Title

AWS re:Invent 2023 - Partnering to transform industries: Addressing customers’ top needs (PEX105)

Summary

AWS is focusing on industry-specific solutions and outcomes, moving away from providing generic technology building blocks.
The talk was presented by Ryan Thomas and Derek Seymour, who lead AWS partner organizations for regulated industries and various other sectors, respectively.
AWS is organized around 15 major industry verticals, with a focus on speaking the language of customers and providing tailored solutions.
AWS partners are categorized into software partners, industry specialist partners, and consulting/systems integration partners.
Examples of successful partnerships include Snowflake, VTEX, and NLX, showcasing how AWS and its partners have addressed industry-specific challenges.
AWS emphasizes the importance of industry expertise, specialized solutions, and customer engagement in familiar terms and environments.
AWS provides a range of tools for partners to engage with customers, including the AWS Solutions Library, AWS Marketplace, and industry-specific events and publications.
AWS encourages partners to grow their business through the AWS Partner Network, which offers various levels of engagement and specialization.

AWS's shift towards industry-specific solutions indicates a maturation of cloud services, where the focus is on delivering value directly aligned with customer business objectives.
The success stories shared during the talk highlight the importance of deep integration between AWS services and partner offerings, leading to improved performance and customer satisfaction.
AWS's approach to partnering is highly collaborative, leveraging the strengths of both AWS and its partners to create innovative solutions that address complex industry challenges.
The emphasis on speaking the customer's language and understanding their business needs is a strategic move to ensure that technology solutions are relevant and impactful.
AWS's partner ecosystem is extensive and diverse, with a clear structure for engagement and growth, which is designed to foster innovation and support partners at various stages of their journey.
The industry cloud platform concept, although not fully defined, is emerging as a significant trend, with AWS positioning itself as a leader in this space through its industry-specific go-to-market strategies.
AWS's partner programs and marketplaces are critical in enabling partners to reach customers effectively, providing a streamlined path for discovery, engagement, and transaction.