AWS G-Cloud 12 - Partner Seminar

© 2019, Amazon Web Services, Inc. or its Affiliates.
John Newson, Manager, Public Sector Partners
12th February 2020
Partner Seminar
G-Cloud 12

Agenda
• G-Cloud 101, Being Successful, G-Cloud for AWS Partners
& Myth Busting
Chris Farthing, CEO, Advice Cloud
• Supporting you and your G-Cloud 12 submission
Simon Breslin, Business Development Capture Manager, AWS
• 11:00 - Close

COMMERCIAL IN CONFIDENCE © 2020 ADVICE CLOUD LTD
AWS G-Cloud 12 Partners
Chris Farthing
12th February 2020

Agenda & Welcome
• Introductions
• G-Cloud 101
• 5 things we know – being successful on G-Cloud
• G-Cloud for AWS Partners
• G-Cloud myth busting
• Q&A

COMMERCIAL IN CONFIDENCE © 2020 ADVICE CLOUD LTDCOMMERCIAL IN CONFIDENCE © 2020 ADVICE CLOUD LTD
Intro
Who are Advice Cloud

Some of our recent Private Sector Clients

Public Sector Clients

Our (clients) Successes
With a 100% success rate on all
Frameworks (17 to date)
200+
Clients successfully
listed across all
frameworks
300+
Services
successfully listed
across all
frameworks.
£420m
Cumulative
business won by
our clients across
GC & DOS
75%
of our clients are
SME’s.

Next
G-Cloud 101

G-Cloud 101
• Public Sector Procurement Framework
• Launched in Feb 2012
• Now on version 11
• Low barrier of entry for SMEs
• Now c4000 suppliers
• With over c30000 services
• Over £5bn of sales
• 39% SME
• 61% Large

G-Cloud 101
• 3 Lots (was 4)
• Cloud Hosting
• Cloud Software
• Cloud support
• Each version last 12 months, have to reapply each year
• Able to direct award contracts
• Contracts up to 4 years (2+1+1)
• Two main “contractual documents”
• Framework agreement - you and CCS
• Call off agreement – you and customer

G-Cloud 101
• Applying for G-Cloud 12
• Set of background questions
• Complete catalogue entry for Digital Marketplace
• Listing information
• Service description* (now mandatory & should be “accessible”)
• Features & Benefits
• Technical / Operational info
• Price document
• Terms & conditions
• Service definition document
• Optional SFIA rate card
• Don’t forget to press the complete / submit button

Next
5 things we know

5 Things we’ve found….
MOST of the successful companies we work with on G-Cloud
do the following:
• Sales approach
• Marketing plan
• Security accreditation
• G-Cloud Listing
• Framework knowledge

Next
G-Cloud for AWS Partners

AWS Partners & G-Cloud
• 3 Types
• Straight reseller (Lot 1)
• ISV/SaaS (Lot 2)
• MSPs (Lot 3)

• Search for Amazon or AWS on DMP

As a Partner on G-Cloud
• Standing out is
• HARD!

• Standing out is
• HARD!
• But not impossible

• The results are in!

• Add value
• Don’t just re-list for sake of it
• Know the framework
• Check your competition
• Pay attention to your listing

Next
Myth-busting (buyers)

Myth 1
It’s only for Central Government

Myth 2
You can’t buy hardware

Myth 3
Cloud support (Lot 3) can only be bought when buying a
Lot 1 or 2 service

Myth 4
It’s only for the big suppliers

Myth 5
You can’t negotiate contracts / pricing

Myth 6
You can’t extend contracts past 2 years

Myth 7
It’s too difficult to get suppliers down to manageable
no’s

Myth 8
CCS has done the financial evaluation at the FW level

Myth 9
I need to observe the standstill period on a G-Cloud call
off

Myth 10
I don’t need to provide feedback

Myth 11
I need to get 3/5/7 quotes etc

Myth 12
My contract would be “too big” for the framework

Myth 13
Contract Termination

Next
Q&A

And finally…..
Resources for you

Resources Available
• G-Cloud Buyers Guide
• G-Cloud Sales Figures
• MISO
• CCS Supplier Marketing Kit
• Contracts Finder
• Mystery Shopper
• Ultimate Guide to G-Cloud (AC)
• G-Cloud 11 Listing Report (AC)
• CCS Webinars

Thank You!
CALL US:
0330 124 4224
www.advice-cloud.co.uk
EMAIL US:
gcloud@advice-cloud.co.uk
WRITE TO US:
8 The Drive, Hove BN3 3JA
@AdviceCloud
/company/advice-cloud

Simon Breslin
12th February 2020
Supporting you and your G-Cloud
12 submission
Partner Seminar

Agenda
• G-Cloud 12 – Helping you with your submission
• UK Capture, Proposals & Technical Writer Team (CPT)
• The Team
• How we can help

G-Cloud 12: Helping you with your submission

G-Cloud 12 – Helping you with your submission
• Register to receive your Partner Pack
• We will finalise the Partner Pack and issue it
• Use the Partner Pack to support your submission
Our asks of you:
• Provide us with feedback on the Partner Pack
• Update us on the AWS services that you successfully submitted

Capture, Proposals & Tech Writer Team (CPT)
The team and how we can help you

How AWS can support you
Shaping long-term
12-24+ months ahead
RFI/RFP arrives
The more information
you can give us - the
easier
it will be for us to help
Email us the
requirements
in an excel file and/ or
MS Word
Identify
requirements
that you want
AWS help to answer
Our replies /
partner packages
Get in contact with
AWS AM or
PDM

How AWS can support you
AWS Information Packages
These standardized high-level documents cover core AWS content
AWS Letter of Support
This letter is done for partners which are at least at Select tier.
European Single Procurement Document (ESPD)
This is a self-declaration form used in public procurement procedures
AWS Partner Package
This document provides to all partners binding on a specific RFx a
customized collections of resources (RFx Aids, Link to specific parts of
whitepapers, etc.)
Other documents
https://aws.amazon.com/quickstart/
https://aws.amazon.com/architecture/icons/
https://d1.awsstatic.com/whitepapers/Security/AWS_Security_Best_Practices.pdf
https://aws.amazon.com/compliance/
External: CISPE Handbook: https://cispe.cloud/

Connect via LinkedIn…

Thank you!

AWS G-Cloud 12 - Partner Seminar

Recommandé

Recommandé

Contenu connexe

Tendances

Tendances (20)

Similaire à AWS G-Cloud 12 - Partner Seminar

Similaire à AWS G-Cloud 12 - Partner Seminar (20)

Plus de Amazon Web Services

Plus de Amazon Web Services (20)

AWS G-Cloud 12 - Partner Seminar