Power of generative AI: Drive higher customer impact across industries (PEX223)

Transforming the Partner Solutions Landscape with Industry-Specific Innovations

Key Takeaways:

  1. Focusing on Industry-Specific Solutions: AWS is shifting its go-to-market approach from a horizontal model to a vertical one, aligning partner and solution teams to deliver industry-specific use cases.

  2. Evolving Partner Solutions and Customer Needs: The partner solutions landscape is evolving to match the changing needs of customers, moving from simple lift-and-shift to industry-specific, cloud-based SaaS and managed services offerings.

  3. The Power of Three: AWS emphasizes the importance of consulting partners, ISVs, and AWS working together to fill solution gaps and create repeatable, scalable solutions.

  4. Generative AI Transformation: AWS is democratizing access to building and using generative AI technology, enabling companies of all sizes and industries to accelerate their AI initiatives.

  5. Delivering Industry-Specific Solutions: AWS is focusing on industry-specific use cases, building solutions with partners, and delivering them as managed services or SaaS offerings to unlock value for partners and customers.

  6. Flywheel Approach: AWS and its partners follow a flywheel approach, starting with customer use cases, building solutions, and delivering them to customers, then iterating on the next use case based on customer and partner feedback.

  7. Industry Examples: Examples include Aston Martin using AWS and Data Reply's AI modeling capabilities to improve customer predictability for new vehicle launches, and Deloitte's ConvergeHEALTH platform being used to deliver the Moderna COVID vaccine faster.

  8. Partner Competencies and Opportunities: AWS has defined 18 industry competencies, 19 use case competencies, and 4 workload competencies, creating opportunities for partners to specialize and deliver value.

  9. Partner Engagement and Enablement: AWS provides various tools and platforms, such as AWS Marketplace and the AWS Solutions catalog, to help partners bring their solutions to market and engage with customers.

Detailed Breakdown:

Shifting to Industry-Specific Solutions

  • AWS has shifted its go-to-market approach from a horizontal model (selling storage and infrastructure) to a vertical one, focusing on industry-specific use cases.
  • This transformation has been completed this year, with all partner and solution teams aligned under Chris Niederman's leadership.

Evolving Partner Solutions and Customer Needs

  • In 2014, differentiating solutions was based on simple lift-and-shift to the cloud.
  • This evolved to consulting partners and ISVs developing their own IP and cloud-based SaaS or managed services offerings.
  • The "power of three" concept emerged, where AWS, a consulting partner, and an ISV come together to fill solution gaps.

Generative AI Transformation

  • AWS has invested heavily in AI and machine learning for over 25 years and is now democratizing access to building and using generative AI technology.
  • AWS is innovating at a rapid pace, with the general availability of more features and capabilities in Amazon Bedrock than any other leading cloud provider.
  • Generative AI is being leveraged by customers across various industries, such as NASDAQ using it to tackle insider dealing and Rocket Company's GenAI voice agent solution speeding up the home buying process.

Delivering Industry-Specific Solutions

  • AWS follows a flywheel approach, starting with customer use cases, building solutions with partners, and delivering them as managed services or SaaS offerings.
  • The process involves iterating on the next use case based on customer and partner feedback.
  • Examples include Aston Martin using AWS and Data Reply's AI modeling capabilities to improve customer predictability for new vehicle launches, and Deloitte's ConvergeHEALTH platform being used to deliver the Moderna COVID vaccine faster.

Partner Competencies and Opportunities

  • AWS has defined 18 industry competencies, 19 use case competencies, and 4 workload competencies, creating opportunities for partners to specialize and deliver value.
  • There are many gaps and opportunities for partners, as the number of gaps far exceeds the number of use cases that have capable partners delivering solutions.

Partner Engagement and Enablement

  • AWS provides various tools and platforms, such as AWS Marketplace and the AWS Solutions catalog, to help partners bring their solutions to market and engage with customers.
  • AWS also actively participates in industry events, thought leadership, and industry initiatives to collaborate with partners and customers.

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