1. How to differentiate your business through APN Partner Programs?

The goal of all APN Partner Programs is to help you stand out and differentiate your firm to AWS
customers, and to provide you with specific resources to support your unique business need. APN
Partners who qualify for and join these programs receive promotion support and many additional
benefits, such as increased visibility throughout the AWS website, increased eligibility for funding,
more direct promotion to the AWS field organization, and additional go-to-market opportunities.

1.1. Programs available upon registration to all APN Partners

1.1.1. AWS Device Qualification Program (DQP)

The AWS Device Qualification Program is a hardware qualification and incentive program that
is open to all partners in the AWS Partner Network who want to qualify their device hardware
(development kits, SBCs, embedded modules, gateways, PLCs, sensors, cameras, and more) by
validating that it works with AWS IoT Core, AWS IoT Greengrass, Amazon FreeRTOS, and
Amazon Kinesis Video Streams.

Qualified devices are eligible for listing in the AWS Partner Device Catalog, which allows
customers to discover IoT devices that work with AWS. The catalog helps customers explore
and find validated partner device hardware, including a call-to-action to purchase listed
hardware for evaluation and prototyping from APN partners, and creates a new channel for our
APN Partners to reach and engage new customers.

The program helps driving success for customers by simplifying the selection of IoT hardware,
connecting with APN Partners, leveraging APN IoT Partner expertise, and going to market with
new products, services, and solutions. Learn more about the AWS Device Qualification Program
benefits and requirements by visiting the AWS DQP webpage. The most current list of
participating partners is available here.

1.1.2. AWS Marketplace

AWS Marketplace is a sales channel that makes it easy for both APN Technology and
Consulting Partners to showcase software solutions that run on the AWS cloud.
For technology partners, we are focused on providing low-friction tools and offering powerful
business, technical, and marketing programs to help establish, manage, and grow a successful
business on AWS. Benefits include:
 Streamlined software delivery. A managed Amazon Machine Image (AMI) can be offered
to customers to take advantage of 1-Click purchasing and the ability to launch pre-
configured software in minutes, or Software as a Service (SaaS), where customers can
subscribe via the Marketplace, register and use your software on your site, and pay for it on
their AWS bill.
 Discover New Customers. By launching directly from AWS Marketplace, customers can run
software instantly, decreasing the length of your sales cycle. You can also offer free trials
with no additional engineering effort.
 Simplified Billing & Payments. Customers pay for AWS Marketplace software as part of
the regular AWS billing cycle. AWS manages the complexity of metering, billing, payment
collection and financial reporting so you can focus on building and selling core products.

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Consulting Partners can leverage AWS Marketplace Channel Programs to recommend and
deliver software to their customers, growing their AWS-based business.
APN Technology Partners can authorize Consulting Partners to own and maintain the financial
and contractual relationship with customers in AWS Marketplace. In addition to value-added
services, customers can work with their Consulting Partner to receive custom pricing and end-
user licensing terms that meet the needs of their business.

Visit the AWS Marketplace Management Portal to learn more about the requirements and
benefits of becoming a seller in AWS Marketplace.

1.1.3. APN Customer Engagements (ACE) Program for Opportunity submission

Registered Tier APN Partners can leverage the ACE Platform to submit opportunities for AWS
Validation. By leveraging the ACE Platform, all APN Partners are driving internal visibility of
the engagements they are driving on AWS. AWS Validated opportunities are then surfaced to
our AWS Sales teams to engage with and collaborate with APN Partners on. Higher tier APN
partners are eligible to receive AWS generated leads and opportunities, as well as access to
sales and technical support resources.
To learn more about the benefits and requirements of participating in the APN Customer
Engagements Program, visit our ACE program webpage.

1.1.4. AWS Training Partner Program

AWS works closely with selected training organizations around the globe to ensure that
customers can access training courses in their preferred language and location. AWS Training
Partner Program allows customers to easily identify APN Partners that provide training which
will enhance their knowledge of AWS. Our APN Training Partners meet the robust
requirements of AWS course delivery and are the only organizations endorsed by AWS to
deliver our classroom-based training.

1.1.5. AWS Event Sponsorship Program

AWS Sponsorship is one of the best resources you can take advantage of as an APN Partner to
get in front of the customers you hope to engage through events like AWS re:Invent, re:Mars,
re:Inforce, and AWS Summits etc. Through targeted networking opportunities, brand
awareness, and thought leadership, each sponsorship program features value rich, impactful
benefits offered at industry competitive pricing. To learn more about sponsorship
opportunities, click here. Learn tips for making the most of AWS Sponsorship from APN
Partners who’ve found sponsorship success on the APN Blog, “Best Practices for Making the
Most of AWS Sponsorship”.

1.1.6. AWS Direct Connect Program

The AWS Direct Connect Program is designed for APN partners who provide network services
to customers and are interested in connecting to AWS. The AWS Direct Connect Partners
improve customer experiences by providing flexibility and choices on how to connect with
AWS. The AWS Direct Connect Program helps AWS Customers establish network connectivity
between AWS Direct Connect locations and their datacenter, office, or colocation environment.
Network Service Providers who are present at existing AWS Direct Connect locations, as well as
support required connection offerings for AWS Direct Connect should apply. Learn more about
the program here.

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 1.1.7. AWS Public Sector Partner Transformation Program
The AWS Public Sector Partner Transformation Program: 110 Days to Transformation is a
comprehensive assessment, training, and enablement program focused on helping you build a
successful and profitable AWS Cloud business. Whether you are new to the cloud or in the
advanced stages of building your cloud business, this program provides you with the guidance
to accelerate the development of your AWS skills and expertise to better serve your customers’
journey to the cloud. Participation in the program helps APN partners accelerate business
growth by unlocking additional revenue opportunities; enhance credibility through defined and
validated cloud capabilities; build a robust go-to-market strategy with AWS to stand out to
customers; differentiate your practice for a competitive edge in the market; and access
enhanced resources, programs, tools, and support. For more information on the AWS Public
Sector Partner Transformation Program, visit the website.

1.2. Programs available to APN Consulting Partners

1.2.1. AWS Service Delivery Program

The AWS Service Delivery Program highlights APN Consulting Partners- Select Tier or
above with a track record of delivering specific AWS services to customers. Attaining an
AWS Service Delivery Distinction allows partners to differentiate themselves by showcasing
areas of specialization to AWS customers. From helping customers run serverless code with
AWS Lambda or migrating databases to Amazon Aurora, AWS Service Delivery Program
Partners can assist AWS customers with using many AWS services.

To receive an AWS Service Delivery designation, APN Partners must undergo service-specific
technical validation by AWS Partner Solutions Architects, and complete a customer case
business review. APN Partners in the AWS Service Delivery Program become more visible to
AWS Customers and AWS Service teams, have more opportunities to connect with AWS
Customers, and develop confidence building customer solutions through access to deeper
learning. To learn more about applying for the AWS Service Delivery Program, please visit the
AWS Service Delivery Program page.

1.2.2. AWS Solution Provider Program

The AWS Solution Provider Program is designed for APN Consulting Partners - Select Tier or
above, including systems integrators, managed service providers, value-added resellers, and
public sector partners to resell AWS Services to end customers as part of their differentiated
solution. Under this program, Authorized Solution Providers manage, service, support, and bill
Amazon Web Services (AWS) accounts for end customers.
The AWS Solution Provider Program provides Authorized Solution Providers a tiered discount
structure based on partners' technical capabilities and success in driving new business, has
flexible contracting options to meet the unique needs of end customers, and provides partners
multiple AWS Support models that align to a partners' AWS practice. Learn more about the
AWS Solution Provider Program requirements and benefits here.

1.2.3. APN Customer Engagements (ACE) Program

The ACE program provides the framework to enable APN Consulting Partners Select Tier or
above, to support customers and drive successful engagements on AWS. The eligible APN
partners receive AWS generated leads and opportunities, as well as access to sales and
technical support resources (e.g. AWS Compete resources, AWS Cloud Economics resources) to

© 2019, Amazon Web Services, Inc. or its affiliates. All rights reserved.
increase alignment, collaboration and support for our APN Partners to ensure successful
outcomes with our mutual customers.
To learn more about the benefits and requirements of participating in the APN Customer
Engagements Program, visit our ACE program webpage.

1.2.4. AWS Managed Service Provider (MSP) Partner Program

Customers are increasingly looking for APN Consulting Partners with end-to-end capabilities to
help them migrate to the AWS Cloud. They are looking for ongoing support for the full cycle
of: plan/design >> build/migrate >> run >> optimize.

The AWS MSP Partner Program provides APN Consulting Partners – Advanced Tier or above
with new opportunities to learn cloud management best practices, expand your cloud managed
service portfolios, and receive recognition from AWS that reflects the experience you create for
customers. Further, the program provides qualified APN Consulting Partners with business,
marketing and enablement benefits to deliver AWS Cloud services as business solutions to
AWS customers. APN Partners who wish to become an AWS MSP Partner must undergo a
comprehensive third-party audit of their cloud managed services practice and capabilities.

The Program is designed for APN Consulting Partners who are AWS experts, skilled in cloud
infrastructure and application migration, and who deliver value to customers by offering
proactive monitoring, automation, and management of their customer’s environment. You can
find all of the AWS MSP Program benefits and requirements by visiting the AWS MSP webpage.
Find the most current list of AWS MSP Partners here.

1.2.5. AWS Competency Program

The AWS Competency Program provides APN Consulting Partners – Advanced Tier or above
with a crucial opportunity to demonstrate your expertise to customers. Through the AWS
Competency Program, customers are able to easily find and connect with APN Partners with
expertise in specific industries, solutions, and/or workloads who can help them take advantage
of AWS. APN Partners can qualify for one or more AWS Competency by having a strong overall
AWS practice, showcasing customer success, and demonstrating technical readiness within the
Competency.

To learn about the benefits of the AWS Competency Program, requirements to apply, and to
find the most up-to-date information on available Competencies, visit the AWS Competency
Website.

1.2.6. AWS Distribution Program

The AWS Distribution Program is designed for APN Consulting Partners – Select Tier or above
including systems integrators, managed service providers, value-added resellers, and public
sector contractors, to resell authorized services to end customers as part of an AWS solution.
Distribution program provides a path for distributors to support innovative go to market and
business models of large set of APN partners. Value-added authorized distributors enable APN
Consulting Partners to leverage existing relationships with such value-added authorized
distributors to become a distribution seller. Value-added authorized distributors offer APN
partners operations and billing support as well as additional solutions and services to support
their effort to enhance customer experience. To find the most up-to-date information, visit
AWS Distribution Program webpage.

© 2019, Amazon Web Services, Inc. or its affiliates. All rights reserved.
1.2.7. AWS Solutions Space Program
The Solutions space program offers the opportunity to AWS Competency partners to work with
AWS to build solutions for featured customer use cases. Through this program, AWS customers
can discover scalable and secure solutions that will empower them to achieve their business
needs. Customer ready solutions are based on architectures validated by AWS, include a
combination of AWS services and APN Partner technologies, can be deployed quickly with
solution accelerators like AWS Quick Starts, and feature optional consulting offerings provided
by APN Partners, to accelerate your cloud transformation. Explore the different use cases, learn
about the solutions, and get started by launching your solution projects on AWS listed on the
Solution Space page.

1.2.8. AWS Well-Architected Partner Program

The AWS Well-Architected Partner Program trains APN Consulting Partners – Advanced Tier or
above on how to perform Well-Architected workload reviews. The Program is designed to
enable you to help AWS customers establish good architectural habits, eliminate risk, and
respond faster to changes that affect designs, applications, and workloads. Well-Architected
Partners will gain the expertise needed to build high quality solutions, implement best
practices, check the state of workloads, and make improvements when and where AWS
customers need assistance.

To learn more about the benefits and requirements of participating in the AWS Well-
Architected Partner Program, visit our program webpage.

1.2.9. AWS Public Sector Partner Program

AWS Public Sector Partner Program identifies and differentiates APN Consulting Partners-
Select Tier or above,, that serve government, education, and nonprofit entities around the
world. The PSP program helps you build your AWS Public Sector business by highlighting your
solutions and services portfolio, skills, and expertise to the public sector community. Benefits
include alignment with our public sector sales, marketing, partner, and bid and proposal teams;
designation as a Public Sector Partner in our APN Partner Solutions Finder; and eligibility for
additional opportunities, benefits, and programs designed to expand, differentiate, transform,
and accelerate your public sector business with AWS.
To learn more about joining the AWS Public Sector Partner program, including benefits and
requirements, visit the AWS Public Sector Partner Program page.

1.2.10. APN Customer Satisfaction (CSAT) Program

The APN Customer Satisfaction (CSAT) program offers tools and resources to the
APN Consulting – Select Tier or above to enable them to demonstrate their ongoing customer
success with AWS and advance in their APN partner journey. The CSAT program is intended to
validate the experience of our customers in their own words to help Partners apply to APN
Programs and move up through the APN Tiers. The APN Partners are required to submit a
defined number of CSAT responses to fulfil the requirements to move to the next tier (detailed
in Benefits and Requirements in Section 9 in this guide). For more information, please see the
APN Customer Satisfaction (CSAT) Program Guide.

© 2019, Amazon Web Services, Inc. or its affiliates. All rights reserved.
1.3. Programs available to APN Technology Partners

1.3.1. AWS SaaS Factory Program

The AWS SaaS Factory Program helps APN Technology Partners at any tier to build a successful
AWS-based SaaS business by providing a comprehensive set of business and technical
enablement content and collateral, which empower and support APN Technology Partners at
each stage of their SaaS on AWS journey.
Software–as-a-Service (SaaS) is a licensing and delivery model whereby software is centrally
managed and hosted by a provider and available to customers on a subscription basis. Your
company may look to a SaaS model to deliver your product for a number of reasons, including
customer demand, to improve operational efficiency and agility, drive innovation, and to
attract new customers and expand your global reach. Amazon Web Services (AWS) provides a

low cost, reliable and secure foundation for you to use as you build and deliver Software-as-a-
Service (SaaS) solutions to customers.

AWS SaaS Factory includes reference architectures, AWS Quick Starts, learning modules (e-
learning), and interactive activities such as webinars and workshops for prescriptive guidance
on building, migrating, and optimizing SaaS products on AWS. To learn more about AWS SaaS
Factory, click here. Partners migrating or building SaaS on AWS are also encouraged to sign up
for the SaaS on AWS interest list here.

1.3.2. APN Customer Engagements (ACE) Program

The ACE program provides the framework to enable APN Technology Partners Select Tier or
above, to support customers and drive successful engagements on AWS. The eligible APN
partners receive AWS generated leads and opportunities, as well as access to sales and
technical support resources (e.g. AWS Compete resources, AWS Cloud Economics resources) to
increase alignment, collaboration and support for our APN Partners to ensure successful
outcomes with our mutual customers.
To learn more about the benefits and requirements of participating in the APN Customer
Engagements Program, visit our ACE program webpage.

1.3.3. AWS Public Sector Partner Program

AWS Public Sector Partner Program identifies and differentiates APN Technology Partners-
Select Tier or above, that serve government, education, and nonprofit entities around the
world. The PSP program helps you build your AWS Public Sector business by highlighting your
solutions and services portfolio, skills, and expertise to the public sector community. Benefits
include alignment with our public sector sales, marketing, partner, and bid and proposal teams;
designation as a Public Sector Partner in our APN Partner Solutions Finder; and eligibility for
additional opportunities, benefits, and programs designed to expand, differentiate, transform,
and accelerate your public sector business with AWS.

To learn more about joining the AWS Public Sector Partner program, including benefits and
requirements, visit the AWS Public Sector Partner Program page.

© 2019, Amazon Web Services, Inc. or its affiliates. All rights reserved.
1.3.4. AWS Competency Program
The AWS Competency Program provides APN Technology Partners – Advanced Tier with a
crucial opportunity to demonstrate your expertise to customers. Through the AWS Competency
Program, customers are able to easily find and connect with APN Partners with expertise in
specific industries, solutions, and/or workloads who can help them take advantage of AWS.
APN Partners can qualify for one or more AWS Competency by having a strong overall AWS
practice, showcasing customer success, and demonstrating technical readiness within the
Competency.

To learn about the benefits of the AWS Competency Program, requirements to apply, and to
find the most up-to-date information on available Competencies, visit the AWS Competency
Website.

1.3.5. APN Customer Satisfaction (CSAT) Program

The APN Customer Satisfaction (CSAT) program offers tools and resources to the
APN Technology– Select Tier or above to enable them to demonstrate their ongoing customer
success with AWS and advance in their APN partner journey. The CSAT program is intended to
validate the experience of our customers in their own words to help Partners apply to APN
Programs and move up through the APN Tiers. The APN Partners are required to submit a
defined number of CSAT responses to fulfil the requirements to move to the next tier (detailed
in Benefits and Requirements in Section 10 in this guide). For more information, please see the
APN Customer Satisfaction (CSAT) Program Guide.

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