Title

AWS re:Invent 2023 - Public sector actionable insights: Grow through AWS Partner Programs (PEX124)

Summary

Mike Kennedy, Worldwide Director of Partner Programs for Public Sector, and Andres Carvajal, who leads program activation for public sector, presented on how partners can grow and profit in the public sector through AWS Partner Programs.
The partner journey framework consists of three main stages: build, market, sell, and grow, with partners often engaging in multiple stages simultaneously.
The Partner Transformation Program (PTP) is highlighted as a successful program to help partners build cloud practices, including new targeted transformation modules for financial planning and Gen AI solutions.
Sandbox funding is available to help offset AWS usage costs for building solutions.
The AWS Competency Program validates partners with technical expertise and customer success in specific verticals like government, education, nonprofit, and public safety.
The Think Big for Small Business program supports small and minority-owned businesses with funding, marketing, and technical support.
ISV Accelerate helps software partners co-sell with AWS, and distributors are emphasized as a key to growth, especially for new partners.
The AWS Customer Engagement Incentive (CEI) is introduced to support partners in winning new and early-stage AWS customers with cash or credits, payments for scoping, and additional discounts.
Partner Central is the portal for partners to access resources, track activities, and work towards goals, with a new experience coming in 2024.

AWS is heavily invested in supporting partners at various stages of their cloud journey, offering a structured framework and a variety of programs tailored to different needs and business models.
The Partner Transformation Program (PTP) has a significant global reach and is now offering specialized modules, indicating AWS's commitment to continuous innovation and partner development.
AWS recognizes the importance of small and minority-owned businesses in the ecosystem and provides targeted support to help these businesses scale and succeed.
The AWS Competency Program and ISV Accelerate highlight the importance of technical expertise and customer success, as well as the benefits of collaboration between AWS and its partners.
Distributors play a crucial role in AWS's strategy to expand its reach and support partners, acting as a multiplier for growth and providing a range of services to help partners focus on their core competencies.
The introduction of the AWS Customer Engagement Incentive (CEI) shows AWS's proactive approach to incentivize partners to acquire new customers and help them grow within the AWS ecosystem.
AWS is focused on simplifying the partner experience through Partner Central, with a new experience planned for 2024, demonstrating a commitment to improving partner engagement and management.