SUMMIT - Amazon Web Services ... AWS Marketplace integration became part of our services...

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  • S U M M I T Ber l i n

  • © 2019, Amazon Web Services, Inc. or its affiliates. All rights reserved.

    S U M M I T

    Building a SaaS Application that is sold in the AWS Marketplace René Weseler CTO

    www.buildsimple.com

  • © 2019, Amazon Web Services, Inc. or its affiliates. All rights reserved.

    S U M M I T

    Agenda

    Transform a consultancy company into a digital business model

    SaaS for business services

    Selling services in AWS Marketplace

    Recap

  • © 2019, Amazon Web Services, Inc. or its affiliates. All rights reserved.

    S U M M I T

    Introduction

    Consultancy for Digital Operations, Analytics &

    SAP

    Consultancy for Digital Operations, Analytics &

    SAP

    For 25 years focused on the customer needs Individual solutions is a non scalable 1:1 business

    2017

    2018

    2019

  • S U M M I T © 2019, Amazon Web Services, Inc. or its affiliates. All rights reserved.

    “How can we transform a business consultancy company into a software vendor with a scalable digital business model?”

    AWS Summit 2017

    2017

    2018

    2019

  • © 2019, Amazon Web Services, Inc. or its affiliates. All rights reserved.

    S U M M I T

    New Brand: Entire new team to create a brand that develops and sells SaaS products on AWS

    1. Separation from consulting business

    2. Digital mindset 3. New marketing and sales

    approach 4. New customer segments 5. Short innovation cycles 6. Vision: Our products solve daily

    business pain points

    2017

    2018

    2019

  • S U M M I T © 2019, Amazon Web Services, Inc. or its affiliates. All rights reserved.

    Document analysis for Input Management in the cloud Understand, Classify, Extract & Verify

    Pay as you goAPI‘s to integrate Fully managed Self Service

    2017

    2018

    2019

  • S U M M I T © 2019, Amazon Web Services, Inc. or its affiliates. All rights reserved.

    Achieving scalability

    From EC2 to Lambda

    Limitations 3 GB RAM 250 MB artifact size 5 min execution time Coldstart latency

    EC2 ECS Lambd a

    Auto Scaling

    2017

    2018

    2019

  • S U M M I T © 2019, Amazon Web Services, Inc. or its affiliates. All rights reserved.

    Provide API’s that are easy to integrate

    • Let customers decide how they want to build their business applications

    • Provide easy to use and easy to integrate REST API’s

    • Protecting our API’s with AWS API Gateway • Customer uses API Key for authorization and Customer Id for

    authentication

    • API Key is associated to Usage Plan that limits request rate and quota

    • Let customers decide how they want to build their business applications

    • Provide easy to use and easy to integrate REST API’s

    • Protecting our API’s with AWS API Gateway • Customer uses API Key for authorization and Customer Id for

    authentication

    • API Key is associated to Usage Plan that limits request rate and quota

    2017

    2018

    2019

  • S U M M I T © 2019, Amazon Web Services, Inc. or its affiliates. All rights reserved.

    “Why AWS Marketplace?”

    2017

    2018

    2019

    Launch Entity Extraction

    @ AWS Summit 2018

    Launch Classification

    Launch Verifier

    Becaus e it wa

    s the f astest

    way in to mar

    ket Becaus

    e it wa s the f

    astest

    way in to mar

    ket

  • © 2019, Amazon Web Services, Inc. or its affiliates. All rights reserved.

    S U M M I T

    APP store for business SaaS AWS Marketplace provides an easy access to AWS external services with searches, resources and detailed information

    Our Services

    1. Classification API 2. Entity Extraction API 3. Document Verifier

    2017

    2018

    2019

    Today

  • S U M M I T © 2019, Amazon Web Services, Inc. or its affiliates. All rights reserved.

    Automated metering, billing and invoicing

    MeteringMetering BillingBilling InvoicingInvoicing

    We meter and report to AWS metering service

    AWS collects the metered information per month

    AWS invoices on a monthly basis

    Licensing models SaaS Subscriptions & SaaS Contracts

    Licensing models SaaS Subscriptions & SaaS Contracts

  • © 2019, Amazon Web Services, Inc. or its affiliates. All rights reserved.

    S U M M I T

    Manage your services AWS Marketplace provides an easy to use interface

    Self-Service listings

    1. Add new services 2. Mange existing services 3. Manage offerings

    2017

    2018

    2019

    Today

  • S U M M I T © 2019, Amazon Web Services, Inc. or its affiliates. All rights reserved.

    Standard- and Customer- specific pricing

    Marketplace listing

    includes default pricing scheme

    Marketplace listing

    includes default pricing scheme

    Private Offer allows for customer specific offers

    Private Offer allows for customer specific offers

    Offer submitted to customers via invitation

    link

    Offer submitted to customers via invitation

    link No further adoption of registration

    process needed

    No further adoption of registration

    process needed

    Billing is managed by

    AWS Marketplace

    Billing is managed by

    AWS Marketplace

    Limitation Each AWS

    Account can only subscribe once (Private

    Offer or default scheme)

    Limitation Each AWS

    Account can only subscribe once (Private

    Offer or default scheme)

  • S U M M I T © 2019, Amazon Web Services, Inc. or its affiliates. All rights reserved.

    Private access

    Buildsimple VPCBuildsimple VPC Customer VPCCustomer VPC

    AWS Marketplace offers Private Link endpoints  Network Load Balancer

    required!  individual customer

    onboarding required

    API Gateway offers Private Endpoints for restricting access to selected VPCs

    Metering is not affected by Private Endpoints

  • S U M M I T © 2019, Amazon Web Services, Inc. or its affiliates. All rights reserved.

    Conclusion

    For us, it was the perfect decision to be fast in the market

    We skipped the part of building an own ERP system

    For our customers, it is easier to deal with AWS invoices instead of a new vendor

    In combination with scalable services, e.g. use of AWS Lambda, we have a 100% digital business model

    AWS Marketplace integration became part of our services infrastructure

    We were able to re-use many parts for each of our SaaS offering

    For us, it was the perfect decision to be fast in the market

    We skipped the part of building an own ERP system

    For our customers, it is easier to deal with AWS invoices instead of a new vendor

    In combination with scalable services, e.g. use of AWS Lambda, we have a 100% digital business model

    AWS Marketplace integration became part of our services infrastructure

    We were able to re-use many parts for each of our SaaS offering

    2017

    2018

    2019

    Decission

    New brand for SaaS

    3 services GA

  • Thank you!

    S U M M I T © 2019, Amazon Web Services, Inc. or its affiliates. All rights reserved.

    René Weseler CTO rene.weseler@buildsimple.de @rweseler

    www.buildsimple.com

    mailto:rene.weseler@buildsimple.de

  • S U M M I T © 2019, Amazon Web Services, Inc. or its affiliates. All rights reserved.

    Please complete the session survey.

    !

    Slide 1 Building a SaaS Application that is sold in the AWS Marketplace Agenda Introduction Slide 5 New Brand: Slide 7 Slide 8 Slide 9 “Why AWS Marketplace?” APP store for business SaaS Slide 12 Manage your services Slide 14 Slide 15 Slide 16 Slide 17 Slide 18