AWS Migrations

Accelerating a customer’s journey to the AWS

Cloud

APN Partner Migration Team

September 2018

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Common migration drivers

Agility/Dev Data Center Innovation & Cost Reduction

Productivity Consolidation Digital Transformation

Acquisitions
Acquisitions or Large scale compute Facility or Colocation or outsourcing
orDivestitures
Divestitures intensive workloads Real Estate decisions contract changes

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 Journey to the AWS Cloud

AWS Migration Programs

• Helps accelerate journey to build
new capabilities
• Proven methodology
VALUE
• Secure approach
• Comprehensive – end-to-end
• Driven by business needs

TIME

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Customer Migration Journey
Migration Readiness
MIGRATION READINESS & PLANNING (MRP) MIGRATIONS & OPERATIONS
Assessment (MRA)

Migrate

Operating
Discovery Landing Migrations & Optimize Integrate
Skills / CoE Model
& Planning Zone Expertise
Rapid
Discovery
Monitor Test

Business Case
Business Migration Operating Security & Transform
Case Plan Model Compliance

Timing: 2 - 6 Month project

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Helping You Accelerate the Customer’s Journey

Program
GOAL
Resources
Drive large scale, successful Funding to accelerate a customer’s
customer migrations through journey by offsetting migration costs
AWS Partner Network (APN)
Partners Migration methodology best practices
Experts to support you

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 Overview of Migration Funding Available to APN Partners
Stage of Adoption Project, Foundation Project, Foundation, Migration Migration

APN Partner Opportunity APN Partner Migration Program Migration Acceleration Program
Name of Program Startup Migrate
Acceleration (PMP) (MAP)

Migration Readiness and Planning

Phase of Migration Planning & Execution Planning & Execution Planning & Execution
(MRP)

Up to $120K (ARR $1M-$2.5M), $155K

Dependent on APN Tier (up Up to 1 months worth of
10% of ARR cash and credits for (ARR $2.5M-$5M), $230K (ARR >$5M);
to $10K Standard, $20K cash based on current
Potential Funding planning / migration + additional 3% of Funding up to 25% for customer (APN
Advanced ($30K if have spend; Additional 3x
ARR credits for migration (13% total) Partner cash deducted from total
competency,) $40K Premier) current spend of credits
funding)

Startup that has: 1) not

10X ROI; proof of concepts
exited or IPO’d, 2) 8X ROI if using max cash + credits, >$1M annual spend; committed
When to Use / (POCs) or small scale
Venture / accelerator >$250K ARR (10 apps, 100 instances); contract; customer executive sponsor /
Requirement projects for customers; APN
backed, 3) Is fast- APN Partner involved customer reference; MAP BD approval
Partner involved
growing

For planning only: Customer (50%),

Preferred Customer (50%), APN No APN Partner APN Partner (25%), AWS (25%). No
No APN Partner investment required
Investment Split Partner (25%), AWS (25%) investment required APN Partner investment required for
migration execution only

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 Workload Specific Migration Funding
Stage of
Project, Foundation, Migration
Adoption

APN ISV Workload

Name of Windows Rapid
Intel Funding Windows re:Think Migration Program Database Freedom SAP
Program Migration Program
(WMP)

Phase of Planning & Planning &

Planning & Execution Planning & Execution Planning & Execution Planning & Execution
Migration Execution Execution

4x MAP discount in the

Up to 15% of the
Combination of cash Combination of cash 1st year and 2x MAP
20% of ARR (max of annual run-rate of the Same funding
Potential and credits available and credits available - discount in the 2nd year
$40K cash and $40K customer’s workload available as MAP
Funding - reviewed on a case reviewed on a case by
credits) can be offered as and PMP
by case basis case basis Same funding as PMP
credit.
Program

ARR should be
10X ROI; APN Consulting
reached within 24
High compute SAP, 5X ROI; new Partners / ISVs $500K ARR
months of migration.
When to Use IoT, HPC, AI/ML/Big Windows workload moving customers to $500K ARR (difference (difference
/ Data, VmWare; migrations; only ISV solution on AWS; compared to standard compared to
Migrate build significant
Requirement Customer Info available once per Minimum $1K MRR / MAP $1M ARR) standard MAP $1M
Windows Server, SQL
release form to Intel; customer $12K ARR per ARR)
Server, and .NET
APN Partner involved customer
workloads on AWS
Customer (50%),
Partner investment is
Preferred Intel (25%), [APN Customer (50%),
No partner investment required – reviewed See details in MAP and See details in MAP
Investment Partner (25%) and APN Partner (25%),
required on a case by case PMP and PMP
Split AWS (25%) after AWS (25%)
basis
Customer & Intel]

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 Program Funding Requirements & Best Practices
Requirements for Funding Approval Requirements for Funding Payment
 Calculations of projected AWS costs (Simple Monthly Calculator,  Completed fund claim form
Excel / TCO calculations)  Customer’s AWS Account Number
 Migration Statement of Work / Project Plan Template  Customer Sign-off
 Partner Solution Architect (PSA) review of SOW  Partner Invoice
 AWS Opportunity (can be submitted through APN Partner
Central)
 Fund request submitted through AWS Partner Development or
Partner Sales Manager

Best Practices
 Submit fund requests at least 2 weeks in advance (3 weeks if over $100K funding) from the activity
start date
 Do not start the project until you receive AWS approval (autogenerated email forwarded by the
Partner Development Manager)
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Next Steps

• Identify potential migration opportunities and share with your

Partner Development Manager
• Submit migration opportunities to AWS through the standard
process via the APN Partner Central Portal and state in the
description that this is a “Migration Opportunity”

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 Thank you!

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Definition of a Migration
For the purposes of the AWS Migration Acceleration Program (MAP) and Partner Migration Program (PMP) a
migration is the movement of any workload (application, analytics, data) to AWS. When considering where MAP can
be applied it is totally valid to take a very broad view of what is a migration.
Representative examples could include:
a) bringing over all the data from an analytics application and running that on AWS but keeping the analytics
application on the legacy environment.
b) an Enterprise Resource Planning (ERP) migration such as SAP, or
c) a database migration such as Oracle
d) in most cases the migration will be bringing over the legacy application/technology but could also be where we do
not bring over the original, legacy application but deliver that the same functionality in a new on AWS application –
the functionality is migrated rather than the underlying technology. This could include re-writing the legacy
application, procuring a SaaS or ISV solution, implementing Amazon Connect, etc.
The migration approach can include any of the 4 migration strategies defined in the 6 R’s: Re-host (Also known as
“lift-and-shift”); Re-platform (sometimes referred to as “lift-tinker-and-shift”); Repurchase (replacing your current
environment, casually referred to as “drop and shop”); Refactor (re-architect, usually by employing cloud-native
features). It is not just “lift-and-shift”. Obviously, it will not include Retire (decommission or archive unneeded portions
of your IT portfolio) or Retain – do nothing, for now—revisit later.

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Application migration patterns
Manual
Install Manual Config

Use Migration Tools

Automate

Manual Deploy

Determine
Migration
Path Determine Modify underlying
new platform Infrastructure
Discover/Assess/Prioritize Validation Transition Production
Applications

Purchase COTS/ Manual Install

Retain / SaaS & licensing & Setup
Not
Moving

Retire /
Decommission Redesign App Code Full ALM / Integration
Application/ Development SDLC
Infrastructure Architecture

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Migration Acceleration
Program (MAP)

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MAP Qualification

Migration of at least $1M+ in new workloads

Strong executive level sponsorship

Willingness and ability to invest resources to achieve cloud migration readiness and actual migrations

Ability to make commitment to migrate workloads to and run on AWS for a period of up to 3
years after migration, as part of an Enterprise Discount Program (EDP)

Agree to be an AWS reference customer and share your success with other companies

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AWS Investment in a MAP APN Partner Led MRP
Migration Annual Run Rate (ARR)
Large Medium Small
Migration benefits by phase
($5M+) ($2.5-$5.0M) ($1.0-$2.5M)
Phase 1: Migration Professional / APN Up to 180 days for Up to 120 days for Up to 90 days for
Readiness and Partner Consulting ProServe ProServe ProServe
Planning (MRP) Services OR OR OR
$230k paid to $155k paid to $120k paid to
APN Partner APN Partner APN Partner

On-site
training Up to one 3-day & Up to one 3-day & Up to one 2-day
one 2-day session one 2-day session session

Service usage
Up to $25,000 Up to $15,000 Up to $5,000
credits
Phase 2: Migration Service usage
Up to 25% of Migration ARR, after deducting MRP benefits
credits

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15
MAP Win Criteria
1. Customer/reseller makes spend commitment of incremental $1M+ annualized
on migrated workloads.

Acceptable forms of “commitment” include EDP+MAP, EDP, Private Pricing

Agreement, RI Purchase(s), or Earned Credit

2. Actual customer migration project results in incremental annualized spend of

$1M+ from migrated workloads (e.g., $83K+ increase in MRR)

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Definition of APN Partner Led
APN Partner originated: deal brought to AWS by the APN Partner
OR
AWS sales originated AND APN partner plays a key role during sales cycle. This can include:
• APN Partner executive relationships were key to closing the deal
• APN Partner did strategy/proof of concept work that was key to the selection of AWS as
the migration cloud platform
• APN Partner had longstanding account relationship and played an active role in driving
the opportunity
• APN Partner played a major role in the selling activity and drove the deal over the line
• There is general consensus that the deal would not have happened without the APN
Partner involvement
• APN Partner prepared and was the lead for the MRP
• APN Partner prepared and was the lead for the MAP proposal to the customer (RFP)
• APN Partner positioned the EDP and was instrumental in getting it signed (primarily for a
reseller).

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APN Partner Migration
Program (PMP)

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APN Partner Migration Program
Support and investment for customers that are ready to
migrate at least $250K ARR or 10 applications or 100
AWS instances and they are / will engage an AWS
Migration Competency Partner for the migration.

Competency Tools Enablement Investment

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PMP Investment

ASSESSMENT MIGRATION READINESS & PLANNING APPLICATION MIGRATIONS

Migration Readiness Migration Readiness and Planning (MRP) Migration

Assessment (MRA)

Discover

Migration
Discovery Landing
Skills/CoE Cutover Design
& Planning Zone Business Case
``
AWS Investments – Cash / Usage Credits AWS Investment - Usage Credits Build
Validate Operating
AWS and APN Partner invest 50% each after The balance after the MRP investment
Model and
deducting the customer investment in the planning 3% must be applied in the form of customer
Security
phase. & Operating Migration Migration usage credits.
Compliance Expertise Plan Integrate
Model Discounted migration tools
Access to discounted migration tools

Total AWS Investment = up to 13% of annual AWS usage from migrations,

dependent on customer commitment
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Independent Software Vendor
(ISV) Workload Migration
Program (WMP)

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What is ISV Workload Migration Program (WMP)?
• WMP is a program geared to focus on ISV workloads that are running on-premises or co-
location / data center. Starts at $1k MRR ($12k ARR)

• WMP is 100% APN Partner-led (SI or ISV, if they have a sizable professional services team)

• Goal is to benefit customer (C2) by:

1. Reducing cost of running ISV solution on AWS
2. Reducing cost of migration services from Consulting Partners*
*Partners must agree to minimum commitment number to qualify for cash funding

Migration Path Summary:

1. On-Premise implementation > SaaS on AWS
2. On-Premise implementation > BYOL on AWS
3. Other colocation / data center > SaaS or BYOL on AWS

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AWS ISV Workload Migration Program (WMP)
Streamlines Cost of migrating on-premises ISV workloads to AWS
•Start saving by quickly benefiting from cloud services and accelerated funding model
•1-3 months of AWS credits (based on Simple Monthly Calculator) to offset the initial usage costs
•Minimum requirement of $1k Monthly Recurring Revenue (MRR) on AWS

Technical Support to reduce perceived risk of migration

•Parallel engagement with AWS to provide technical validation of migration methodology and support on pilot customers
•Work with AWS team to build t-shirt sizes for ISV workloads based on lessons learned (small, medium, large)
•Review capabilities, best practices, how-to’s

Joint GTM/Engagement to accelerate speed of migrations to AWS

•WMP is 100% APN Partner led
•Remove complexity from sales cycle through teaming on accounts
•Develop sales and marketing campaigns to target customers for migrations

Build Playbook to create repeatable approach to migrations

•Leverage best practices from past migrations to create a repeatable approach to your cloud migrations
•Centralize sales assets (first call deck, solution brief, problem statement, case studies, etc.)
•Be a migration pioneer with a high impact list of referenceable customers
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Example ISV Workloads

• Adobe Experience Manager • Infor Enterprise Asset Management Software

• Atlassian Jira Software • Magento Commerce

• Atlassian Confluence • Splunk Enterprise

• BMC Remedy • Siemens Teamcenter

• Citrix XenApp • Tableau Server

• CloudBees Jenkins • Teradata IntelliCloud

• Informatica PowerCenter • And many others!

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