AWS Partner Development Plan – Consulting Partner

APN Partner Name:

Last Update:

The AWS Partner Development Plan is a tool meant to give the APN Partner named here a
central place from which to report on business development, with a focus on the AWS-related
practice. This is the basis by which AWS learns about the APN Partner’s business and GTM
planning updates, and can determine how to best collaborate.

Section I: APN Partner Overview

APN Executive Partner Summary:

1. APN Partner Stats:

Firm

Web

Company Revenue

# of Employees by
geo/office and type

Sales

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Technical

Marketing
% Commercial / %
Public Sector
Market Geo

Key Verticals

Key Offering(s)

Key Partners

2. AWS Team Contacts:

Name Role/Title Email

@amazon.com

3. APN Partner Team Contacts:

Name Role/Title Email

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Section II. Cloud Practice Overview

1. Cloud Practice – SWOT:

Strengths

Weakness

Opportunity

Threat

2. Key Offerings of APN Partner:

Product or Service Description AWS Services

leveraged

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3. Current AWS Customers / Use Case:

Client Name Commercial / AWS Products / Use Case Potential Joint

Public Sector Story?

Verify that recent AWS wins are updated in your Partner Scorecard in the APN Portal:
http://aws.amazon.com/partners/apn-portal/

4. Target Customer Segments or Target Customers:

Industry Verticals Horizontal Use Cases Targeted Companies Timeline

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5. Input Customer Opportunities through the APN Customer Opportunity Submission

Tool on the APN Portal:

The APN Customer Opportunity Submission Tool is a resource you can utilize through the
APN Portal, to ensure you get the AWS-related technical support you need to pursue
opportunities. The Customer Opportunity Submission Tool captures both opportunity records
and status tracking, to increase visibility for both AWS and for your firm. We strive to enable
you to successfully work with the AWS field teams as you develop customer opportunities, and
to have the ability to accurately track your activity and success with AWS.

As you begin to engage with customers on the AWS platform, we strongly encourage you to
utilize the Customer Opportunity Submission Tool. To use this tool, please log in the APN
Portal and click on the ‘Opportunities’ tab at the top of the homepage.

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Section III: Cloud Practice Development

1. APN Partner’s AWS Practice Goals:

2. Practice Development Work-back:

Development Stage Next Action Status Timing

Skill building
(Accreditations, Training,
Certifications, etc.)

Establish Specialized
AWS Offering(s)

Establish AWS Business

Model

Establish Marketing/GTM
Strategy

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Section IV: Go to Market Strategy

1. APN Partner’s Overarching AWS Practice GTM Goals:

2. High Level Action Plan:

Think about: How can you leverage existing GTM activities to drive awareness to your new or
existing AWS practice?

Objective Ideas Owners

Value Proposition

Target Market (ex: title, vertical,

horizontal, etc.)

Business Model and Goals

Events (ex: joint case studies,
speaking engagements, webinars,
etc.)
Market activities (call down, mail
campaign etc.)

Pipeline Generation

Closed New Logos

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Section V: Goals and Ownership

1. Business Goals / Owners:

Name Role/Title Action Timeline

2. Technical Goals / Owners:

Name Role/Title Action Timeline

3. Marketing Goals / Owners:

Name Role/Title Action Timeline

4. Sales Goals / Owners:

Name Role/Title Action Timeline

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 AWS Partner Development Plan – Consulting Partner

Additional Notes:

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