AWS+Partner+ +Cloud+Economics+Shorter+Version Compressed

AWS Partner: Cloud Economics
Course overview
Module Module Name
Module 1 AWS Cloud Economics: Introduction to Business Value
Module 2 Cost Savings
Module 3 Staff Productivity
Module 4 Operational Resilience
Module 5 Business Agility
Module 6 Cloud Financial Management
Module 7 Introduction to Migration Portfolio Assessment (MPA) tool (Overview)
Module 8 Cost Savings with MPA (Basic usage)

Cloud Economics: Two primary focus areas
Cloud
Economics
Cloud Financial
Business Value Management
Cloud
Economics
Business Value Cloud Financial

(TCO) Management
Cloud
Economics
Cloud Financial
Business Value Management
Why cloud economics?
Increase win rates Grow deal size Accelerate sales cycle
2x 5x 20 days
Greater win rate Greater revenue growth Faster sales cycle
Giving customers confidence that migrating to AWS brings known and defined business value. Earn
customer trust through proactive cost reduction and optimization strategies.
Module 1: Agenda
• In this module you will learn to:

• Explain the concept of business value
• Identify the 4 pillars of the Cloud Value Framework
• Describe a customer example of value realized by migrating to AWS
Introduction to Business Value
Cloud value framework
Cost savings Staff productivity Operational resilience Business agility

(TCO)
Typical focus Most compelling cloud benefits

Cloud value framework: Cost savings
Cost Savings Staff Productivity Operational Resilience Business Agility

(TCO)
Typical focus
https://pages.awscloud.com/Global_IDC_Enterprise_Whitepaper.html
Cloud value framework: Staff productivity

(TCO)
Most compelling cloud benefits
Cloud value framework: Operational resilience

(TCO)
Nucleus Research
Cloud value framework: Business agility

(TCO)
Examples of Value Realized
Example: Cost savings
Samsung
Cost Savings $34 million CAPEX
85% OPEX
$ Capital and
Operational Savings
https://aws.amazon.com/solutions/case-studies/samsung-heavy-industries/
Example: Staff productivity
AdRoll
Staff Productivity $3 million in staffing costs
X 20 engineers X $150k salary

$3 million
https://aws.amazon.com/solutions/case-studies/adroll/
Example: Operational resilience
MedStar Health
Operational Resilience Reduced downtime on patient

portal 120 mins to less than 5
mins per month
Increased download times

from 1,500 milliseconds to
120 milliseconds
https://aws.amazon.com/solutions/case-studies/medstar-health/
Example: Business agility
Aon
Business Agility Reduced calculation and

reporting time from 10 days
to 10 minutes
https://aws.amazon.com/solutions/case-studies/aon/
Cloud value framework
https://aws.amazon.com/enterprise/executive-insights/how-live-
nation-realized-business-value-with-aws/
Live Nation: Realized value with AWS
18% initial savings

+
Cost Savings
40% reduction in total cost optimization after year 1
58% reduction in total costs after year 2

• 50% reduction in traditional IT tasks

• 10x increase in new projects supported
• Improved automation and backup processes
Staff Productivity
• 99.9% vs. 99.999% availability

• Improved security posture
Operational Resilience
• Near zero performance complaints

• 10x increase in innovation pipeline

• Rapid experimentation
• 90%+ user satisfaction
Business Agility
Summary
• Cloud economics = Business value and cloud financial management

• Business value is more than just up front cost savings
• Cloud value framework
• Cost savings
• Staff productivity
• Operational resilience
• Business agility
Knowledge Check
Question #1
True or False:
Cloud Economics = Business Value + Cloud Financial Management
A.
A. True
True
B. False
B. False
Question #2
Which of the following are pillars of the Cloud Value Framework ?
(Select the four best answers).
A. Business agility
B. Cost savings
C. Effective security
D. Operational resilience
E. Smart purchasing
F. Staff productivity
Thank You
Cost Savings
Agenda
This module:
• Provides examples of cost savings
• Explains why cost savings matters
• Describes three main ways AWS can help lower costs
• Identifies migration challenges
• Discusses best practices for working with your customers to realize
cost savings
Cloud economics
Cloud economics: Business value
Cloud Value Framework
Cloud value framework: Cost savings

(TCO)
Typical focus
Cost savings analysis
Cost savings
Cost savings analysis
Lower costs with AWS
Lower costs with AWS
• Consumption-based model
• AWS pricing models
• Frequent price reductions
© 2019 Amazon Web Services, Inc. or its affiliates. All rights reserved.
Consumption-based model
Overprovision vs. underprovision
AWS pricing models
AWS pricing models
AWS pricing models
AWS pricing models

• On-demand
• Reserved
• Spot
• Dedicated
AWS pricing models
Maturity = enough data?

Behavior = data use too spiky?
Price reductions
Price reductions
Price reductions
Price reductions
AWS reduces costs over long term
https://aws.amazon.com/resources/idc-business-value-learn-more/
Amazon flywheel
AWS flywheel
Reduced
Infrastructure innovation
prices
Lower More
infrastructure customers
costs • Global footprint
• New features
• New services
Economies More AWS

of scale usage
More
We pass the savings to our
infrastructure customers in the form of low
prices and continuous reductions
Example
Cloud economics model example
Infrastructure
cost $
Predicted Predicted peak

demand demand
Time
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
Migration challenges
Migration challenges for customers
• Migration-related costs
• Shifting to an operational expenditure (opex) model
• Lack of cloud readiness
• Entrenched IT organization
Migration costs
Migration challenges
Sunk infrastructure costs

Customer’s hardware is fully depreciated, and the company is not close to a
hardware refresh.
Cost (and effort) of migration and decommissioning

Customer’s existing footprint is moved to the cloud, and the data center is
shut down, which requires significant time and effort.
Migration costs
Cost savings
= Return on investment (ROI)
Sunk costs + Migration costs
Sunk costs
Depreciation and recovery value
Migration costs
Customer target ROI
ROI
Cost savings
Sunk costs
Break-even Estimate of the

migration cost break-even
migration cost per
Number of server
servers
Shifting to an opex model
Shifting from the traditional

capital expenses model (capex)
opex (all operational expenses)
capex + opex
Cloud readiness
Lack of cloud readiness
Human factor
The customer’s team lacks the skills and
experience required to transition to the
cloud
Applications:
The customer’s legacy applications or
workloads are not ready for (or would
not immediately benefit from) moving
to the cloud
App readiness questions
• What are your application dependencies?
• What apps are communicating with other

apps?
• What apps can be translated easily?

Entrenched IT department
IT organization feels threatened

by perceived loss of control or
potential staff reductions.
Entrenched IT department
Stakeholders
Stakeholders
Cost savings engagement may require multiple discussions with

different messages for different audiences:
• Application developer (DevOps)
• IT support team
• Procurement team
• CFO/CIO/Investors
Each audience will have unique perspectives on cost savings.

Cost savings analyses discussions
Cost savings analyses
Cost analyses example
Number of units Length of time Price per unit
1 C4.2XL = C4.large x 4
Traditional IT
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,
2 Storage costs san/fc switches
Software – backup • Cost of delays risk
Space Power Cooling premium
• competitive abilities
Network hardware – LAN Facilities cost
Software – network • Governance
3 Network costs switches, load balancer,
monitoring • Others
bandwidth costs Space Power Cooling
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
Customer cost savings analysis
best practices
What works
• Make sure you have the right stakeholders to discuss

Works the cost analysis
What works

• Work collaboratively with the customer
What works

• Use realistic usage percentages
What works

• Use realistic usage percentages
• Assign cost/value to business-value factors
What to avoid
• Focus purely on pricing and discounts, rather than

cost analysis
Does not work

Cost savings vs. pricing
Cost analysis Starting point Pricing
On-premises
On-premises
On-premise
AWS
AWS
AWS
Cost savings vs. pricing
Cost analysis Starting point Pricing
On-premises
On-premises
On-premises
AWS
AWS
AWS
What to avoid

cost analysis
• Compare a duplicate of an on-premises environment
Does not work
What to avoid

cost analysis
Does not work • Allow all decisions and vision to be based on an
unchecked cost analysis, failing to capture true costs
of IT, data center, and on-premises
What to avoid

cost analysis
Does not work • Allow all decisions and vision to be based on an
unchecked cost analysis, failing to capture the true
costs of IT, data center, and on-premises
• Bring up the cost savings discussion late in the
decision-making process
Cost saving analyses best
practices
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,
Does not work security)
• Forgetting rent/real estate
(building depreciation, taxes, shared services staff)
• Forgetting software and hardware maintenance costs
• Forgetting the cost of redundancy
Delivering cost savings
Engagement process
Kickoff Full assessment

• Cost savings overview • Full assessment
• Timeline, scope, and roles • Incorporate new data
• Repeat as needed
Q&A
(~1 week)
Data collection Iterate and

(2–4 weeks) • Review data finalize
• Initial assessment (~1 week)
• ID open questions,
assumptions
Initial assessment Customer
report out
Engagement process: Kickoff
Kickoff
• Cost savings overview
• Timeline, scope, and roles
Engagement process: Roles
Kickoff
Engagement process: Data collection
Kickoff
Data collection
(2–4 weeks)
Engagement process: Initial assessment
Kickoff
Q&A
(~1 week)
Data collection
(2–4 weeks) • Review data
• Initial assessment
assumptions
Initial assessment
Engagement process: Full assessment

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

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

(2–4 weeks) • Review data finalize
• Initial assessment (~1 week)
assumptions
Initial assessment Customer
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/ca
se-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
Summary
In this module, you learned to:

• Provide examples of cost savings
• Explain why cost savings matters
• Describe three main ways AWS can help lower cost
• Identify migration challenges
• Discuss best practices for working with your customers to realize cost
savings
Knowledge Check
Question #1
A _____________ analysis calculates the total cost of ownership for

running and end-to-end traditional IT environment versus deploying
to AWS.
A. Depreciation
B. Cost savings
C. Deployment
D. Customer satisfaction
Question #2
Which of the following represents the best value of a cost savings

analysis for a customer?
A.
A. To
To show
show lower
lower price
price is
is all
all that
that matters
matters
B.
B. To
To convince
convince a
a customer
customer that
that the
the cloud
cloud is
is more
more secure
secure than
than traditional
traditional IT
IT
C.
C. Providing
Providing a
a complete
complete view
view of
of costs
costs to
to deliver
deliver equal
equal or
or improved
improved performance
performance
with
with AWS
AWS when
when compared
compared to
to an
an on-premises
on-premises or
or co-location
co-location infrastructure
infrastructure
D.
D. None
None of
of the
the above
above
Question #3
AWS helps customers lower costs with (select all that apply):
A. A consumption-based model
B. AWS pricing models
C. Frequent price reductions
D. Restrictive access
Question #4
Which of the following is not a migration challenge for customers

discussed in this course?
A.
A. Migration-related
Migration-related costs
costs
B.
B. Shifting
Shifting to
to an
an operational
operational expenditure
expenditure (opex)
(opex) model
model
C.
C. Hesitancy
Hesitancy about
about AWS’ pricing
the AWS model
pricing model
D.
D. Lack
Lack of
of cloud
cloud readiness
readiness
E.
E. Entrenched
Entrenched IT
IT organization
organization
Thank You
© 2019 Amazon Web Services, Inc. or its affiliates. All rights reserved. This work may not be reproduced or redistributed, in whole or in part, without prior written permission
from Amazon Web Services, Inc. Commercial copying, lending, or selling is prohibited. Corrections or feedback on the course, please email us at: aws-course-
feedback@amazon.com. For all other questions, contact us at: https://aws.amazon.com/contact-us/aws-training/. All trademarks are the property of their owners.
Staff Productivity
Agenda
In this module, you will learn to:

• Explain the concept of staff productivity
• Explain how to quantify the impact AWS has on staff productivity
Cloud economics: Two primary focus areas
Cloud
economics
Cloud financial
Business value management
Cloud economics: Two primary focus areas
Cloud
economics
Cloud financial
Business value management
Cloud Value Framework

(TCO)

Cloud Value Framework: Staff productivity

(TCO)

Staff productivity
Strategic (differentiated)
Activities
Tactical (undifferentiated)
Current Lift and shift High-level

State to AWS AWS services
Customer maturity on AWS
Benchmarking: Staff productivity
VMs managed per TBs managed per # of total monthly incidents
administrator administrator
On- AWS On- AWS On- AWS

premises Cloud premises Cloud premises Cloud
2x 1.8x 43.4%
Increase in number Increase in number Reduction in
of virtual machines of TBs managed per total incidents
(VMs) managed per administrator
administrator
Source: n = 500 AWS Customers. AWS Cloud Economics Benchmarking, August 2018
Staff productivity: Typical functions
Calculating server benefits
Task Typical Reduction Description
No capital server budget or plan in the AWS

Server budgeting and planning Up to 90%
Cloud
Instance purchasing requires minimal effort in
Server purchasing process Up to 75%
comparison to server purchasing
Capacity planning is simply a matter of

Long-term capacity planning Up to 75% initiating new instances based on thresholds,
and much of this can be automated
Project budgeting and planning effort should

Project budgeting and planning Up to 75%
be significantly reduced
Implementation plans will be reduced since

Prepare detailed implementation plans Up to 75%
instance initiation is very straightforward
Arrange repair for hardware in occasion of

Up to 100% Not necessary with AWS
hardware failure
Simplify and automate OS patching /
Install/upgrade/remove software Up to 50%
updating
Calculating network benefits
Network monitoring simplified, requiring less

Forecast network traffic for capacity planning Up to 50%
investment in data collection and planning
Ensure that the network infrastructure is up

and running
Arrange for return of defective parts and

warranty service manufacturer or supplies
Install/refresh network hardware Up to 100% Not necessary with AWS
Network maintenance/upgrades, including

service packs, patches, and hot fixes
Calculating storage benefits
Installation of hardware Up to 100% No physical arrays to implement
Still a required task but far less time required

Capacity planning Up to 50%
due to AWS options
Apply storage system updates, patches, and No longer required—AWS manages system
Up to 100%
configuration changes updates
Arrange repair for hardware in occasion of No longer required—AWS manages hardware

Up to 100%
hardware failure failure
No longer required—AWS manages system

Update system on new versions Up to 100%
updates
Regular preventative maintenance (daily,

Minimal effort required—AWS manages
weekly, etc.), boot and shut down systems Up to 90%
preventative maintenance
when needed
Minimal effort required—AWS manages

Install/upgrade/remove software Up to 90%
storage software
Calculating application benefits
Provisioning time for new development on

Create new development environment Up to 80%
AWS requires clicks
Still a required task, but reduced with AWS

Monitor security Up to 50%
capabilities

Test code Up to 40%
capabilities

Scale out systems Up to 25%
capabilities

Build security capability and fixes Up to 25%
capabilities

Test execution Up to 80%
capabilities
Calculating facilities benefits
Still a required task, but only for certain

Manage the installation of all data center
Up to 90% infrastructure assets (WAN, firewall, and so
devices and services
forth)
Minimal physical assets to implement (WAN,
Facilities project budgeting and planning Up to 95%
firewall, and so forth)
Prepare detailed implementation plans Up to 95%
No physical assets to manage (CRAC, in-row
Manage power and cooling systems Up to 100%
cooling, utilities, and so forth)
Manage the installation of all data center Minimal physical assets to implement (WAN,
Up to 95%
devices and services firewall, and so forth)
Maintain power, space, cooling, devices Up to 95%
Still a required task for failover purposes but

Disaster recovery planning and testing Up to 80%
greatly simplified without hardware layer
Calculating security benefits
Still a required task, but only for WAN,

Long term capacity planning Up to 75%
internet traffic, and software security
Still a required task, but no longer required
Set up new security devices Up to 80%
for most physical assets
Security tool administration of vulnerability Reduced effort since AWS provides
Up to 50%
scanners significant vulnerability protection
Perform antivirus tool administration Up to 100% Part of AWS security capabilities
Security audits and make policy Simplified due to AWS shared responsibility
Up to 40%
recommendations model
Perform threat, vulnerability, and risk Reduced effort since AWS provides
Up to 75%
assessments significant security capability
Implement network security policies, Easier to implement policies, controls, and

Up to 30%
application security, access control and compliance policy
corporate data safeguards
Staff productivity output
Resource Type Enter Number Current AWS Current vs. AWS
or Resources
The customer:
Server engineering 2.50 4,800 3,193 33.48%
• actively participated and provided data
Server implementation 1.00 1,920 1,140 40.61%
Server administrator 0.50 960 878 8.57% • fully owned the business case
4.00 7,680 5,211.05 27.55%
Network engineering 4.00 7,680 3,322 56.75%
Network implementation 1.50 2,880 1,721 40.26% % of hours saved 38.66%
Network administrator 1.00 1,920 1,756 8.57%
6.50 12,480 6,797.6 35.19%
Security engineering 1.00 1,920 1,692 11.86% Hours saved 11,133
Security implementation 0.50 960 718 25.21%
Security administrator 0.50 960 743 22.63%
2.00 3,840 3,153 19.90%
Infrastructure project 1.00 1,920 685 64.31%
management
Facilities management 0.50 960 56 94.20%
Level 3 infrastructure support 1.00 1,920 1,765 8.10%
2.50 4,800 2,505.35 55.54%

Totals 15 28,800 17,667 38.66%
Developer efficiency improvements
Developer productivity increase 44%
Total hours per year 1,920
Hours saved per developer 844.8

Total developers 2,000
Total hours saved 1,689,600
Developer cost per hour $78.13

Annual savings $132M
Phase 1: Moving to AWS reduces developers’ non-coding tasks by 15%

Phase 2: Evolving development and operational lifecycles reduces developers’ testing, support, and release cycles by 11%
Phase 3: Transforming the development organization reduces developers’ coding tasks by 18%
Customer examples
Pharmaceutical Services
Provider
“[Our staff] spends sixty 51% efficiency improvement in

$3 million staffing cost savings
percent of work on things like compute-related functions
data proliferation, lack of Reduced fixed costs by 75% and
standards, security 20% improvement in application
operational costs by 83%2
hardening... AWS is addressing development functions
these needs…”
- Raji Arasu, Senior VP of
Platform and Services, Intuit1
(1) Geekwire, December 2016

(2) AWS Case Study: How AdRoll Lowers Costs with AWS
Summary
In this module, you learned how to:

• Explain the concept of staff productivity
• Explain how to quantify the impact AWS has on staff productivity
Knowledge Check
Question #1
Staff productivity refers to the ____ gained from reducing or eliminating tasks no
longer needed with cloud services.
A. Money
B. Energy
C. Clarity
D. Efficiency
Question #2
Which of the following is not an IT staff category discussed in this module?
A.
A. Security
Security
B.
B. Marketing
Marketing
C.
C. Application
Application
D.
D. Server,
Server, Network,
Network, and
and Storage
Storage
E.
E. Facilities
Facilities
Question #3
Identify the IT staff category that best fits the description:

Involves managing hardware infrastructure.
A. Security
B. Application
C. Server, Network, and Storage
D. Facilities
Question #4

Roles such as database administrators, AppDev, QA, and support functions
A.
A. Security
Security
B.
B. Application
Application
C.
C. Server,
Server,Network,
Network,and
andStorage
Storage
D.
D. Facilities
Facilities
Question #5

Facilities management for customers who have an on-premises data center
A. Facilities
B. Application
D. Security
Question #6

Ensures infrastructure meets compliance, regulatory, and corporate standards
A. Facilities
B. Application
D. Security
Thank You
© 2019 Amazon Web Services, Inc. or its affiliates. All rights reserved. This work may not be reproduced or redistributed, in whole or in part, without prior written permission
from Amazon Web Services, Inc. Commercial copying, lending, or selling is prohibited. Corrections or feedback on the course, please email us at: aws-course-
feedback@amazon.com. For all other questions, contact us at: https://aws.amazon.com/contact-us/aws-training/. All trademarks are the property of their owners.

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AWS Partner: Cloud Economics

Module 2 Cost Savings

Module 3 Staff Productivity

Module 4 Operational Resilience

Module 5 Business Agility

Module 6 Cloud Financial Management

Module 7 Introduction to Migration Portfolio Assessment (MPA) tool (Overview)

Module 8 Cost Savings with MPA (Basic usage)

Business Value Cloud Financial

Increase win rates Grow deal size Accelerate sales cycle

• In this module you will learn to:

Cost savings Staff productivity Operational resilience Business agility

Typical focus Most compelling cloud benefits

Cost Savings Staff Productivity Operational Resilience Business Agility

Cost Savings Staff Productivity Operational Resilience Business Agility

Most compelling cloud benefits

Cost Savings Staff Productivity Operational Resilience Business Agility

Most compelling cloud benefits

Cost Savings Staff Productivity Operational Resilience Business Agility

Most compelling cloud benefits

Cost Savings $34 million CAPEX

Staff Productivity $3 million in staffing costs

X 20 engineers X $150k salary

Operational Resilience Reduced downtime on patient

Increased download times

Business Agility Reduced calculation and

18% initial savings

40% reduction in total cost optimization after year 1

58% reduction in total costs after year 2

• 50% reduction in traditional IT tasks

• 99.9% vs. 99.999% availability

• Near zero performance complaints

• 10x increase in innovation pipeline

• Cloud economics = Business value and cloud financial management

Cost Savings Staff Productivity Operational Resilience Business Agility

AWS pricing models

Maturity = enough data?

Economies More AWS

Predicted Predicted peak

Sunk infrastructure costs

Cost (and effort) of migration and decommissioning

Break-even Estimate of the

Shifting from the traditional

opex (all operational expenses)

• What are your application dependencies?

• What apps are communicating with other

• What apps can be translated easily?

IT organization feels threatened

Cost savings engagement may require multiple discussions with

Each audience will have unique perspectives on cost savings.

Number of units Length of time Price per unit

Software – OS, virtualization licenses

2 Storage costs Hardware – storage disks

Network hardware – LAN switches, load balancer

4 IT Labor costs Server admin, virtualization admin

Project planning, advisors, legal, contractors, managed services,

• Make sure you have the right stakeholders to discuss

• Make sure you have the right stakeholders to discuss

• Make sure you have the right stakeholders to discuss

• Make sure you have the right stakeholders to discuss

• Focus purely on pricing and discounts, rather than

Does not work

• Focus purely on pricing and discounts, rather than

• Focus purely on pricing and discounts, rather than