AWS APJ EdTech GTM Approach

2020 Planning
Territory Characteristics

ASEAN ANZ Singapore India

• Low digital footprint • Deep acceptance of • Highly digitized, new • Tier 2 and Tier 3 Cities,
• LMS, Application, Technology into Edu markets need exploring fast deployment of Tech
Registration Platforms • Student Experience, • Tuition (Afterschool), • LMS, Future skills,
• International Schools, Modern Admin tools Administration tools Education Apps
Private Universities • K12 (Statewide), Higher • MOE, International • Private Universities,
Ed Schools Students
Partner Qualification
• Partners must sit inside of WWPS Territories
• Must have demonstrated sales hygiene
• > $500 of AWS revenue per customer onboarded
Solution Selling – Market Narrative
• Student Retention over S3 Durability, Personalised Learning over Generative AI
• As we go deeper into the Education vertical in APJ, we need to move away from the
technocratic language of AWS solutions and offerings towards a more Education, end-user
friendly language.
• A microsite and set of slides, quotes and case studies that demonstrate our ecosystem
strength and impact in solution sets.
Solution Selling – Territory Ecosystem

• Class Tech – tools that enable engaging, interactive lessons with efficient use of time.

• Suitable for AU, SG, NZ and IN markets

• State and Tertiary Education decision makers in School Departments and Classroom tools

• Run roundtables with decision makers with solution showcases and discussions
Solution Selling – Territory Ecosystem

• ASEAN & India Territory solution campaign – bringing OPM to all, localized offerings.

• Moodle, Local LMS players that can quickly onboard in-market.

• We provide marketing funds, event support and technical response.

• Shared Education immersion days