Scale co-sell across regions with AWS and partner industry solutions (PEX220)
Scaling Industry Solutions Across Regions: Lessons from AWS Partner Pilots
Introduction
The speaker is the Global Partner Lead for Automotive and Manufacturing at AWS, joined by the Worldwide Partner Solution Architect for Manufacturing and the Solution Lead for Industrial Data Fabric.
The focus is on enabling the co-selling of industry partner solutions and scaling them across regions.
The session will share lessons from pilots conducted in India, Brazil, and Japan to facilitate the scaling of industry solutions.
Industry Challenges and Digital Transformation
Manufacturing companies face challenges such as increasing profitability, improving operational efficiency, and maintaining quality.
Digital transformation can help address these challenges through smart products, product-as-a-service models, and data-driven decision-making.
Other key focus areas include supply chain visibility, automation, and cybersecurity.
AWS has developed a Cloud Value Framework to help customers assess and track their digital transformation progress.
AWS Manufacturing Solutions
AWS has a Manufacturing Solution Map that captures the voice of the customer and translates it into priority use cases and solutions.
Smart manufacturing and industrial data fabric have been the most successful strategic workloads in the past year.
Regional Pilot Learnings
AWS has five regions of focus for Automotive and Manufacturing: Germany, US, India, Japan, and Brazil.
The key learnings from the pilots in India, Brazil, and Japan include:
The need for local partners with regional presence and domain expertise to complement global solutions.
Mechanisms to scale and enable the local teams and partners, including a "train-the-trainer" approach.
Industrial Data Fabric (IDF)
IDF is an architectural approach based on AWS native services and partner solutions to address industrial data challenges.
It covers data ingestion, contextualization, and delivery to various applications.
Customers can choose from different deployment patterns based on their use cases and maturity.
Mechanism for Cross-Regional Scaling
The mechanism involves a closed-loop process:
Developing the solution based on market and customer feedback.
Identifying regional champions and co-selecting consulting partners.
Enabling the partners through industry immersion weeks and technical builder day sessions.
Providing solution guidance, prescriptive advice, and demonstration assets.
Encouraging partners to develop competencies and build go-to-market activities.
Outcomes and Best Practices
The pilots resulted in:
17 pipeline opportunities created
Accelerated sales cycles, with one partner winning a customer in less than 4 months
A pipeline of 5 additional opportunities
Best practices for scaling include:
Identifying and enabling relevant regional partners
Developing a "Better Together" story with partners
Offering fixed-price, fixed-cost solutions on the Marketplace
Demonstrating partner competency and showcasing customer success stories
Conclusion
The regional pilot learnings and the mechanism for cross-regional scaling can be used as a guide to help partners and AWS teams scale industry solutions effectively.
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