Ian Massingham, AWS Technical Evangelist @IanMmmm November 11, 2014

In this webinar, you will learn about:

•  New trends impacting the way customers purchase technology

•  The benefits of the Test Drive program and the AWS Marketplace to take advantage of those trends

•  The investment and requirements to list your offering on the AWS Marketplace and with the Test Drive program

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The AWS Marketplace and the Test Drive program are a unique proposition to our partners

•  AWS is not a traditional IT company : our infrastructure as a service offering is combined with a unique online retail expertise

•  Our unique online retail expertise has allowed us to develop innovative tools to increase lead generation and sales, online

–  The Test Drive program is a program to showcase your offering and generate leads

–  The AWS Marketplace is a successful and fast-growing online store to market your technology offering

•  As an AWS partner, you have access to those tools, this comes on top of the benefits of being an APN partner

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Agenda

AWS Marketplace: overview and benefits

Test Drive: overview and benefits

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Old World: Infrastructure and software in weeks or months

Customers Can’t Afford to Be Slow

What is AWS Marketplace?

•  Browse, test and buy enterprise IT and business software

•  Consume as needed, without overprovisioning

•  Integrated AWS procurement and payments

•  Compliance management •  Over 1,850 product listings

Q3 2013 Q4 2013 Q1 2014

AWS Marketplace Management Portal

Free Trial Functionality

1-Click VPC Launch AWS Marketplace Integration in the EC2 console

Automated CRM For Sellers

Annual Pricing Model

Time Series and Visualizations for Seller Marketing Data

*Product Listings

Q3 2014 Q2 2014

Over the last 12 months: •  Usage of software products has increased over 400% in the past 12 months •  Active customers have more than doubled in past 12 months •  Revenue has increased by 4x over 2013, customers are innovating faster

Rapid Pace of Innovation and Growth

Notable Partner Acquisitions: •  Hewlett-Packard •  Progress Software •  Fortinet •  Tenable

Education Category Launch

Notable Partner Acquisitions: •  Imperva •  MicroStrategy •  FireEye

Notable Partner Acquisitions: •  Cisco •  Alert Logic •  Adobe

Notable Partner Acquisitions: •  CA Technologies •  Marklogic •  Open Logic Notable Partner

Acquisitions: •  Sophos •  SafeNet •  Citrix

Seller Benefits from 30K feet •  Deployed using an Amazon Machine

Image (AMI) •  Support paid and BYOL listings •  1-Click launch: software is available for

use within minutes and is configured for AWS, with no need to procure hardware or install software

•  Pay-as-you-go pricing, including options for hourly, monthly and annual plans

•  Free trial support –  No additional developer resources needed –  Customer is automatically switched to paid/

production use without any data migration •  Software charges appear on AWS bill, no

need to set up accounts with each seller – we meter and collect

How does it work? AWS Marketplace – found via SEM/SEO, campaigns, AWS main site and partner driven

traffic

Customer can use search function or by category, find products, read reviews and

detail pages

Customer selects version, pricing plan, instance size and

region

Clicks on 1-Click button, agrees to EULA, and launches software – can be managed in

EC2 Console

Customer metered for all use, billed end of month, Seller is

paid directly by AWS

Next Steps?

•  Visit aws.amazon.com/marketplace •  Join the APN, the AWS partner network •  Register and list your product in AWS

Marketplace

Agenda

AWS Marketplace: overview and benefits

Test Drive: overview and benefits

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Customers & Partners Need to:

•  Try & explore new software, quickly and easily •  Access systems for training, education, PoC •  Test solutions to ensure they work correctly •  Purchase and start using solutions - SaaS

–  Quickly (Deploy in Minutes, not Months) –  Easily (1-Click Launch, 1-Click Login) –  Friction Free (No waiting for anything)

Hands-On Labs Simple Access to Complex IT Solutions

Try it now free http://aws.amazon.com/testdrive/

Test Drive : business benefits

•  Reduce evaluation times •  Improves the “Time to Value” for customers

•  Instant Access to systems for training, PoC, test •  Removes hardware as being a precious commodity

•  Evaluate, procure, deploy and use solutions •  Quickly, easily, friction free

Your Solution Stack, Natively on the Web

Friction Free, Self Service Simple, Single Click Access to Complex IT Solutions

Self Service Deployments

•  Consultation •  Education •  Demo •  PoC •  Dev / Test •  Sales

Rehydrate Your Solution into the Ideal State

•  Your Reference Implementation in 15 minutes –  Compute, Storage, Network, Sample Data –  Installed, Patched, Managed, Secured, Exact, Ready to Demo

•  Your Killer Demo, Worthy of being in a Keynote!

How Test Drive works

AWS CloudFormation Service

•  JSON Scripting Environment •  Automates Infrastructure Provisioning

–  Compute, Network, Storage, Services

AWS Test Drive AWS.amazon.com/TestDrive Oracle, SAP, Red Hat, Alfresco, Trend, Microsoft…

Big Data, Security, LMS, Japan, Brazil, India

AWS.amazon.com/TestDrive/Microsoft Booz Allen, InfoReliance, 2nd Watch, Metalogix...

amazon.com

http://metalogix.testdrivelabs.com/ Registration / Login Widget

Metalogix.com

Red List, Green List, Decision Logic

Email User the Test Drive Lab Status

Lab Launcher Page Video, Lab Manual, Launch Stack

Compute Network Storage

EC2 AMIs VPC RDP SSH HTTP

S3 EBS Your Test Drive St

ack

Test Drive Fram

ework

Test Drive demo

AWS directs our users to your site

User Directed to Partner’s Web Site

Test Drive 3.0 Widget

Registration

Success

Lab Launcher Page

Launching Lab

Lab Launched IP Address in Output Section

Email Received with Hot Links

Login to SharePoint

SharePoint Welcome Screen

Buy via AWS Marketplace

Buy

Test Drive in brief

Test Drive Program in a nutshell

•  Implicit and explicit endorsements between partners –  ISVs –  SIs –  AWS

•  AWS directs users from our web site to your site •  You register the users, decide if you want to issue a lab •  You follow-up on the user registrations as leads •  Test Drive lab analytics accessible by both you and AWS

Test Drive Requirements

•  APN Standard or above level of membership •  All products must be available for production use on AWS

with a public URL containing a statement of support for AWS •  Test Drive lab analytics are accessible by you and AWS •  $3,000 to build your Test Drive, plus standard AWS costs

•  $1,000 per year charge for Test Drive 3.0 framework access, supports unlimited labs •  $1,000 one-time onboarding fee for “white glove” service from REAN Cloud •  $1,000 in AWS infrastructure charges, this is a budgetary figure only

•  Standard AWS infrastructure charges apply for running Labs

3 Step Sales Motion via AWS

Automating the existing sales channel 1.  Test Drive – Try IT

–  Demos and education –  ½ day for free –  Single user systems –  Sample data

2.  Trials / PoC –  Evaluation systems –  Typically 30 to 90 days for free or a fee –  Multiple user systems –  Consulting to copy a subset of customer data to evaluate

3.  Sells – Buy IT –  Consulting to migrate user data to the new system –  Dev, Test, Training, and Production workloads

Next Steps: Test Drive

•  Become an APN Member

•  Decide to build your Test Drive Lab •  Email awstestdrive@amazon.com for onboarding

•  Assemble your team –  Business, Technical, Marketing

•  Use the Test Drive Program Manual, located here

•  Launch your Test Drive labs with AWS!

Partner Educate in London on November 19

One day to in the London Holborn Amazon offices to learn more about AWS, meet with the AWS team, get the latest updates

Register from the training tab of your APN portal

©Amazon.com, Inc. and its affiliates. All rights reserved.

Ian Massingham – Technical Evangelist @IanMmmm

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