Title

AWS re:Invent 2023 - A “better together” story: AWS Partners and AWS Distribution Partners (PEX110)

Summary

Jeremiah Jensen leads the global distribution business and overall resale strategy for AWS.
Distribution has significantly accelerated AWS's business growth, customer acquisition, and partner activation.
AWS has a selective network of 27 distributors across over 100 countries, ensuring focused and effective partnerships.
Distributors provide go-to-market support, programmatic support, enablement programs, operational efficiency, and technical resources.
AWS relies on distributors for their global and local capabilities, especially in technical sales and programmatic support.
Partners working with distributors win deals faster (12 days earlier), secure larger deals (25% larger), and have a higher win rate (17% higher).
Distributors offer operational efficiency, financial benefits, and programmatic support, which are crucial for increasing profitability.
AWS programs such as POD and PGR are available through distribution, along with flexible financing options.
Contact information for regional distribution leaders and Jeremiah Jensen was provided for further engagement.
Distribution is a core part of AWS's go-to-market strategy and is essential for achieving the company's ambitious goals.

AWS's selective approach to choosing distribution partners (27 distributors) contrasts with the industry norm of having hundreds, which suggests a strategic focus on quality and depth of partnership over quantity.
The emphasis on distributors' global presence and local expertise indicates that AWS values the ability to cater to diverse markets and regional nuances.
The statistics provided (faster deal closure, larger deal sizes, higher win rates) demonstrate the tangible benefits of leveraging distribution partners, highlighting the effectiveness of this strategy.
The mention of specific competencies (e.g., migration competency) among distributors suggests that AWS is keen on ensuring that their partners have specialized skills that align with AWS's service offerings.
The alignment of distribution with AWS's leadership principles, particularly "think big," underscores the strategic importance of distribution partners in AWS's long-term vision and growth plans.
The presentation's focus on profitability and operational efficiency indicates that AWS is aware of the challenges partners face and is actively working to provide solutions through its distribution network.
The call to action for engagement with regional distribution leaders and the provision of contact information suggests that AWS is actively seeking to expand its distribution partnerships and is open to dialogue with potential and existing partners.