Title

AWS re:Invent 2022 - Building a profitable AWS Public Sector Partner business (PEX212)

Summary

John Newson, head of AWS public sector partner business in the UK and Ireland, shares his experience and insights on building a profitable AWS partner business.
He emphasizes the growth of AWS partners over the years and the importance of partners in aiding customers with digital transformation, especially given the IT skill shortage.
Newson outlines six ways service partners can build a profitable business: plan and design, build and migrate, managed services, optimization, third-party software integration, and creating repeatable solutions.
He discusses the importance of optimization, both technically and commercially, and the need for partners to understand AWS culture and pricing models.
Newson highlights the importance of software partners and services partners with SaaS offerings, focusing on spending less and selling more.
He encourages partners to be clear about their unique offerings and to use AWS competencies to demonstrate their capabilities to the market.
Collaboration between partners is encouraged to deliver successful outcomes and expand offerings.
Newson concludes by urging partners to work closely with AWS to develop clear plans for profitability, focusing on the six ways to build a profitable business and the dual approach of spending less and selling more.

The public sector's reliance on partners for digital transformation presents a significant opportunity for AWS partners to grow their businesses.
AWS partners can significantly increase their revenue by providing value-added services, with a potential six to eleven times multiplier on AWS revenue.
Optimization is a key area for partners to focus on, both for increasing their own profitability and for helping their customers save costs.
AWS encourages a culture of cost reduction and passing savings to customers, which can lead to increased trust and more business opportunities.
The AWS Partner Network (APN) is evolving, with a blurring of lines between services and software partners, as many are now offering a mix of both.
AWS competencies are valuable for partners to differentiate themselves and meet customer requirements in tenders.
Partner collaboration is a strategic approach to enhance service offerings and achieve successful project outcomes.
AWS provides various support mechanisms, including funding programs, marketing collaboration, and global expansion assistance, to help partners grow their businesses.
Partners are encouraged to have a clear focus on what they want to be known for and to leverage AWS's competency programs to showcase their expertise to the market.