Title

AWS re:Invent 2023 - Migration and modernization: Become your customer’s strategic partner (PEX101)

Summary

Vanessa Cordero and Nick O'Brien from AWS's global partner migrations team discuss the importance of partners in AWS's migration and modernization strategy.
They highlight the AWS Migration Acceleration Program (MAP) and its evolution, including upcoming changes in 2024.
The session covers the significant market opportunity for cloud migration, with a $1.3 trillion opportunity by 2027, and the shift towards SaaS and PaaS.
The speakers emphasize the importance of differentiation, specialization, and sales effectiveness for partners.
They discuss the financial benefits of being an AWS migration and modernization partner, with partners earning $6.4 for every $1 of AWS revenue.
The session includes insights into customer motivations for migrating to AWS, such as cost savings and the desire to leverage AI and ML.
The speakers announce new incentives for partners, including a focus on Greenfield customers and one-step modernization.
They encourage partners to become migration ambassadors and to stay informed about program changes through webinars, roadshows, and the AWS Partner Central program guide.

AWS is heavily invested in its partner ecosystem, recognizing that partners are crucial for scaling migrations and customer success.
The MAP is a key program for partners, offering financial incentives, resources, and support to facilitate customer migrations to AWS.
There is a significant and growing market opportunity for cloud migration and modernization, with a focus on transitioning to SaaS and leveraging PaaS.
AWS encourages partners to differentiate themselves by developing specializations and becoming experts in specific areas, such as SAP or database migration.
Sales effectiveness is critical, with AWS suggesting that partners align their sales teams' compensation with cloud migration goals and invest in training to increase confidence and effectiveness.
AWS is planning to introduce new incentives to encourage partners to target Greenfield customers and to promote modernization as part of the migration process.
The upcoming changes to the MAP in 2024 aim to simplify and improve the partner experience, increase deal velocity, and align partner incentives with strategic priorities.
AWS emphasizes the importance of program expertise, urging partners to stay updated on program changes and to utilize resources like the AWS Partner Central program guide for the latest information.