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AWS Marketplace

Barry Russell

Head of Global Business Development

barryr@amazon.com

More functionality than any other infrastructure provider

Enterprise Applications

Administration & SecurityCore Services

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Infrastructure

AWS Marketplace

Why cloud changes software procurement

“35MM+ physical serversglobally today – only 15% in the cloud” *IDC

Cloud is shifting software from perpetuity to subscription OR consumption-based

Enterprises invest $310B annually in software

Selecting, purchasing, and deploying is still slow and manual

“…50% of workloads will move to the cloud by 2018” *IDC

Companies either bring licenses, buy “as needed”, or choose SaaS

So, what shift is happening?

• Enterprise, government, SMB changing

• Procurement teams looking to cloud catalogs

• Software consumption “as you go”

ISV partners

Premier consulting partners

AWS MarketplaceAbout us• Launched in April 2012 • Publish software • Over 699 software partners • More than 2,100 product listings

Benefits to customers• Easy product discovery• Simplifies buying for customers• Reduces procurement• Eliminate license management• One AWS bill• Consume hourly, monthly, annually

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Over 1 Million Active Customers

“Active customer” is defined as a non-Amazon customer with AWS account usage activity in the past month, including the free tier

Public sector customers

AWS Marketplace customers – Who is buying?

AWS Intelligence Community (IC) Marketplace

By the numbers…

400% usage growth in 2014

Over 1B hours launched annually

2,100 products, and growing

SoftNAS – Success of the start-up on AWS

• With software vetted on AWS Marketplace, Enterprises can buy start-up with confidence and without any additional paperwork

• From 15 customers to 280+ in 1 year

• 87% conversion to paid customers from free trials

“AWS Marketplace reduced over 20 individual steps to a simple ‘1-Click’ allowing us to deliver…in less than 2 minutes. What took customers weeks if not months, and costs thousands of dollars can now be accomplished in under two minutes…It enables SoftNAS to deliver a seamless cloud based storage solution, get access to the global AWS customer base while at the same time provide a low-cost channel compared to traditional IT channels.”

– Bill Hood, Founder and SVP Cloud Markets

Digital marketing drives adoption

How do I build a transformational business with AWS Marketplace?

• Use AWS Marketplace as primary sales and delivery channel (ISV and Consulting Partners)

• Train your technical and field staff on AWS using APN Programs

• GTM best practices– Comp your field to align with ours– Build website assets, point to your listing– Develop quarterly GTM plans

• List your full software suite - price annually• Take advantage of PoC and GTM funding

How Does an ISV, SI, or VAR get into AWS Marketplace?

• Simple process, can be ready in 30 days• Security product testing and screen• Provide us with products as an AMI• Give us metadata about your product• Tell us how to price your products• Engage AWS Marketplace BD for launch plan

…and the ISV or VAR is ready!