Welcome & Update on our Hong Kong Business Abstract: - Introduction to AWS Hong Kong - Organizational Tenets / Market Differentiation - Working Model / Considerations - Forward Looking View / Opportunities Speaker: Zane Moi, Head of Business Development, Hong Kong & Taiwan, AWS

1. W E L C O M E & U P D A T E O N
O U R H O N G K O N G
B U S I N E S S
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
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Y O U R J O U R N E Y S T A R T S N O W
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2. AWS PARTNER
CONNEXIONS
• Quarterly Partner-Focused Event
• AWS Updates on the Technology Trends,
Cloud Solutions and an Overview of the
Various Programs Closely Tied to Partner
Success
Welcome to Partner ConneXions
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3. A N O V E R V I E W O F T H E
A W S H O N G K O N G
B U S I N E S S
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
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Y O U R J O U R N E Y S T A R T S N O W
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4. Introduction to AWS Hong Kong
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
AWS
WW CS WW PS GCR
CN HKT
HK
TW

5. Introduction to AWS Hong Kong
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
HKT Leadership Team
Business Development
Field Business Development
Public Sector ENT/MMN
Field Solutions Architects
MMT Startup
Partner
Development
Technical
Support
Training
Professional
Services
Marketing &
PR

6. Organizational Tenets / Market Differentiation
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1. Customer Obsession;
We start with the customer and work backwards. We work vigorously to earn and
keep customer trust. Although we pay attention to competitors, we obsess over
customers -- > Workload Registration (BANT) vs Relationship (Account) Registration
2. Technical Selling Capabilities;
Technical architecture/solution focus via AWS Certified Sellers (AWS + Partner). On-
going follow-up on performance, availability and cost optimization. 99.9% of our
contracts, are from 100ms to 1 hour. If we cheat our customers, they can and should
walk away. So we never cheat our customers -- > Technical Workload Focus vs
Relationship Selling
3. Speak the Language of our Customers.
Customers seek partners to transform and innovate, our role is to be that
consultative partner, beyond cloud -- > Opportunity for partners with specific
segment domain expertise

7. Working Model / Considerations
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1. Field Reps Compensated Equally for Direct/Indirect Sales
Incentive to work with *effective* partners. -- > Try not to slow down the sales cycle.
Focus on providing and differentiating via value add (MSP + Migration Services). If you
have an exclusive/single source customer relationship, don’t cheat the
customer/mark-up pricing on AWS services just to meet your GP targets. AWS pricing
is transparent, customers are very open to AWS, so if you do this – we will normally
find out, as they will tell us and AWS field reps will find it difficult to work with you in
the future
2. Timing Matters, A Lot
This is a monthly recurring revenue business. A January deal billing flat-rate
US$10k/mth, is worth US$120k/ARR to the rep. Any delay of days/weeks/months,
has massive impact. We operate off Calendar Year Fiscal (Jan – Dec) -- > If you can
help an AWS with strong Q1 sell through, they will *LOVE* you

8. Working Model / Considerations
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
3. ENT/MMN/FCD -- > Named/Segment Focused; MMT -- > Everything Else
Today thousands of customers across all segments. HK Industry Key Segments: FSI,
Media, Local Conglomerate, T&L, Retail/Ecommerce, Gaming (MMORPG/Casual),
Pubic Sector (B&D, Higher Ed, K-12) -- > If you can map and speak the language of
these customers, let’s see how we can work together
4. Commitment/Focus Earns Trust (and Leads)
This isn’t a fulfillment business, this is a service business, built on top of hourly
contracts, not a VAR business. The selling/compensation/GTM mindset is different.
The programs we have to support you are different. We are happy to help and make
sure you make the *right* investments. If you can commit to experiment with AWS,
we can commit to you -- > There is a path to monetization, focused on
aggregation/scale, built around MSP development. This leads to a scalable, customer
obsessed, high margin business. It is challenging to monetize AWS as a traditional
VAR

9. Forward Looking View / Opportunities
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1. Greenfield Acquisition
We are a small BD team, and would love to work with you on any new technical
workload selling opportunities. We provide deal protection, PoC credits/support, and
can work you towards broader monetization
2. Joint Marketing
We run many end-user customer events throughout the year, after each event we
wish to run “Calls To Action”. If you are interested in hosting technical workshops
after said events, to drive technical workload opportunity generation, we would be
open to working with you, and may be able to make MD investments
3. HKG Region Launch
There will be an opportunity to focus on larger scale, DC migration/consolidation
projects, when HKG Region launches later in 2018. Partners will BD and Technical
Capabilities in this area will be in-demand

10. Forward Looking View / Opportunities
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
4. Centre of Excellence / Digital Transformation Approach
Many organizations are interested in learning about how to innovate like Amazon –
our “Working Backwards Approach”. AWS offers a professional services engagement
that can be resold by partners that involves development of people, product and
technology capabilities related to cloud and leverages AWS as an underlying
infrastructure platform to conduct initial digital experiments to validate capability
acquisition

11. E M A I L :
Z A N E M O I @ A M A Z O N . C O M
• Engage your PDM to initiate deeper
discussions with AWS Field Sales Team
leadership to see if/how/where we can
further work together
Next Steps
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12. Thank you
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