Future horizons: How AWS and partners drive public sector missions (PEX212)
Key Takeaways from the Video Transcription
Introduction
This was the first silent disco format session at AWS re:Invent 2024.
Rishy Bascar, who leads the Global public sector partnership business at AWS, introduced the session and its agenda.
Partners are Key to AWS Public Sector Business
Partners are critical to the success of AWS's public sector business, with the majority of business conducted through and with partners.
AWS is focused on tailoring support programs to help partners be successful and profitable.
The opportunity in the public sector is significant, and AWS is committed to outpacing the industry with partner-driven innovation.
AWS Investments and Initiatives
AWS has a global infrastructure with 108 availability zones across 34 geographic regions, and plans to expand further.
The partner profitability framework, migration acceleration program (MAP), and think big for small business program are some of the key initiatives.
Partners who invest in competencies see significant growth in revenue.
Distributors have been a key part of the go-to-market strategy, enabling partners to access opportunities and resources.
Solution Orientation and Data Strategy
AWS is focused on a solution orientation, helping partners create value-add solutions that drive mission outcomes for customers.
A comprehensive data strategy is essential for unlocking the power of AI and machine learning. This includes data migration, governance, and analytics.
The IBM-built solution for the Veterans Administration is an example of a successful data-driven, AI-enabled solution.
Generative AI and the Future Horizon
Generative AI is a key part of the future horizon, and AWS has launched a $50 million Generative AI Impact Initiative to support public sector customers and partners.
Partners like Rackspace and Capgemini are helping customers like Northeastern University and the UN World Food Program leverage generative AI and other emerging technologies.
Key Takeaways for Partners
Focus on understanding the customer's "why" and their specific mission and needs, not just pushing products.
Invest in building deep relationships and trust with customers, as public sector sales cycles can be long.
Leverage AWS programs and initiatives like MAP, competencies, and distributors to drive growth and profitability.
Adopt a solution orientation and data-driven approach to unlock the power of emerging technologies like generative AI.
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