A “better together” story: AWS Partners and AWS Distribution Partners

Jeremiah Jensen: Good morning, everybody. Thank you for coming. It's good to see you. As Raj mentioned, my name is Jeremiah Jensen. I lead our distribution business on a global basis. I also have responsibility for our overall resale strategy and I'm excited to talk to you this morning about distribution and how they can help accelerate your business.

So we'll talk about:

• Why distribution
• The global footprint and how they can help enable you
• Profitability - how they can help make you more operationally efficient
• How they can accelerate sales cycles
• Professional services and managed services
• Tips on where and how to engage

First, why distribution? Distribution has been a real accelerant to our overall AWS business globally. It's one of the fastest growing parts of our business - the number of customers we're acquiring and the number of partners we're activating through the APN journey has been phenomenal through distribution.

What they offer:

• Go-to-market support
• Programmatic support and enablement
• Operational efficiency
• Technical resources

As we know, AWS can be complex - 200 fully-featured services, multiple programs, figuring out where to start. Distribution helps with all of that because they have reach and capabilities that AWS doesn't have. There's a long history of distribution and we've figured out how to leverage that to accelerate your business.

Let's talk about global presence. We have 27 distributors in over 100 countries where resell is authorized. We've been selective - contrast that to hundreds of distributors in the rest of the industry. With this level of focus and concentration, it drives better outcomes for you. They're more intimate with the AWS sales force, understand the geographies and are able to help you grow faster.

On enablement - we look to distribution to be an extension of the AWS team. A big piece is APN program guidance - which program, competency, designation to start with. What services to offer. We rely on distribution for the technical and professional services capability to support a sale and move customers from legacy environments to the cloud. Most of our distributors already have AWS competencies and designations and can provide that technical and programmatic support worldwide, which helps you with profitability.

As a result, with distribution, partners win deals 12 days faster on average. Deals are 25% larger on average. Our win rate is 17% higher through distribution - faster, bigger, and more often.

On profitability and operational efficiency - distribution has large, scaled organizations. They're experts in doing business with AWS. That operational efficiency helps lower your cost of doing business. They understand global best practices. There are also financial benefits - programs like POD, PGR, and flexible financing options. Nothing but financial benefit to working through distribution.

They also provide programmatic support - which programs and competencies make sense for your business? They'll help support and enable you to build the most efficient model for yourself.

So in summary - distribution is an accelerant for acquiring customers and moving partners through the APN journey faster than AWS could do alone. They offer tremendous value to help you accelerate.

Where to get engaged:

• Here are the AWS resources
• I'll call out Pat O'Connor who leads North America distribution - give him a call
• Same for my other peers in EMEA, LatAm, and APAC
• Here's my contact info - I lead global distribution

Distribution is core to our partner strategy - we rely on them to achieve our goals. They offer tremendous value to accelerate your business.

I appreciate your time and I'm happy to take any questions!