97%

» These two big players are then followed by IBM Softlayer and Google Cloud Platform

» According to a recent Cloud Security Alliance (CSA) report, AWS comprises 41.5% of

application workloads in the public cloud followed by Microsoft Azure which currently

holds 29.4% of the application workloads

15

MARKET SIZE

KEY PLAYERS

REVENUES

COMMENTS

» PaaS has been the smallest market among the cloud computing segments but it is

growing faster in terms of revenue

» The segment used to be led by Salesforce & Oracle in 2016 but Amazon’s strong

growth in this segment of over 70% has helped it leapfrog Oracle to become the

second biggest player in the PaaS segment, meanwhile Salesforce still leads this

space

» These players are followed by SAP, Microsoft, ServiceNow, Alibaba with relatively

small market shares

» PaaS will be fueled by growth of Cloud platform products like 18c Database from

Oracle(which became generally available in February 2018) and Amazon Aurora as

customers migrate their workload to the Cloud

12

15

19

23

27

2017 2018 2019 2020 2021

1.4

1.0

1.2

0.40.2 0.2

0.1 0.1

1.9

1.71.6

0.4 0.40.2 0.2 0.2

Salesforce Amazon Oracle SAP Microsoft IBM ServiceNow Alibaba

2016 2017

Source: Gartner Forecast; Appsruntheworld website; Avendus Research

Note: All figures in $Bn.

16

MARKET SIZE

KEY PLAYERS

REVENUES

COMMENTS

» The SaaS product category remains highly fragmented as more than 3,000 vendors

are vying for a slice of a market that has the potential of topping $100Bn in annual

revenues in the next 2-3 years

» Unlike IaaS & PaaS, Amazon is not a player here. Salesforce, Microsoft, Oracle &

SAP are major players in this segment

» The important thing is note is the exponential growth seen by Microsoft over the past

year of over 100%

» These big player are followed by second rung of players namely ServiceNow, Adobe,

Workday, Google & IBM

60

74

87

102

117

2017 2018 2019 2020 2021

6.3

3.4 2.8 2.91.8 1.3 1.1 1.5

1.0 0.8 0.7 0.7

7.87.0

4.33.8

2.31.8 1.5 1.5 1.2 1.1 0.9 0.8

2016 2017

Source: Gartner Forecast; Appsruntheworld website; Avendus Research

Note: All figures in $Bn.

17

Cloud Revenues (in $Bn) 2016 Q4 2017 2017 Growth Rate (YoY) Q3 20181

Microsoft 12.1 5.3 18.6 54% 8.6

Amazon 12.2 5.1 17.5 43% 6.7

IBM 13.7 5.5 17.0 30% NA

Salesforce 6.2 2.7 9.9 60% 3.1

Oracle 4.6 1.5 5.6 22% 1.6

SAP 3.0 1.2 4.7 57% 1.5

Google NA 1.0 3.0 NA NA

Source: Forbes & Company website

Note: The figures are for entire cloud market and in $Bn.

1. Revenues for period Jul-Sep, 2018 as per latest reports

KEY FINDINGS

» AWS is the leader in the IaaS segment but when it comes to the overall cloud market they lag behind Microsoft. They have very

little presence in the SaaS segment

» IBM has been catching up, being just 10% below market leader Microsoft in terms of cloud revenues, and it recorded the highest

revenues for Q4 2017 beating industry leaders Microsoft & AWS

» SAP, Oracle & Salesforce which aren’t generally considered among top cloud players have shown broad & deep growth in their

cloud business & are amongst the top 6 players in the industry

» Google, even after its astonishing prowess in technological & financial resources, have only recently invested $1Bn in the cloud

business

18

A leader in hybrid cloud and

relentlessly integrating on-

premise cloud & Edge

technology to exploit the full

power of AI

World’s largest corporation

offering hardware, software &

consulting to help customers

convert legacy systems into cloud

compatible systems

Leader in the PaaS category,

Marc Benioff is confident of

cracking the $20Bn mark in a

few years, by creating new

revenue categories

With 75% coming from SaaS

platform currently, Larry

believes that PaaS & IaaS

would become major segments

as customers adopt database-

as-a-service

World’s leading supplier of

enterprise applications, it banks

on existing clients for end-to-end

transformation to cloud

It has got tons of money to invest,

a concerted sense of purpose will

put it as a serious contender.

Currently operates mainly at the

SaaS & PaaS segments with

growing presence in IaaS

segment

IaaS, PaaS & SaaS IaaS, PaaS & SaaS PaaS & SaaS

PaaS & SaaS PaaS & SaaS IaaS, PaaS & SaaS

Section 3: Why use AWS?

20

IT Staff Productivity Increase

» IT staff productivity increased by 52%. IT staff are thus

able to improve support of mission-critical operations

» Amazon cloud infrastructure services had significant

impact on application development and deployment,

reducing overall developer hours by 80%, saving nearly

$1,50,000 per application per year

Enhanced End-user Productivity

» End users benefited from fewer service disruptions and

quicker recovery on Amazon cloud infrastructure services

» Reduced downtime by 72% and improved application

availability by an average of 3.9 hours per user per year

which translates to around $32,600 per application per year

Business Model Benefit

» Many of the companies are employing AWS to enable

new business models and support revenue-generating

applications and were able to increase annual revenue

by over $1 million, which translates to more than

$64,000 in annual operating income

1.68

0.53

1.04

0.78

0.66

0.21

0.43

0.13

0.34

0.04

0.25

0.15

Other AWS

IT STAFF PRODUCTIVITY

Management Saving Developer Server Management

Application Management Storage Management Network Management

Total = 4.39

Total = 1.84

Source: Based on a study by IDC

User Productivity Others AWS Improvement

Downtime Events per year 2.82 2.00 29%

Hours per year 7.76 4.12 75%

Downtime hours per user per year 5.40 1.50 72%

Availability% 99.49% 99.98%

21

$2,75,807

1,46,355

$64,261

$32,566

ANNUAL BENEFIT PER AWS APPLICATION

User Productivity

Operating Income

IT StaffProductivity

Cost Reduction:Infrastructure &Service

Total= $518,989

$1,90,658

$50,409

$21,114

$13,626

ANNUAL COST SAVINGS PER APPLICATION

Storage

NetworkingEqipment

Hosting & OtherService

Servers

Total= $275,807 Summary in USD

Benefit (Discounted) 2,078,626

Investment (Discounted) 286,357

Net Present Value (NPV) 1,792,269

Return on Investment (ROI) 626%

Payback Period 7.1 months

Discount Rate 12%

» The five-year ROI analysis shows that on average,

the organizations which spent $286,000 per

application on AWS and received $2.1 million per

application in benefits

» The five-year total cost of ownership (TCO) of

developing, deploying, and managing critical

applications in Amazon cloud infrastructure

represents a 72% savings compared with deploying

the same resources on-premises or in hosted

environments. The translates to a 626% ROI over

five years

Benefit over Time

» There is a definite correlation between the length of time customers have been using Amazon cloud services

infrastructure and their returns. Benefits increase over time

» At 36 months, the organizations are realizing $3.50 in benefits for every $1.00 invested in AWS;

at 60 months, they are realizing $8.40 for every $1.00 invested

» This accelerating returns is due to customers leveraging the more optimized environment to generate more

applications along a learning curve

Source: Based on a study by IDC

Section 4: AWS Offerings

Database

Services

Compute

Services

Storage

Services

Amazon

Lambda

Amazon EC2Elastic Load

Balancing

AWS Batch

Amazon S3

AWS Storage

Gateway

Amazon Glacier

Amazon EBS

Amazon RDS DynamoDB ElastiCache

Amazon Redshift Redis Global Secondary

Index

Amazon ECR

Amazon

Lightsail

AWS Snowball

Networking

& Content

Delivery

Amazon

VPC

Amazon

CloudFront

Amazon

EFS

Amazon

Route 53

AWS Direct

Connect

Elastic Load

Balancing

23Source: AWS Website

Migration

AWS Migration

Hub

AWS Application

Discovery ServiceAWS SMS

Developer Tools Management Tools

Security & Compliance

Mobile Services

Analytics Artificial Intelligence

Application Service Messaging

AWS

CodeStar

AWS

CodeBuildAWS

X-Ray

Amazon

CloudWatch

AWS

CloudFormationAWS

CloudTrail

IAMAmazon

Cloud Directory

Amazon

Inspector

Amazon

Athena

Amazon

EMR

Amazon

CloudSearchAmazon

LexAmazon

Polly

Amazon Machine

Learning

AWS

Mobile Hub

Amazon

Mobile AnalyticsAmazon

Pinpoint

Miscellaneous

AWS Step

Functions

Amazon

SWF

Amazon Elastic

TranscoderAmazon

SQS

Amazon

SNS

Amazon

SES

Amazon

Chime

Amazon

WorkMail

Amazon

WorkDocs

Amazon

AppStream 2.0*

Amazon

WorkSpaces AWS IoT

Amazon

GameLift

Amazon

Connect

24Source: AWS Website

25Note: Based on report by 2ndWatch basis their customers in 2016, assumed to be similar for AWS.

Amazon EC2

100%

Amazon S3

100%

AWS Data

Transfer

100%

Amazon SQS

84%

Amazon RDS

72%Amazon Route 53

70%

Amazon SWF

63%Amazon SES

53%

Amazon VPC

52%Amazon Cloudfront

40%

Amazon Lambda

38%

Amazon

Elasticache

37%

Amazon

DynamoDB

35%

AWS Config

35%Amazon Workspace

27%

AWS Directory

27%

Amazon EFS

26%Amazon Marketplace

23%

AWS Direct Connect

21%Amazon Redshift

19%

Amazon ES

19%

AWS DMS

17%AWS Storage Gateway

14%

Amazon Elastic

MapReduce

12%

Section 5: AWS Partner Programs

Managed Service Provider

Competency Program

Service Delivery Program

Marketplace Consulting Partner

Channel Reseller Program

Training Partner Program

Consulting Partner

AWS Competencies are granted to APN Partners who have demonstrated

technical proficiency and proven customer success in specialized solution

areas. Attaining an AWS Competency allows APN members to differentiate

themselves to customers by showcasing expertise in a particular solution.

The AWS Training Partner Program allows customers to easily identify APN

Partners that provide training which will enhance their knowledge of AWS.

The AWS MSP Partner Program is designed for

APN Consulting Partners who are skilled at cloud

infrastructure and application migration, and deliver

value to customers by offering proactive monitoring,

automation, and management of their customer’s

environment.

The AWS Marketplace Consulting Partner Program

provides qualified AWS Partners with AWS training

and marketing support to help them configure and

deploy AWS Marketplace software for their

customers.

The AWS Global Channel Reseller Program enables

qualified partners to resell AWS services to both

commercial and public sector end customers. The program

is designed for APN Consulting Partners who have built

their AWS practice to include professional services and

management of end customer AWS deployments.

The AWS Service Delivery Program highlights APN

Partners with a track record of delivering specific AWS

services to customers. Attaining an AWS Service

Delivery Distinction allows partners to differentiate

themselves by showcasing to AWS customers areas of

specialization.

27Source: AWS Website

SaaS Partner Program

Competency Program

Direct Connect Program

Marketplace Partner

Navigate Program

Public Sector Partner Program

Technology Partner

AWS Competencies are granted to APN Partners who have demonstrated

technical proficiency and proven customer success in specialized solution

areas. Attaining an AWS Competency allows APN members to differentiate

themselves to customers by showcasing expertise in a particular solution.

The Public Sector Partner Program enables partners to accelerate their business

growth on AWS through alignment with our public sector sales, marketing, partner,

and bd teams. The program targets Standard and higher tier APN Consulting and

Technology partners with a strong emphasis in public sector, including government,

education, and non-profit.

The AWS SaaS Partner Program provides APN

Partners with support as they build, launch, and grow

SaaS solutions on AWS. APN Technology Partners

who develop SaaS solutions and utilize a SaaS-

based software licensing and delivery model are

encouraged to apply for the Program.

The AWS Marketplace enables qualified partners to

market and sell their software to AWS Customers.

AWS Marketplace is an online software store that

helps customers find, buy, and immediately start

using the software and services that run on AWS.

The AWS Navigate Program provides APN Partners with a

prescriptive path for building an AWS specialty based on

industry, services, solutions, and workloads. The AWS

Navigate Program includes customized e-learning, tools

and resources for business and technical tracks, and

“Apply Your Knowledge” checkpoints.

The AWS Direct Connect Program supports AWS

Customers establish network connectivity between AWS

Direct Connect locations and their datacenter, office, or

colocation environment. Direct Connect Partners improve

customer experience by providing flexibility and choices

on how to connect with AWS.

28Source: AWS Website

Service Delivery ProgramManaged Service ProviderCompetency Program

29

Consulting Partner, 48%Technology Partner, 52%

SPLIT OF TECHNOLOGY & CONSULTING PARTNERS

Consulting Partner

Technology Partner

Marketplace Consulting Channel Reseller Program

Competency Program

Marketplace Partner

SaaS Partner Program

Navigate Program

Direct Connect Program

Public Sector Partner

Source: AWS Website

Total: 5859 partners

Section 6: AWS Tiers & Certifications

Standard

31

Registered

Advanced

Premier

BenefitsAPN Portal access, APN Webcast

Online trainings & AWSAccreditations

AWSSolutions Trainings for Partners

Access to APN Learning Path

Requirements

Complete online

APN Partner Profile

Requirements

APN Program fee of $2500/ year

AWS Billings: $1000

AWS Accreditation: 2 Technical Professional, 2 Business Professional

AWS Certification: 2 Associate Level

AWS Support Level: Developer+

Requirements

APN Program fee of $2500/ year

AWS Billings: $50,000

AWS Accreditation: 8 Technical Professional, 8 Business Professional,

4 TCO & Cloud Economics

AWS Certification: 4 Associate Level,

2 Professional Level

AWS Support Level: Business+

Requirements

APN Program fee of $2500/ year

AWS Billing by Region

AWS Accreditation: 20 Technical

Professional, 20 Business Professional,

8 TCO & Cloud Economics

AWS Certification: 20 Associate Level,

8 Professional Level

1 AWS Competency

AWS Support Level: Business+Benefits

All Registered Tier benefits plus….

Use of APN Logo

Company Profile on Partner Solution Finder

Access to training funding

Access to APN Marketing Central

Program unlock: AWS Channel Reseller, AWS Service Delivery, Public Sector Partner

Benefits

All Standard Tier benefits plus….

Eligible for additional Proof of Concept

Funding

Eligible for Market Development Funding

Program Unlock: Managed Service

Provider Program, AWS Competency

Program

Benefits

All Advanced Tier benefits plus….

APN Premier Partner Page Listing

Eligible for AWS-written case studies

Eligible for AWS Professional Service Bootcamp Training

2 weeks of free AWS Professional Service for qualifies enterprise

opportunities

Named AWS Partner Account Manager

Source: AWS Website

32

Professional

Associate

Foundational

AWS Certified

DevOps Engineer

-Professional

AWS Certified

DevOps Engineer

-Professional

AWS Certified

Developer

-Associate

AWS Certified

SysOps Developer

-Associate

AWS Certified

Cloud

Practitioner

AWS Certified

Cloud Practitioner

AWS Certified

Cloud Practitioner

ROLE BASED CERTIFICATIONSSPECIALITY

CERTIFICATIONS

AWS Certified

Big Data

-Speciality

AWS Certified

Advanced

Networking-Speciality

AWS Certified

Security

-Speciality

Cloud

PractitionerArchitect Developer Operations

AWS Certified

Solutions Architect

-Professional

AWS Certified

Solutions Architect

-Associate

AWS Certified

Cloud Practitioner

Source: AWS Website

Section 7: AWS Partner Analysis

By AWS Service

» Database Service Partner

» Compute Service Partner

» Content Delivery Partner

» Security Partner

» Serverless Computing

Partner

» Analytics Service Partner

» GovCloud US PartnerBy Industry

» Government Partner

» Education Partner

» Healthcare Partner

» Life Science Partner

» Financial Service

Partner

» Digital Media Partner

» Marketing/Commerce

Partner

By Workload

» Microsoft

Partners

» SAP Partner

» Oracle Partner

By Solution

» Migration Partners

» Mobile Partners

» Storage Partners

» Big Data Partners

» Security Partners

» DevOps Partner

» IoT Partner

» Machine Learning

Partner

» Networking Partner

34Source: AWS Website

Software &

Internet

Consumer

Services

Others

RetailEntertainmentHealthcare

15% 2%

5% 2%

2%

60%

4%10%

COMPANIES SPLIT BY INDUSTRY

Business &Consumer Services

Financial Services

Government,Education & PublicServicesHealthcare,Pharmaceuticals &BiotechMedia,Entertainment &LeisureSoftware & Internet

Telecommunications

Government &

Education

Financial

Services

35

Telecom

Source: AWS Website

Total: 5859 partners

3636

Database Service Partner Compute Service Partner Content Delivery Partner Security Partner Serverless Computing Analytics Partner

Migration Partner Big Data Partner Machine Learning Partner IoT Partner SAP Partner Oracle Partner

Source: AWS Website

3737

North America Partners Asia Pacific Partner

Europe, Middle East & Africa Partners Japan Partners Latin America Partners China Partners

Source: AWS Website

Consulting Partners

Premier

Partners

Advanced

Partners

Standard

Partners

NA

Technology Partners

Source: AWS Website 38

Cloud Revenue Multi Single

USD 100Mn+

USD 50-100Mn

USD 25-50Mn

USD 0-25Mn

39Source: Avendus Research, Datafox

Section 8: Deal Activity

41

47 deals

Strategic32 deals

PE15 deals

47 deals

US34 deals

Others13 deals

Acquirer Companies

PE Roll-up Play

Strategic PE

Source: Merger Markets, Avendus Research

Note: These deals are only for consulting partners for the last 4 years

42Source: Merger Markets, Avendus Research

Sr.

No.

Deal

MonthTarget Company Acquirer / PE

Target

Geography

Funding /

M&ATechnology Deal Value ($ Mn)

EV/REVENUE

(TTM)

EV/EBITDA

(TTM)

1 Nov-18 Infradata IK Investment Partners Netherland PE AWS NA NA NA

2 Nov-18 Stelligent Systems Mphasis US Strategic AWS 25 NA NA

3 Nov-18 Fullsave Management Vehicle France Strategic AWS 5 NA NA

4 Nov-18 HashiCorp

Redpoint Ventures; GGV Capital;

Bessemer Venture Partners;

Mayfield Fund, LLC; Institutional

Venture Partners; True Ventures

US PE AWS 100 NA NA

5 Oct-18 Dome9 Check Point Software US Strategic AWS 33 11.1x 57.2x

6 Oct-18 ObjectLabs Corporation MongoDB US Strategic AWS NA NA NA

7 Sep-18 RightScale Flexera Software US Strategic AWS NA NA NA

8 Sep-18 Contino Solutions LimitedColumbia Capital; Top Tier Capital

PartnersUK PE AWS 40 NA NA

9 Sep-18 Infiniti Consulting Group InterVision Systems US Strategic AWS NA NA NA

10 Sep-18 RelayrMuenchener Rueckversicherung

Gesellschaft AktiengesellschaftGermany Strategic AWS NA NA NA

11 Sep-18 Conapto Segulah Advisor Sweden Strategic AWS 17 1.3x 6.7x

12 Sep-18 Relus Cloud Cloudreach US Strategic AWS NA NA NA

13 Aug-18 TriNimbus Technologies Onica Group Canada Strategic AWS NA NA NA

14 Jul-18 Rean Cloud Hitachi Vantara USA Strategic AWS NA NA NA

15 May-18 Velostrata Google USA Strategic AWS, Azure, Google NA NA NA

16 May-18 G2 Technology Group Reliam USA Strategic AWS NA NA NA

43Source: Merger Markets, Avendus Research

Sr.

No.Deal Month Target Company Acquirer / PE

Target

GeographyFunding / M&A Technology Deal Value ($ Mn)

EV/REVENUE

(TTM)

EV/EBITDA

(TTM)

17 Apr-18 Scality Iris Capital; Menlo Ventures USA PE AWS, Azure, Google 60 NA NA

18 Apr-18 Stratalux Reliam USA Strategic AWS NA NA NA

19 Mar-18 Evident.io Palo Alto Networks USA Strategic AWS, Azure 293 NA NA

20 Mar-18 Minjar Cloud Solutions Nutanix India Strategic AWS 24 NA NA

21 Dec-17 Sturday Networks + NetBrain Onica USA Strategic AWS NA NA NA

22 Dec-17 AllCloud Multiple investors Israel PEAWS, Google Cloud,

Salesforce3 NA NA

23 Nov-17 Reliam Great Hill Partners USA PE AWS NA NA NA

24 Nov-17 Apps Associates BV Investment Partners USA PE AWS, Salesforce, Oracle NA NA NA

25 Oct-17 Onica Sunstone Partners USA PE AWS 20 NA NA

26 Sep-17 Cloud Technology Partners HP Enterprise USA StrategicAWS, MS Azure, Google

CloudNA NA NA

27 Aug-17Emerging Technology

ProvidersCloudreach USA Strategic

AWS, MS Azure, Google

CloudNA NA NA

28 Jul-17 47Lining REAN Cloud USA Strategic AWS NA NA NA

29 Jul-17 Bespin Global Legend Capital & Others South Korea PE AWS NA NA NA

44Source: Merger Markets, Avendus Research

Sr.

No.Deal Month Target Company Acquirer / PE

Target

Geography

Funding /

M&ATechnology Deal Value ($ Mn)

EV/REVENUE

(TTM)

EV/EBITDA

(TTM)

30 May-17 TriCore Solutions Rackspace USA Strategic AWS, Oracle, SAP, MS, NA NA NA

31 May-17 ECS CGI USA Strategic AWS, MS Azure, Google Cloud NA NA NA

32 Mar-17 Virtual Clarity DXC Technology UK Strategic AWS, MS Azure, IBM Cloud NA NA NA

33 Mar-17 2nd Watch Delta-V Capital & Existing USA PE AWS 19 NA NA

34 Mar-17 Day1 Solutions Deloitte Digital USA Strategic AWS NA NA NA

35 Mar-17 Stelligent HOSTING USA Strategic AWS NA NA NA

36 Feb-17 Cloudreach Blackstone UK PE AWS, MS Azure, Google Cloud NA NA NA

37 Jan-17 Aquilent Booz Allen Hamilton USA Strategic AWS & others 250 NA NA

38 Jan-17 Cloud Cruiser HP Enterprise USA Strategic AWS, MS Azure, Google Cloud NA NA NA

39 Dec-16 LogicWorks Pamplona USA PE AWS, MS Azure & others 135 NA NA

40 Oct-16 Appirio Wipro USA StrategicSalesforce, Workday, AWS &

others500 2.6x NA

41 May-16 REAN Cloud BV Investment Partners USA PE AWS 11 NA NA

42 Jan-16 Kloud Solutions Telstra Corporation Australia Strategic AWS, MS Azure & others 40 NA NA

43 Nov-15 AHEAD Court Square Capital USA PE AWS, MS Azure & others NA NA NA

44 Sep-15 DualSpark Datapipe USA Strategic AWS NA NA NA

45 Jul-15 Axon Networks Trianz USA Strategic AWS, MS Azure NA NA NA

46 Feb-15 Uber Global Melbourne IT Australia Strategic Microsoft, AWS 13 0.9x NA

47 Oct-14 2nd Watch Top Tier Capital Partners USA PE AWS 10 NA NA

45

1

Cheaper cloud workloads as Arm-based chips make their AWS debut

For the first time, AWS' EC2 platform will offer virtual machines (VMs) running on Arm-based processors, via the new A1 instances. These instances promise to be a

good match for computing tasks such as running containerized microservices or web servers.

For such workloads, Amazon is promising the new A1 instance will offer up to a 45% cost reduction, relative to other EC2 general-purpose instances, due to being

more efficient in how they handle workloads that can be scaled out over multiple processors. AWS customer and photo-sharing site SmugMug is predicting a 40% cost

saving by moving its PHP-based technology stack to the new instances.

2

Accelerating machine learning when training on huge datasets in the cloud

Demand for machine learning infrastructure is exploding, and AWS has announced new heavy-duty instances designed to reduce training time for machine-learning

models.

The new P3dn instances promise to reduce training time to less than an hour in some circumstances, according to AWS.

3

New hybrid cloud and high-performance computing services

Companies will be able to pay to host the AWS cloud platform on-premises, as AWS moves deeper into the hybrid cloud market.

The AWS Outposts service provides fully managed but still configurable compute and storage that is connected to the rest of AWS's cloud. This in-house infrastructure

will be available in VMware Cloud on AWS and AWS native configurations — with customers using the same tools to manage both on-premise and public cloud AWS

infrastructure.

4

Simplify creating and running IoT applications from the cloud

AWS also revealed a suite of new tools designed to make it easier to build and run IoT applications.

AWS IoT SiteWise is a managed service that collects, organizes and structures data collected by IoT devices in industrial facilities, so it can be used to analyze

equipment and performance data.

46

AWS Outposts was announced (with VMware) to bring AWS hardware and API design into enterprise datacenters

This is huge IT shows the cloud competition is moving into your datacenter on prem. This will set off a new competition. Watch for Google to finally wake up and find

ways to offer similar solutions. And watch for Microsoft gloating since they have known this approach is important for years.

The AWS Security Hub is a welcome pulling together of capabilties and insights into security of cloud solutions.

Amazon Firecracker is incredible interesting but frankly I need to study this more before I can articulate why. Will be writing more about this in the coming days.

Amazon launched a service called AWS RoboMaker & Blockchain

This leverages the increasingly standard ROS (Robot Operating System) and provides a cloud robotics service that makes it easy to develop, test, deploy and manage

intelligent robotics applications at scale (an intro video is embedded at the end of this post).

AWS is also enabling Blockchain.

5

6

7

8

AWS to offer fully managed satellite ground stations

AWS also announced the world's first fully managed ground station-as-a-service.

CEO Andy Jassy says the service is designed to provide all the infrastructure needed to relay data to and from satellites, as well as to store, process and analyze that

data.

AWS has built two AWS Ground Stations, with 10 more expected before mid-2019 worldwide.

AWS Snowball and Snowball Edge are evolving at a faster pace

Initially the Snowball was a great way to move data from enterprises to the Amazon cloud. Load the data on the device and ship it. This is still a key use case. But newer

versions of the device (the Snowball Edge) included enough processing power to do compute on the edge, meaning many analytics could be done on data before moving

it to the cloud. The device soon evolved to be a mini-Amazon instance that can be used in disconnected locations. It includes very high end advanced analytics like image

processing and full motion video analysis.

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