Aws Buspro Nov VN

AWS Business Professional
for AWS Partner Network
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Wi f i : M o v e n p i c k ( n o p a s s w o r d )
Lily Jang
November 2019
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Agenda
• Module 1: Why Cloud?
• Module 2: AWS Foundational Services
• Module 3: Customer Journey and Conversations
• Module 4: Total Cost of Ownership and Cloud Economics
• Module 5: Growing with AWS
© 2019, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Why Cloud?
• How do you explain Cloud to
Open Discussion customers?
• How do you define migration to

Cloud?
• What are key motivators for

customers to move to Cloud?
What is cloud
computing?
• On-demand delivery
• IT resources
• Via the internet
• Pay-as-you-go pricing
Amazon Web Services (AWS)
AWS manages and Applications run

maintains the technology reliably and securely
infrastructure
Customers
provision
services in the
cloud
Why customers are moving to the cloud
Trade Capital Expense

for Variable Expense
Scale Globally
Increase Speed &

Agility
Increase Innovation
Streamline & Enhance

Infrastructure
Decisions
Accelerate Time to
Business Value
Reduce Expenses
Cloud deployment models
Private cloud Hybrid cloud Public cloud
©
© 2019, AmazonWeb
2019, Amazon Web Services,
Services, Inc.Inc. oraffiliates.
or its its affiliates. All rights
All rights reserved.
reserved.
Cloud computing service model
Software as a
service (SaaS)
Platform as a
service (PaaS)
Infrastructure as a
service (IaaS)
Stack
Common workloads in cloud
Customer facing Custom business Big data and high- Backup and
web applications application performance computing disaster recovery
AWS advantages
What makes AWS unique?
Enterprise leadership Amazon culture
Service breadth and depth Largest partner community
Pace of innovation Security
Global presence Hybrid cloud
Enterprise Leadership
 Over 12 years of experience
 Customer obsessed
 Leader in infrastructure as a
service (IaaS)
https://www.gartner.com/doc/reprints?id=1-
4VJF9S4&ct=180409&st=sb
*as of July 31, 2014
©©2019,
2019,Amazon
AmazonWeb
WebServices,
Services,Inc.
Inc.or
orits
itsaffiliates.
affiliates.All
Allrights
rightsreserved.
reserved.
Service breath and depth
Pace of Innovation
10 years of Innovation on Microsoft Workload Lambda Support for
.NET Developer Hub PowerShell Core
Dedicated Host
Windows Server 1803
Enhancement Tag-On
Sessions Manager
143 instance types, 37 instance families .NET Developer Hub
AWS X-Ray .NET Core Support
DynamoDB Accelerator SDK for .NET
EC2 Windows on Bare Metal/Hyper-V AMI .NET Core 2.1 on Linux AMIs
60 different AMIs for Windows workloads Hyper-V support in SMS

Windows Deep Learning AMI
SQL 2017 AMI AL2/Ubuntu
.NET Core & Powershell on AL2/Ubuntu

Application-consistent
Customer Adoption
Snapshots through VSS

.NET Core 2.1 Support with Lambda & X-Ray
SQL Server 2017
Windows for Lightsail
.NET on Lambda & AWS CodeBuild
Trusted Advisor checks for Windows
EC2 Systems Manager X-Ray .NET SDK
Amazon ECS for Windows Containers
Microsoft SharePoint 2016 (Marketplace)
Windows Server 2016
EC2 Dedicated Hosts (BYOL) SQL Server 2016
AWS Directory Service EC2 Run Command
SAP instance on AWS 2012
Microsoft SCVMM Plug-in
Windows Server 2012
SQL Server 2012 AWS Tools for Windows PowerShell
EC2 Dedicated
Windows Server 2003 Windows Server 2008 R2 Instances (BYOL) Amazon RDS adds SQL Server
SQL Server 2008 R2 SQL Server 2008 R2
Microsoft SCOM plug-in release.
.NET SDK WS 2008 & SQL Server 2008 Visual Studio Toolkit
2008 2010 2012 2014 2016 2018 Today

Global presence
• High availability, natively supported

• Redundant and durable
22 AWS
Regions
https://www.infrastructure.aws/
https://aws.amazon.com/about-aws/global-infrastructure/
AWS global infrastructure
22 69 180+
Regions Availability Edge
Zones Locations
AWS edge locations
 Hosts a robust content

delivery network
 Caches and delivers entire

websites, and dynamic,
static, and streaming
content
 Offers locations in most

major cities
© 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved.
©©2019,
2019,Amazon
AmazonWeb
WebServices,
Services,Inc.
Inc.or
orits
itsaffiliates.
affiliates.All
Allrights
rightsreserved.
reserved.
Amazon CloudFront
 Web service for content

delivery
 Integrates with other AWS

services
https://news.sky.com/whoswho
Amazon Culture
Reduced Infrastructure innovation

prices
Lower
More
infrastructure
customers
costs
• Global footprint
• New features
• New services
More
Economies
AWS
of scale
usage
More We pass the savings to our

infrastructure
customers in the form of low
prices and continuous reductions
©©2019,
2019,Amazon
AmazonWeb
WebServices,
Services,Inc.
Inc.or
orits
itsaffiliates.
affiliates.All
Allrights
rightsreserved.
reserved.
Hybrid cloud
How do hybrid capabilities

help APN Partners?
• Almost every AWS customer with

an on-premises infrastructure is
running a hybrid architecture.
• AWS offers seamless integration

with existing on-premises data
centers.
Hybrid cloud: VMware Cloud
VMware Cloud on AWS
• Easily run VMware workloads on AWS

with seamless deployment and
management.
• AWS offers the only VMware

delivered, sold, and supported service
available on a leading public cloud.
https://video.cube365.net/c/917917
AWS security and compliance
Shared responsibility model
AWS security and compliance
Shared responsibility model 90+ Highest number of global
certifications and attestations
Trusted APN security partner and AWS Marketplace solutions
https://aws.amazon.com/compliance/programs/
Knowledge check
In the AWS shared responsibility model, which of the following
options are managed by the AWS customer?
Knowledge check (answers)
In the AWS shared responsibility model, which of the following
options are managed by the AWS customer?
✔
✔
✔
Review • Cloud computing provides on-
demand delivery of IT resources.
• There are three deployment

models—private, hybrid, and cloud
• AWS manages and maintains the

technology infrastructure
• Customers focus on innovation
Case Study: DBS Bank
https://www.youtube.com/watch?v=5a31zBPvVSU&feature=youtu.be
https://aws.amazon.com/solutions/case-studies/dbs-bank/
31
Case Study: Momo
About Momo
- Vietnamese digital payment start-up
- Investors including Standard Charted ($28mil) and Goldman
Sachs ($5.8mil)
The Process
- Consolidates data to S3
- Completed their first machine learning model using EC2
- Query S3 log files without waiting complex ETL process by
using Amazon Athena
The Benefit
- Offers more than 100 services
- 1mil active users
- 100,000 payment points nationwide
- Data analysis time is improved five-fold

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Open Module 7
AWS Foundational Services
AWS Platform
34
AWS products and services
Compute services
Compute
Develop, deploy, run, and scale workloads in the AWS Cloud
https://aws.amazon.com/products/compute/
Amazon Elastic Compute Cloud (EC2)
• Dedicated virtual servers
• Remote access
• Pay for what you use

Amazon EC2
• Control instances from AWS console
or AWS API
37
Elastic Load Balancing (ELB)
• Enables customers to achieve high fault tolerance in their applications.

• Dynamically grows and shrinks resources based on traffic.
• Detects health of Amazon EC2 instances to ensure, detect, and remove unhealthy instances.
• Seamlessly integrates with Auto Scaling to add and remove instances based on scaling activities.
• Works with Amazon Virtual Private Cloud to provide robust networking and security features.
38
Compute benefits
Compute
Develop, deploy, run, and scale workloads in the AWS Cloud
https://aws.amazon.com/products/compute/
Storage services
Storage
A reliable, scalable, and secure place for data
https://aws.amazon.com/products/storage/
Object vs. Block Storage
41
Storage benefits
Storage
A reliable, scalable, and secure place for data
https://aws.amazon.com/products/storage/
Database services
Database
Purpose-built for specific application use cases
https://aws.amazon.com/products/databases/
Amazon Relational Database (RDS)
• Managed relational database
• Cost efficient and resizable capacity

• Manages time-consuming database administrative tasks
• Launch and connect to the DB instance using your favorite tools or language
• Access to the capabilities of a familiar Microsoft SQL Server, Oracle, MySQL Server,
PostgreSQL, Aurora, MariaDB
• Multi AZ and Read Replicas
• Backups and Snapshots
44
Amazon DynamoDB
• Fully managed NoSQL database service
• Store an unlimited amount of data
• Provision and change the request capacity needed for each table
• Fast, predictable performance using SSD’s (solid state drives)
• Consistent low latency performance, easy APIs, unlimited storage, flexible data model and
SSD storage
45
Database benefits
Database
Purpose-built for specific application use cases
e.g. DB security groups,

provisioning, patching, setup, e.g. Amazon RDS scale compute and
SSL connections,
configuration, backups, or Synchronous multi AZ storage resources with
automated backups, DB
recovery. deployment only a few clicks or an
snapshots, and multi-AZ
API call
deployments.
https://aws.amazon.com/products/databases/
Security, identity, and compliance services
Encryption, access management, and securing regulated Security
workloads
https://aws.amazon.com/products/security/
AWS Identity and Access Management
• AWS Identity and Access Management (IAM) lets developers focus

on the features and functionality of their application, while it does the
heavy lifting on the security side.
Configurable AWS access

controls to manage:
roles and their permissions
users and their access
federated users and their
permissions
48
Security, identity, and compliance benefits
Encryption, access management, and securing regulated workloads Security
https://aws.amazon.com/products/security/
Management and governance services
Complete control for your cloud environment Management
https://aws.amazon.com/products/management-tools/
Management and governance benefits
Complete control for your cloud environment Management
https://aws.amazon.com/products/management-tools/
Networking services
Networking
Isolate cloud infrastructure and scale request-handling capacity
https://aws.amazon.com/products/networking/
Amazon Virtual Private Cloud (VPC)
• Provision a private, isolated section of the AWS Cloud
• Launch AWS resources in a virtual network that customers can

define
• Security options:
• Create public and private subnets
• Control inbound and outbound access to and from individual subnets
using network access control lists.
• Attach an Amazon Elastic IP address to any instance in your

VPC so it can be reached directly from the Internet
• Bridge your Amazon VPC and your onsite IT infrastructure
54
Networking benefits
Networking
Isolate cloud infrastructure and scale request-handling capacity
https://aws.amazon.com/products/networking/
Customer Story
https://aws.amazon.com/solutions/case-studies/itruemart/
Knowledge check
Match each user requirement to the AWS service.
Match each user requirement to the AWS service.

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Customer Journey and
Conversations
• What are common questions
Open Discussion and/or concerns about Cloud you
hear from customers?
• What are available workload for

Cloud migration?
• What are some of the ways that

you, as a partner, can help your
customers with AWS Services?
Cloud adoption challenges
What you bring to the customer
Your unique Customer Skills and expertise with

consulting expertise knowledge AWS tools
Your skills and experience drive customer outcomes.
What you bring to AWS
Ability to scale Further adoption of Better customer

AWS service
Cloud adoption journey
Cloud adoption journey path
Consulting Customers
Partners
01 02 03 04
Development and Test Production Mission Critical All-in
Partners add value to the journey
BUILD STRATEGIC CONSULTANCY SERVICES
STRATEGY AND ROADMAP ONBOARD AND PROVIDE ACCESS
Advisory/Consulting services Migration services Managed services
Cloud infrastructure design Move on-premises Manage cloud workloads

Readiness assessments workloads to the cloud Manage third party applications
Health-checks Design applications Cost and resource optimization
Develop strategic cloud Acquire new customers Establish long-term customer
initiatives relationships
Customer conversations
AWS Cloud
Adoption
Framework
72
Gap Analysis With The Cloud Adoption Framework
BUSINESS <Actions>
PEOPLE <Actions>
Business
GOVERNANCE <Actions>
PLATFORM <Actions>
Action Plan
SECURITY <Actions>
Technology
OPERATIONS <Actions>
Dependencies Process Skills
Learn about reporting Learn about to variable Establish a process for Establish process to
services for billing cost models for IT billing enquiries review Cloud funding
options within IT
Finance
Dependencies Brad X John A Brad X John A
Identify Roles, skills Review current support Establish skills matrix Engage training Identify Establish process to
and capabilities for model and identify and track Cloud partner to identify Communication create Cloud
Cloud-based IT skills gaps and training certifications suitable training plans Strategy for cloud Evangelists
plans adoption
Dependencies Helen A Bob Z Helen A Bill G Mark A Helen A
Review how cloud Review RACI Model Agree priorities for Map out timelines and
governance will for Cloud Managed Interim Governance adoption process for
integrate into current Services and align to Dashboard initial cloud projects
Governance Team wider Support RACI
Bruce C George F Bruce C James H
Dependencies
Establish patterns and Review patterns for Review stack delivery Review and investigate Review SecOps and Undertake Service
standardization for the shared services / mechanism networking architecture Service Management Catalog Immersion
cloud Retail Integration requirements for AWS- designs integration patterns Day
components MS
Dependencies Julie B Julie B Bryan N Jim W (Cross) Tim A Geoff M
Review security Create and agree a Undertake a Security Review end to end
operations skills and RACI model around Assessment to authentication
capabilities and identify security operations determine control mechanisms
gaps framework
Dependencies Tim A Alice H Eve E Barb L
Identify BANK service Identify Interim and Review existing

operations processes Target Operating operational multi-party
and align to current Model requirements processes that cloud
operations will touch
Dan N Bob B Dan N
Dependencies
Cloud Adoption Readiness Tool
(CART)
https://cloudreadiness.amazonaws.com/#/cart
Cloud Adoption Concerns
01 Concern 02 AWS Capability 03 Business Outcome
Expand to new markets On-Demand, elastic, low capex

Shareholder value Sixteen regions, multi-AZ for global
Manage risk; Innovate fast scale
CEO Differentiate Compliance and regulations, DR

Data analytics at scale for customer
insight
?
Speed to deploy customer facing apps
Generate Free cash Flow No capex, low opex

Shareholder value Cost tagging for resource usage
CFO
Business Forecast
Audit, tax and compliance
Effective capital utilization
On-demand, elastic, hybrid
architecture
Tools for usage, billing, chargeback
?
Compliance
Agility Elasticity, scale, multi-region

Competitive Advantage Data analytics at scale for customer
CTO Innovation and new projects insight
Speed to deploy customer facing apps
?
Cloud Adoption Concerns (cont.)
01 Concern 02 AWS Capability 03 Business Outcome
ROI on IT projects No capex, PAYG, price reductions,

Budget: more, with less RI/spot
No heavy lifting, stop undifferentiated
Responsive to LOB
tasks
IT Control: security/HA/DR Re-deploy IT to high value-add
Innovate, support legacy
CIO
innovation
Deploy fast, automation at large scale
IAM, shared security model
?
Multi-region, AZ, cost-effective HA,
BU, DR
Compliance and regulatory Shared security model

Governance Certifications
CLO
CCO
CSO
Legal risk
Data and IP security
Multi-AZ for DR (e.g., Basel III)
IAM, VPC, Direct Connect, HSM,
MFA, encrypt
?
Hybrid architecture
Customer connection Automatic scaling

Program agility (campaigns) Low cost, on-demand real-time
CMO Data-driven marketing
Social/Mobile/Global programs
analytics
Agility and iterative innovation ?
Low cost of execution

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Knowledge check
Outcome Based
Account
Management
Outcome Based Account Management
Customer Obsession Earn Trust

Become a partner in their success. Develop open lines of communication to
share information.
Deliver Results Dive Deep

Achieve the outcome. Understand warning signs and personal
motives.
Outcome Based Account Management
• Who are their executives and what are their • Were our assumptions correct?
motivations? • What else can we learn?
• What challenges does their industry face? • How do they make decisions?
• Why are they migrating to the cloud? • What does their current partner
• When is the project’s desired start date? landscape look like?
• How will they adopt cloud?
• Apply CAF perspectives to

connect with customers
• Help customers understand how
cloud adoption impacts an
organization’s business, people,
governance, platform, security,
and operations.
Customer
objections
Objection Scenario 1
Objection
Your solutions
and services
are too
expensive.
Objection Response
I understand your concern about cost. You

can reduce these costs with a project team
that includes a mix of partners and
customers. As a partner, I can use your
Your solutions knowledge about the organization to help
and services you implement a solution. Then, we can
are too have a knowledge transfer at the end of the
expensive. project, so you can manage the new
deployment and understand what can be
done next.
Objection
I want to continue
working with my
AWS Representative
and Solutions
Architect.
Objection Response
I agree that your AWS representatives

are knowledgeable and can tell you
about the services and cost to build
I want to continue your solution. You can still have a
working with my
direct relationship with AWS. In fact,
AWS Representative
and Solutions
partners work closely with the AWS
Architect. sales team, and together, they build a
holistic coverage plan.
Objection
We can do the
migration
ourselves.
Objection Response
Your expertise about your company is

essential to successful cloud adoption.
However, the cloud adoption journey
contains multiple phases and buy-in of
different stakeholders. As a partner, I can
We can do the help you accelerate this process. AWS
migration partners are committed to regular
ourselves. structured training plans and certifications,
and keep current with new innovations that
can be deployed in customer
environments.
Case Study: RHB Bank
https://www.youtube.com/watch?v=re2DoiMlTWg
From 15:50
TCO and Cloud Economics
Cloud economics model example
Infrastructure
cost $
Predicted Predicted peak

demand demand
Time
© 2019 Amazon Web Services, Inc. or its affiliates. All rights reserved.
Capital investment
Infrastructure
cost $
Large capital
expenditure Predicted peak
demand
Traditional hardware
Time
Actual demand
Infrastructure
cost $
Large capital
demand
Actual demand
Time
Provisioning infrastructure
Infrastructure
cost $
Unable to serve
customers
Large capital
demand
Actual demand
Opportunity
cost
Time
Provisioning infrastructure
Infrastructure
cost $
Unable to serve
customers
Large capital
demand
Actual demand
Opportunity
cost AWS
Time
Cloud value framework
Cost Staff Operational Business

savings productivity resilience agility
Infrastructure cost Efficiency improvement Benefit of improving Deploying new features /

What is it? savings / avoidance from by function on a task-by- SLAs and reducing applications faster and
moving to the cloud task basis unplanned outages reducing errors
50%+ reduction in Over 500 hours per year Critical workloads run in Launch of new products
Examples costs (GE) of server configuration Multiple AZs and 75% faster (Unilever)
time saved (Sage) Regions for robust DR
(Expedia)
Typical Most compelling

focus cloud benefits
Examples of value realized
COST SAVINGS STAFF PRODUCTIVITY OPERATIONAL RESILIENCE BUSINESS AGILITY
DC footprint from 13 to 6 (The Weather Co.) Average annual staffing savings of $3m Scaled to handle a 400% increase in page 80% reduction in software R&D times
(Adroll) views (Kurt Geiger) (Apeejay Stya & Svrán)
DC footprint reduced from 8 to 3 by 2018
(CapitalOne) Energy Marketing business prepared for Improved security posture (CapitalOne) Time to launch digital campaigns cut from
acquisition in only 6 months rather than 12 weeks to 24 hours (91App)
Storage costs reduced by up to 60% (ENEL) (Hess Corp) 8600 transactions/second (McDonalds)
Calc and reporting time cut from 10 days to
Migrated 500 servers, 1PB storage, &100 DB Half the infrastructure team required to Transfer of over 750 TB of data from 10 minutes (Aon Benfield)
servers in 3 months to AWS (Condé Nast) manage infrastructure (2C2P) pipeline inspection machinery (GE)
Time to market cut from weeks to hours
Over 50% reduction in costs (GE) Performance targets over-achieved by 43– Processing over 75 billion market events (FlyDubai)
66% (McDonalds) daily (FINRA)
DC footprint from 45 to 6 (News Corp) Clinical simulations 98% faster than on-
IT Infra consolidation completed in 20% of Critical applications run in multiple AZs, x- premise (Bristol-Myers Squibb)
50% reduction in app costs (Time Inc.) expected time (Hearst) Regions for robust disaster recovery
(Expedia) Time to deploy IT compute reduced to <5
Cost savings of $20M p.a. (FINRA) 60% of IT working on data proliferation, lack minutes (Alcatel-Lucent)
of standards, security hardening all of which Supports over 300,000 requests per minute
Computational cost reduced by 20%+ (ENEL) AWS is addressing (Intuit) to its API (Easy Taxi) R&D RFS times reduced from 6 months to 1
day (NewsCorp)
Cloud deployment has saved US$34 million Over 500 hours per year of server 60% reduced downtime (Trainline)
in CAPEX and reduced OPEX by 85% configuration time saved (Sage) Provisioning time cut from 3–4 weeks to 2
(Samsung) Migration of SAP on Oracle to AWS with days (ENEL)
39 years of Computational chemistry zero unplanned downtime across five
Cost reduction of $40k p.a. (Dow Jones ) condensed into 9 hours (Novartis) countries (Kellogg’s) Test-run time cut to 10 minutes, from up to 2
hours (Yelp)
Savings of $1.5M p.a. (Trainline) SAP availability boosted to 100%
(MacMillan) Launch new products 75% faster (Unilever)
30% reduction in OPEX (MacMillan)
5M financial investment policies recalculated
12% reduction in OPEX (RWE Czech) in minutes instead of overnight (ABSI)
Sample output
Cost
COSTSavings (TCO)
SAVINGS Staff Productivity Operational Resilience Business Agility
Uptime KPI
Savings Impr Value Before After Value Impr Value
Server $1,093,514 Infrastructure 30% $405,000 eCommerce1 99.00% 99.50% $1,432,343 Time to Deploy 22.0% $656,232
Storage $688,514 Facilities 80% $270,000 Total Defects 35.0% $640,360
Network $154,640 Application 20% $337,500 Customer NPS 50.0% $1,302,274
Employee NPS 33.3% $1,751,055
TOTAL $1,936,668 $1,012,500 $1,432,343 $4,349,922
TOTAL ANNUAL BENEFIT $8,731,433
Typical focus Most compelling benefits
Total Cost of Ownership (TCO)
• Definition: Comparative total cost of ownership analysis (Acquisition + Migration +
Operational cost) for running an infrastructure environment end-to-end on-
premises vs AWS.
• Used for:
1) Comparing the costs of running an entire infrastructure environment or specific
workload on-premises or in a co-locations facility vs AWS.
2) Budgeting and building the business case for moving to cloud
3) Paralleling an existing AWS workload with an on-premises or co-location setup
Perceived IT costs
Software – OS, virtualization licenses

1 Server costs Hardware – server, (+maintenance)
(+maintenance)
2 Storage costs Hardware – storage disks
Network hardware – LAN switches, load balancer

3 Network costs bandwidth costs
4 IT Labor costs Server admin, virtualization admin
Actual cost
Hardware – server, rack Software - OS, Facilities cost Operational
1 Server costs chassis, switches virtualization licenses resilience and
(+maintenance) (+maintenance) Space Power Cooling business agility
Additional impact:
Facilities cost
Hardware – storage disks, • Cost of delays risk
2 Storage costs Software – backup
san/fc switches Space Power Cooling premium
• competitive abilities
Network hardware – LAN Facilities cost • Governance
Software – network
3 Network costs switches, load balancer,
monitoring Space Power Cooling • Others
bandwidth costs
Staff productivity
4 IT labor costs Server admin, virtualization admin, storage admin, network admin, support team
Project planning, advisors, legal, contractors, managed services,

5 Extras training, cost of capital
Cost savings: Example
1 non-virtualized physical server, 16 cores, and 64 GB RAM at 50% utilization
1 c4.4xl (3-year cost)
On premises AWS
Server HW $6K EC2 3-year RI $8K
Maintenance $2.7K Support $0.8K
Rack $2K
Facilities $10.8K
Software $0
TOTAL (3-year) $21.5K TOTAL (3-year) $8.8K
Initial questions to consider when
exploring TCO
How do you plan for capacity?
How many servers have you added in the past year? Anticipating
Capacity Planning next year?
Can you switch your hardware on and off and only pay for what is
used?
What is your average server utilization?

Utilization
How much do you overprovision for peak load?
Will you run out of data center space some time in the future?
Operations What was your last year power utility bill for the data centre?
Have you budgeted for both average and peak power requirements?
Are you on AWS today?

Optimization Is your architecture cost-optimized (Auto Scaling, RIs, Spot,
Instances turn on/off)?
Illustrative
Staff productivity: Example
Server administrator
Typical
Task Description
reduction
Server budgeting and planning 90% There is no capital server budget or plan in the AWS Cloud
Instance purchasing requires minimal effort in comparison to server
Server purchasing process 75%
purchasing
Capacity planning is simply a matter of initiating new instances based on

Long term capacity planning 75%
thresholds and much of this can be automated
Project budgeting and planning 75% Project budgeting and planning effort should be significantly reduced
Prepare detailed implementation Implementation plans will reduced since instance initiation is very
75%
plans straightforward
Arrange repair for hardware in

100% Not necessary with AWS
occasion of hardware failure
Installing / upgrading/removing
50% Simplify and automate OS patching / updating
software
Illustrative
Staff productivity: Example
Server administrator
Typical
Task
reduction
Server budgeting and planning 90%
Server purchasing process 75%
Long-term capacity planning 75% 25% of time

Project budgeting and planning 75%
x
Prepare detailed implementation 75% reduction with AWS
75%
plans
Arrange repair for hardware in

18.8% efficiency gain
100%
occasion of hardware failure
Installing / upgrading / removing
50%
software
Operational resilience: Quantifying cost
Cost Category % of Total Definition
The cost of contractors, consultants, auditors and other specialists engaged to
Third Parties 1.3%
help resolve unplanned outages.
Equipment 1.3% The cost of new equipment purchases and repairs, including refurbishment.
All after-the-fact incidental costs associated with business

Ex-post Activities 1.1%
disruption and recovery.
Activities and associated costs that relate to bringing the organization’s
Recovery 2.9%
networks and core systems back to a state of readiness.
Activities associated with the initial discovery and subsequent investigation
Detection 3.6%
of the partial or complete outage incident.
IT Productivity 8.4% The lost time and related expenses associated with IT personnel downtime.
End-user Productivity 18.7% The lost time and related expenses associated with end-user downtime.
The total revenue loss from customers and potential customers because of
Lost Revenue 28.2%
their inability to access core systems during the outage period.
Additional economic loss of the outage, including reputational damages,
Business disruption 34.6%
customer churn and lost business opportunities.
TOTAL 100.0%
Business agility: Track and measure
KPI
KPI
New Applications Launched per Year Mean Time To Resolution (MTTR) in hours
Time to Market for New Applications Response Time to Defects (hrs)
% of New Applications Launched On-Time % of Failed Deployments
Time to provision new environment (days) Customer Retention (%)
Deployment Frequency (revs / yr) Adoption of New Features (%)
Time to deploy to production (weeks) "Value" per release ($ revenue potential)
Time to deploy to test (days) Employee Retention (%)
Features per release Employee Absenteeism (%)
Total # of Incidents/Defects Employee NPS / Satisfaction
% of total defects found in test Customer NPS / Satisfaction
Live Nation: Realized value with AWS
Cost savings (TCO/CO) Staff productivity Operational resilience Business agility
• 18% initial TCO • 50% reduction in • 99.9% vs 99.999% • 10x increase in

savings traditional IT tasks availability innovation pipeline
• 40% reduction in TCO • 10x improvement in # • Improved security • Rapid experimentation

through Cost new of projects posture
Optimization after 1st
year • Improved automation • Near zero • 90%+ business user
and backup processes performance satisfaction with Cloud
• 58% reduction in TCO with managed services complaints Services
to date
Progress
Internal 17 118 Apps 58% TCO
migration months
Focus
in cloud & savings
What works
• 3 or 5 year depreciation
Works • 3 year RIs
• Use volume RI discounts
• Use realistic ratios
• Use realistic ratios (VM density, servers, racks)
• Explore on-premises CPU and mem usage
• Apply cost benefits of automation
(automatic scaling, APIs, AWS Trusted Advisor, Cost
Optimization
What to avoid
• Forgetting power/cooling (compute, storage, network)

• Forgetting administration costs
(procurement, design, build, operations, network,
security)
Does not work • Forgetting rent/real estate
(building depreciation, taxes, shared services staff)
• Forgetting software and hardware maintenance costs
• Forgetting the cost of redundancy
Engagement process: Kickoff
Kickoff
• Cost savings overview
• Timeline, scope, and roles
Engagement process: Data collection
Kickoff
• Cost savings overview
• Timeline, scope, and roles
Data collection
(2–4 weeks)
Engagement process: Initial
assessment
Kickoff
• Cost savings overview • Full assessment
• Timeline, scope, and roles • Incorporate new data
• Repeat as needed
Q&A
(~1 week)
Data collection
(2–4 weeks) • Review data
• Initial assessment
• ID open questions,
assumptions
Initial
assessment
Engagement process: Full assessment
Kickoff Full assessment

Q&A
(~1 week)
Data collection
(2–4 weeks) • Review data
• Initial assessment
assumptions
Initial
assessment
Engagement process
Kickoff Full assessment

Q&A
(~1 week)
Data collection Iterate and

(2–4 weeks) • Review data finalize
• Initial assessment (~1 week)
assumptions
Initial Customer
assessment report out
Resources for your customers
AWS TCO Calculator

https://awstcocalculator.com
AWS Economics Center

http://aws.amazon.com/economics/
Case Studies and

Research
http://aws.amazon.com/solutions/cas
e-studies
TSO Logic
On-premises analysis and cloud planning
• Automated agentless data discovery or flat file ingest
• Identifies on-premises compute, attached storage, memory and
Microsoft licenses
• Evaluates multiple future-state scenarios based on location,
purchase type, utilization and other inputs
• Right-sizes overprovisioned resources to realize historically
validated savings.
• Available to partners that meet certain qualifications
For more information, contact your AWS PDM and complete the
TSO Logic Foundations training
Migration Portfolio Assessment tool
Pricing Comparison
Pricing 1. Choose initial workloads
comparison 2. Map requirements to services
3. Choose the right-sized services
4. Evaluate pricing-model options
5. Estimate with the Simple Monthly

Calculator
6. Deliver the estimate
1. Choose initial workloads
Dev and Test

Big Data Workloads – Databases, Data Analytics
Backup, Archiving (Storage) Virtualized Apps (VMware

Workloads)
Microsoft Workloads (MS SQL,

Disaster Recovery
Windows Server, Legacy
Sharepoint/Exchange)
1. Choose initial workloads (cont.)
More First Workloads

Dev and Test
Big Data Workloads – Databases, Data Analytics
• Dev/Test applications
• Self-contained web applications
Backup, Archiving (Storage)
• Social media product marketing campaignsVirtualized Apps (VMware
Workloads)
• Customer training sites
• Video
Disaster portals
Microsoft Workloads (MS SQL,
Recovery (transcoding and hosting)
Windows Server, Legacy
• Pre-sales demo portal Sharepoint/Exchange)
• Software downloads
• Trial applications
2. Map requirements to services
AWS pricing principles
3. Choose the right-sized services
Amazon EC2
127
4. Evaluate Pricing Model Options
128
Improve EC2 RI use with Convertible RIs
6x
increase
Key
91% 92% 93% OD

RI
SPOT
16% 17% 15%
M-2 M-1 M0 M1 M2 M3
Amazon EC2 Instances by Purchase Option
Improve EC2 RI use with Convertible RIs
Key
Unit cost*
91% 92% 93% OD

39%
Unit cost RI
decrease
SPOT
16% 17% 15%
M-2 M-1 M0 M1 M2 M3
Amazon EC2 instances by purchase option
5. Estimate with the Simple Monthly Calculator
Instance
Type
Billing
Option
https://calculator.s3.amazonaws.com/index.html
Knowledge check
✔
✔
Building a Business Case - Scenario
Showing cost savings to customers
Gather Requirements Map Requirements to AWS Services Right-Size Service Choices
Region
Instance Type
Storage
01 02 03
Evaluate Pricing Models Use the Simple Monthly Calculator Deliver *Estimate*
04 05 06
Step 1: Gather requirements
First meeting with client
First meeting with client video
Julian’s initial plan
• Document the initial requirements
• Classify the project as multi-phased
• Implement SharePoint and Active Directory first
• Evaluate a Bring Your Own License (BYOL) implementation
• Assess capacity and licensing
• Set up meetings with Sofia’s team and his solutions architect Ana
Step 2: Map requirements to AWS
services
Customer Roadmap
.NET Application
Modernization
Migrate MySQL
Exchange Server – Database to Aurora
Productivity Solutions
Design to be 100%
Migrate a .NET cloud within 2 years.
AD for single sign-on applications with SQL
Implement Server
SharePoint Server - SQL Server –
TCO Analysis Productivity Solutions Database Solutions
Capacity/License
Assessment Provide a Virtual
Desktop
Confirming requirements
Confirming requirements video
Examining the solution
The solution – SharePoint Server on AWS
https://aws.amazon.com/quickstart/architecture/sharepoint/
Licensing and Tenancy Options
• License Included • Bring-Your-Own-License (BYOL)

• Choose a Quickstart AMI that includes • With Software Assurance: BYOL with
Windows Server or SQL Server. The License Mobility (shared tenancy): does
license cost is included in the hourly not cover Windows Server
instance charge.
• Without Software Assurance: BYOL with
• Choose an AMI from the AWS Dedicated Hosts (dedicated tenancy):
Marketplace. import your own virtual machine images with
Windows Server and pay Amazon EC2 Linux
rates.
Windows Server Client Access Licenses
(CALs) are not required with any of these • MSDN with Dedicated Hosts or Dedicated
AMIs. Instances: All Microsoft products covered by
MSDN can be run on AWS for dev/test
environments per MSDN terms.
https://aws.amazon.com/windows/resources/licensing/
Solution architecture
Amazon VPC
• Amazon VPC lets you provision a private,

isolated section of the AWS cloud where
you can launch AWS services and other
resources in a virtual network that you
define.
• Recommended Amazon VPC configuration

fro Windows based Architecture requires:
• Critical workloads placed in a minimum 2
Availability Zones
• Internal application and non-internet facing
servers places in private subnets
• Remote Desktop Gateway deployed in public
subnets in each Availability Zone
Remote Administration
• Deploying Remote Desktop Gateway in

each Availability Zone will allow for
highly available and secure remote
access.
• RD Gateway uses the Remote Desktop
Protocol (RDP) over HTTPS to establish
a secure, encrypted connection.
• Remote Desktop Gateway architecture
and configuration steps are already
installed by the CloudFormation
templates
• Connect your instances using a
standard RDP TCP Port 3389
connection
Active Directory Domain Services
• To provide user authentication and

authorization, the Microsoft Sharepoint
servers in this reference architecture
use Active Directory Domain
Services. You should place at least one
Domain Controller in a private subnet in
each AZ for high availability.
Knowledge Check
In this course, you learned about a Quick start for Microsoft

SharePoint. What portion of the solution used Amazon EC2
instances?
Web Servers
App Servers
SQL Servers
Active Directory Domain Controller
Remote Desktop Gateway Server
Knowledge Check answers
In this course, you learned about a Quick start for Microsoft

SharePoint. What portion of the solution used Amazon EC2
instances?
Web Servers
App Servers
SQL Servers
Active Directory Domain Controller
Remote Desktop Gateway Server
Steps 3-5: Right-sized choices, pricing models,
and the Simple Monthly Calculator
Right-sized choices
Right-sized choices video
✔
✔
✔
Amazon EC2 Pricing Detail
Total: SGD 5049.96
Amazon EC2 Pricing Detail
Total: SGD 1860.48

(36% of OD price)
EBS Pricing Detail
Total Data Transfers
Total data transfers—The estimate of total data transfers, as shown in the

implementation guide, are calculated as follows:
Total data transfers =
Monthly data transfers per user x number of users
Example Corp’s Estimate

Number of users = 200
Average monthly transfer per user =200
Total data transfers = 40,000
Step 6: Deliver the estimate
The initial estimate
The initial estimate video
Knowledge check 3
Select the actions that could help Julian progress the opportunity to
successful closure.
Knowledge check 3 (answers)
Select the actions that could help Julian progress the opportunity to
successful closure.
✔
✔
✔
✔
✔
✔
Grow with AWS
Global partner network
APN benefits
APN benefits
Partner types
Knowledge check
Knowledge check (answer)
Partner path to success
or its Affiliates. All rights reserved.
Roadmap to success
Go to market 6
with AWS* Join APN partner programs
5 that meet specific business needs.
4 Move up partner
Get AWS trained
and certified.
3 tiers and unlock
benefits.
Build a 2
business plan.
Join the
1 AWS Partner Network (APN). *APN Partner
qualification
requirements must
be met to be eligible
for some programs.
AWS Navigate Program
Consulting Technology
partners partners https://aws.amazon.com/partners/navigate/
APN Customer Engagements Program
• Share leads with AWS
• Sales and technical support

resources
Consulting
partners
Technology
partners • Drive successful customer outcomes
Must be Select tier or higher

ACE program benefits
AWS Competency Program
• Technical expertise?
• Specific workload expertise?
• Specific industry expertise?
• Available for Advanced+ Consulting and
Technology Partners
Consulting Technology
Partners Partners
• Differentiate your product, solution, or
practice to Customers and AWS Sellers
Available Competencies
Solution Workload Industry
Mobile Security SAP Oracle FinServ Healthcare
Life
Big Data Storage Government
Sciences
Microsoft
Digital
DevOps IoT Education
Media
Migration Networking
Marketing
and Commerce
Machine Learning
Customer References, Proven Capabilities: https://aws.amazon.com/partners/competencies/
• Eligible for both Consulting and Technology partners

• Eligible to Advanced tier and above tiers
Quiz!
www.kahoot.it
Join the quiz from your mobile/laptop!
APN Learning Path – Business
185
APN Learning Path – Technical
186
AWS training
AWS Certification
Resources
Resource Name Resource Link Referenced Slide
APN consulting partner benefits and requirements https://aws.amazon.com/partners/consulting/
APN https://aws.amazon.com/partners APN Program Resources

Partner development plan for AWS Technology http://bit.ly/AWS_Tech_Partner_Dev_Plan APN Program Resources
Partners
Partner development plan for AWS Consulting http://bit.ly/AWS_Consult_Partner_Dev_Plan APN Program Resources
Partners
Monthly partner-facing webinars https://aws.amazon.com/webinars/partner-webinar- APN Program Resources
series
APN Blog https://aws.amazon.com/blogs/apn/ APN Program Resources
Marketing Central http://bit.ly/APN_Marketing APN Marketing Central
APN How-To Guides https://www.apn-portal.com/apex/HowToGuides APN How-To Guides and AWS Events
AWS Global Summits http://bit.ly/AWS_Global_Summits APN How-To Guides and AWS Events
AWS re:Invent https://reinvent.awsevents.com/ APN How-To Guides and AWS Events
AWS Sponsorship Opportunities http://bit.ly/AWS_GS_Program Partner Performance Tier Benefits
Partner Reseller Program https://aws.amazon.com/partners/channel-reseller/ AWS Channel Reseller Program
Why I Got AWS Certified video https://youtu.be/WqUQNp1hAH8 Partner Training and Certification
189
Questions?
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Assessment register (Module 7)

If you forgot your password:

If there is an ‘already existing account’:

• Module 1: Why Cloud?

• Module 2: AWS Foundational Services

• Module 3: Customer Journey and Conversations

• Module 4: Total Cost of Ownership and Cloud Economics

• Module 5: Growing with AWS

• How do you define migration to

• What are key motivators for

AWS manages and Applications run

Trade Capital Expense

Increase Speed &

Streamline & Enhance

Private cloud Hybrid cloud Public cloud

Enterprise leadership Amazon culture

Service breadth and depth Largest partner community

Pace of innovation Security

Global presence Hybrid cloud

 Over 12 years of experience

60 different AMIs for Windows workloads Hyper-V support in SMS

.NET Core & Powershell on AL2/Ubuntu

Snapshots through VSS

2008 2010 2012 2014 2016 2018 Today

• High availability, natively supported

 Hosts a robust content

 Caches and delivers entire

 Offers locations in most

 Web service for content

 Integrates with other AWS

Reduced Infrastructure innovation

More We pass the savings to our

How do hybrid capabilities

• Almost every AWS customer with

• AWS offers seamless integration

VMware Cloud on AWS

• Easily run VMware workloads on AWS

• AWS offers the only VMware

Trusted APN security partner and AWS Marketplace solutions

• There are three deployment

• AWS manages and maintains the

• Customers focus on innovation

Case Study: Momo

Assessment register (Module 7)

• Dedicated virtual servers

• Pay for what you use

• Enables customers to achieve high fault tolerance in their applications.

• Managed relational database

• Cost efficient and resizable capacity

• Fully managed NoSQL database service

• Store an unlimited amount of data

• Fast, predictable performance using SSD’s (solid state drives)

e.g. DB security groups,

• AWS Identity and Access Management (IAM) lets developers focus

Configurable AWS access