building a transformational partner business for the enterprise – stephen orban and nick walton

Building a Transformational Partner Business for the Enterprise

Stephen Orban, Head of Enterprise Strategy Nick Walton, Head of Enterprise Sales

Amazon Web Services

Websites

Production

Workloads

Material Workload

s

Complexity

Value

All-‐in

Digital

Dev/Test

Enterprise ApplicationsStorage

Big Data & Analytics

Client Computing

Typical Enterprise Adoption Path

AWS Business Momentum

0%

0%

0%

0%

16%

0%

0%

0%

34% 34%

0%

0%

34% 34% 34%

0%

14% 14% 14% 14%

3% 3% 3% 3% 3%

Enterprise Adoption of AWS

We are here

Innovators & Early Adopters • Want absolute control • Mitigate risk through understanding • Like being under the hood • Build solutions • Discover outcomes

The Majority • Want to consume solutions • Minimise the operational burden • Want to buy outcomes • Off load risk • Security out-of-the-box

Laggards • We’ll get to them later

“the rapid growth of AWS's business means that sales capacity is insufficient to consistently satisfy

prospective customers who need consultative sales” Gartner 2014

Relationship • Account

Executive

• Principal Solution

AWS Partners • Strategy

partners • Applicati

on • System

AWS Specialist Pre-Sales • Security

& Compliance

Consulting/Training • Technical

Account Manager

• Professional

The Enterprise Engagement

Enterprise Success – Leading Indicators

The Enterprise CIO Agenda Partnering with the top IT executive

My history as an IT Executive

Various leadership positions CTO & Co-Founder

Head of Enterprise StrategyCIO, CTO

2001-20

08

2008-20

12

2012-20

14

2014-cu

rrent

CIO Solar System

CIO

Background

Existing Legacy

Tenure

Staffing Strategy

Company Financials

Enterprise IT Map

Security Posture

Exec Team

Let’s talk about the CIO…

The CIO is a business executive.

IT is their contribution to the business.

The CIO is a business executive• Mission is to solve problems for

the business, not buy technology

• They became a CIO through hard work, ambition, and help

• Partners understand and listen

• Partners help them solve problems and make them successful

Executive teamUnderstand executive team motivations, influence, and pressures put on CIO

• Where does CIO report? • Global or business unit matrixes? • CEO - competition, innovation, costs • CMO - BI, analytics, brand launches/microsites • CFO - costs, opex vs. capex, the street • CRO - product development/monetization • Lieutenants in other departments, particularly Finance and

Marketing • Where is there shadow IT?

Company financialsNever talk to an IT executive until you understand their financial positioning

• Revenue/profit shrinking or growing

• Price sensitivity

• Public vs. private pressures are different • IT budget will range from 2-10% of revenue,

product development is a wild card

Staffing strategyNever talk to an IT executive until you understand their staffing strategy

• Size of staff, how they’re organized

• Staff as a percentage of IT budget (multiply by $120,000-$180,000 depending on size of industry/location)

• Propensity to outsource

IT map - Traditional IT

E-mail, Productivity, Collaboration, HR, Finance, ERP

Desktop Support, Device Management, Telephony, IT Support

Information Security, CISO Encryption, Key Management, Identity Management, Firewalls, IDS, DDoS

Business Applications CTO/VP Applications

Digital Products, Brand Websites, Mobile Applications, Point of Sale Systems, Commerce

Corporate Applications CIO/VP Corp Systems

End User Computing VP IT Support

Infrastructure, VP Infrastructure Servers, Storage, Networking, Databases, Data Warehousing, Data Centers

IT map - Traditional IT with AWS

Amazon WorkMail, Amazon WorkDocs, AWS Marketplace, AWS Directory Service, SaaS

Amazon WorkSpaces, Amazon AppStream, AWS Marketplace, AWS Mobile Services, SaaS

Information Security, CISOAWS Identity and Access Management (IAM), AWS CloudHSM, AWS Key Management Service (AWS KMS), Security Groups, AWS Marketplace

AWS Elastic Beanstalk, AWS Lambda, Amazon SQS, Amazon SNS, Amazon Mobile Analytics, Amazon CloudFront



Infrastructure, VP Infrastructure Amazon EC2, Amazon S3, Amazon RDS, Amazon VPC, Amazon Direct Connect, Directory Service, IAM, AWS Service Catalog


IT map - A cloud-first tomorrow

Information Security, CISO


DevOps, VP DevOps





AWS Identity and Access Management (IAM), AWS CloudHSM, AWS Key Management Service (AWS KMS), Security Groups, AWS Marketplace


Amazon EC2, Amazon S3, Amazon RDS, Amazon VPC, Amazon Direct Connect, Directory Service, IAM, AWS Service Catalog




DevOps, VP DevOps



Customers need partners to get there









DevOps, VP DevOps

+30%

added to

customers’

business



Customers need partners to get there






Enterprise IT map - Considerations• AWS can fit in anywhere - always be piloting.

AWS can help you (i.e. POC programs)

• Know where security reports

• How centralized is infrastructure

• How much autonomy do application groups have

• Duplicated application teams will probably mean more autonomy

Enterprise IT map - Infrastructure

• Key long term relationship

• DevOps or cloud division?

• Sentiment on existing private cloud? Where are supporters?

• Win them over, carefully call out blockers to CIO

Enterprise IT map - Identify key lieutenants

• Determine where most time needs to be spent: • VP’s <$1B revenue • Directors $1B+ revenue • Who does CIO trust? • Look for up and coming stars

• Have something new and meaningful when going to CIO

• When possible, get lieutenants to advocate

The CIO’s background

Provides clues to their motivations

• Developer

• Infrastructure

• Finance

• Business

• Tenure (next)

The CIO’s tenure

Provides clues to their appetite for change

• Tenure with company

• In the CIO role at that company

• In the CIO role

The CIO’s tenure

Provides clues to their appetite for change

• Tenure with company

• In the CIO role at that company

• In the CIO role

A newly minted CIO will be looking to make their mark

Existing legacy

The older the company, the more legacy concerns and the longer their journey

• 70’s-80’s – mainframes

• 90’s – heavy licensing and client server

• 00’s – outsourcing and frameworks

• 10’s – SaaS

When was the last big transformation? Was it successful?

Far better security posturing in the cloud than on-premises

AWS Security approach

Size of AWS Security team

Visibility

PEOPLE & PROCESS

SYSTEM

NETWORK

PHYSICAL

Security

Each customer journey is unique, but here’s what we see along the way…


Executive Sponsorship

Educate Staff



Experiment

Educate Staff



Experiment

Educate Staff



Making it Real



Experiment

Educate Staff

Making it Real

Engage Partners



Experiment

Educate Staff

Making it Real

Cloud Center of Excellence

Engage Partners



Experiment

Educate Staff

Making it Real


Hybrid Adoption

Engage Partners



Experiment

Educate Staff

Making it Real


Hybrid Adoption

Cloud-First Standard

Engage Partners

building a transformational partner business for the enterprise – stephen orban and nick walton

Technology

business executive mission

enterprise adoption

ciothe cio

cio report

business unit matrixes

rapid growth of awss

sales capacity

consultative sales gartner