Capitalizing on the opportunity for migrations and modernization (PEX206)

Capitalizing on the Migration and Modernization Opportunity with AWS

Market Opportunity

  • Worldwide GDP growth is around 3%, but cloud adoption is growing 20% annually for the next 3 years.
  • There is a $51 billion total addressable market (TAM) of 145,000 customers who are interested in moving from VMware to AWS.
  • 73% of customers are considering alternatives to on-premises VMware.
  • AWS is launching Amazon Elastic VMware Service (EVS) to provide a self-managed VMware solution on AWS.
  • The key drivers for cloud adoption are cost savings, innovation, and agility.

AWS 2025 Priorities with Partners

  1. Winning New Workloads and Customers: Continuing to drive data center exits, target hosting companies, and enable ISV transformation on AWS.
  2. Optimizing Existing AWS Customers: 75% of existing AWS customers are not fully optimized or modernized, presenting an opportunity for partners.

Building a Partner Flywheel

  1. Build: Develop standardized assessment offerings, create packaged offerings with clear pricing and outcomes, and build sales enablement materials.
  2. Market: Run targeted campaigns, leverage AWS sales teams, and overcome customer objections.
  3. Sell: Utilize AWS programs like the Optimized Licensing Assessment (OLA) and the Migration Acceleration Program (MAP) to drive customer engagement and reduce barriers to migration.
  4. Grow: Expand your practice by leveraging ISV software solutions and AWS-funded initiatives like the Customer Engagement Incentive.

Partner Maturity Curve

  1. Emerging Partners: Highly specialized, price-competitive, and focused on new business opportunities.
  2. Maturing Partners: Building assessment and migration capabilities, leveraging AWS tools and programs, and expanding into more sophisticated services.
  3. Advanced Partners: Executing large-scale migrations and modernization projects, using prescriptive guidance and AWS-funded initiatives, and developing deep relationships with AWS sales teams.

Key Takeaways

  • Standardize your assessment approach using the Optimized Licensing Assessment (OLA) to accelerate migrations and improve customer outcomes.
  • Leverage ISV software solutions and AWS-funded programs like the Migration Acceleration Program (MAP) to reduce costs and risks for customers.
  • Focus on building a repeatable flywheel of activities to continuously acquire new customers, deliver high-quality services, and expand your practice.
  • Take advantage of AWS resources and support, including training, campaign materials, and financial incentives, to grow your migration and modernization business.

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