The public cloud has become mainstream. For your customers, the question is not “if“ they move to the cloud, but “how” and “how fast?”. You have a great opportunity to deliver significant business benefit to your customers by helping them move at speed and scale onto AWS. In this session, we use customer examples to discuss the drivers exciting your customers to move to AWS, the business benefits to you in helping them make the move, the programs AWS has to support your migration projects, and migration sales and delivery best practices.

2. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Going Big in the Cloud: Migrations—
Opportunity for You and Your Customers
Andy Furner
Global Lead
Partner Migration Program
G P S B U S 2 0 3
Kalpan Raval
Global Lead
Migration Technology
Program
Jason Hatch
Global Lead
Capgemini

3. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Agenda
Opportunity
Customer
Partner
Lessons learned
Importance of the business case
Migration strategies
Emerging themes
Working together
Customers with partners
AWS with partners—programs, tools, and enablement

4. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Opportunity
Customer business drivers: Responding to disruption requires a
new model
Innovate
Innovation
and agility
like a startup
Retire technical debt
Focus IT on
what differentiates
your business
Reduce risk
Move to a more resilient IT
services model through a
secure and proven approach

5. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Opportunity
Customer business drivers: Common migration reasons
Innovation
and digital
transformation

6. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
The market is
large…in fact, huge!
Globally $2T is dedicated
to maintenance and
keeping the lights on
Opportunity
Partner business drivers: Stating the obvious
The public cloud
is becoming an
enterprise strategic
imperative
The “tire kicking”
has stopped
This is a strategic
imperative for AWS
We are investing to help
our customers benefit
from the public cloud
Customers
need help
Partners are critical
and will lead the way
$236 billion
Public cloud market by 2020 (forrester)
Disrupt or Be Disrupted

7. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Strategy/assessment Readiness and planning Migration and management
Opportunity
Partner services and tools
Migration readiness
assessment (MRA)
Migration
Rapid
discovery
Directional
business case
Migration readiness and planning (MRP)
Operating
model
Landing
zone
Migration
expertise
Skills/CoE
Security and
compliance
Discovery
and planning
Migration
business case
Migration
plan
Discover
Design
Discover
Discover
Validate
Cutover
Operating
model

8. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Opportunity
A real life example
Jason Hatch
Vice President
Cloud Adoption
Capgemini

10. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.

11. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Lessons learned
Business justification is critical
An effective business case and the process to create it helps
remove friction to adoption of the cloud and identifies the key
stages and costs of migration to AWS
Customers that complete a business case migrate faster
Key building blocks for business case development
Infrastructure
savings
Task
hour savings
Migration costs and
multi-year savings
Business value and
agility and innovation

12. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Business case
Migration sales motion
First call Assessment
Security and
compliance
Discovery
and planning
Migration
business case
Migration
plan
Migration
expertise
Skills/CoE
Operating
model
Landing
zone
Planning
Rapid
discovery
Refined TCO
+
First call
deck presentation
Rapid opportunity
calculator
+
1 2 3 Migration deal
AWS ROC—free online Partner tool—funded Consulting—for fee

13. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Lessons learned
Migration strategies
Balancing speed and modernization to drive business benefit

14. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
1 Retain
Workloads are kept in situ
and are not changed in any way
Unresolvable dependencies,
custom Linux kernels, non-x86, AS400, and
others
2 Retire Workloads are retired from use Existing decommission scope
3 Re-host Workloads moved to the cloud, lift-and-shift
Minimal re-engineering, IP, DNS,
file path changes, Win 2008, RHEL, and others
4 Re-platform
Workloads moved to the cloud with some
changes to support use of cloud concepts,
for example, elasticity, failover
Broader changes, use of higher-level
AWS servers, for example, Amazon Relational
Database Service (Amazon RDS)
5 Re-factor
Workloads require significant re-engineering
in order to run on the cloud
Significant re-engineering, for example, to Linux,
server-based to serverless
6 Re-purchase
Workloads are candidates for
migration to SaaS-based solutions
On-premises CRM to SaaS CRM,
Exchange to WorkMail, and others
Migration strategies
Typical project profile
10%
5%
40%
30%
10%
5%

15. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Lessons learned
Early partner and AWS engagement
Agreement and coordination of selling approach
Alignment on migration methodology
Coordinated customer education
Joint business case development
… demonstrates we have been there before together and
inspires confidence and commitment in the customer
Speaking the same language, following the same process …

16. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.

17. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Emerging migration themes
Balancing speed and modernization to drive business benefit
Container modernization
Eliminating legacy
SAP
Mainframe migrations
Migration Pattern Library
SAP

18. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Containers for application migration
Provision and bind
Service broker
AWS
Application Catalog/marketplace

19. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Customer-first approach with AWS
and partners to migrate mainframes
Architecture
design
Statement of work
(SOW)
Complex
proof of concept
(POC)
Tools
presentation
AWS migration
patterns
Mainframe
questionnaire
Customer
AWS
ISV
SI
Delivery

20. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
X-ray vision
SAP rapid migration test program with AWS (fast)
+
Oracle
SAP BW (prod)
Export Load
On-premise Amazon Web ServicesConverted data to SAP HANA format
SAP
HANA
SAP BW on HANA (prod)
Entire BW
landscape migration
to BWoH/NLS on AWS Cloud
Faster runtime
for top five reports
35 Day storage
amount for database
backup from 605TB
Simple
Fast
Low cost

21. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
AWS Migration Pattern Library
https://mpl-proserve.amazonaws.com/
Thousands of patterns expected
Value
Lead generation Generate leads showcasing your capabilities and differentiators
Agility Represent how your solutions/services align across existing patterns
Exposure Highlight your company, skillsets, people, methodologies, and tools
Sign up and contribute patterns now!
Migration pattern A prescriptive solution for a migration scenario based on the “target
architecture” and “options” available
Migration Pattern
Library
A collection of organized and curated patterns for migrating enterprise
workloads to AWS
Purpose Provide customers with confidence and capability to migrate their
workloads to AWS

22. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.

23. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Working together
AWS with partners
Migration competency
Consulting/delivery/technology
Sets the bar for migration capabilities
Requires MSP or devops competency
AWS migration investment requires competency
Migration training and enablement
Pre-competency, general, and MAP-specific
Self-paced, classroom, workshops, white board sessions,
train the trainer
Delivery and go to market teams
Migration programs

24. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.

25. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Working together
Migration programs
AWS Migration Acceleration Program (MAP)
AWS Partner Migration Program (PMP)
Programs open to AWS Migration Competency Partners
If you are not a migration competency partner you can see
requirements here: AWS Migration Competency Requirements

26. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
This stages of adoption path describes
a common journey customers take to
drive innovation and value through
the cloud
Project stage
Foundation stage
Migration stage
Reinvention
Working together
Migration programs: When to use?
PMP MAP

27. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Working together
Program components
Migration methodology AWS and partner tools AWS partners
AWS investment AWS training AWS Professional Services

28. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Assessment Readiness and planning Application migrations
Working together
Migration programs: Project approach
Migration readiness
assessment (MRA)
Migration
Rapid
discovery
Directional
business case
Migration readiness and planning (MRP)
Operating
model
Landing
zone
Migration
expertise
Skills/CoE
Security and
compliance
Discovery
and planning
Migration
business case
Migration
plan
Discover
Design
Discover
Discover
Validate
Cutover
Operating
model

29. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Assessment Readiness and planning Application migrations
Working together
Migration programs: Investments
Migration Readiness
Assessment (MRA)
MigrationMigration Readiness and Planning (MRP)
Discover
Design
Discover
Discover
Validate
Cutover
Operating
model
Operating
model
Landing
zone
Migration
expertise
Skills/CoE
Security and
compliance
Discovery
and planning
Migration
business case
Migration
plan
AWS investments
Cash
Credits
AWS Professional Services
AWS training
Discounted tools

30. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.

31. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Working together
Migration tools
Assessment Migration readiness and planning Application migrations
Automation for increased speed and reduced cost
Application
Discovery
Service
Server
Migration
Service
Database
Migration
Service
Application
Discovery
Service

32. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Migration tools
AWS Migration Hub
Simplify and accelerate migration execution
A single location to track the progress of application migrations across AWS and partner solutions

33. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Innovating for customers
RISC Networks
Cloud migrations begin with the question, “What do I
have that can go to the cloud?”
Companies develop in-house methods to figure out
what to move
Issues arise that compress timelines
Excel scorecards Workbook polling
“We want to go to the cloud, but we have 400
apps. We’re running out of storage!”
InteractiveIn-platform survey
Business objective
Looking to revitalize and revamp its application
delivery process, Eastman was ready to begin migrating
to the cloud and shed technical debt

34. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Prioritization and wave planning
RISC Networks
300+
Applications prioritized
Servers discovered
~1,500
30+
Shared database
dependencies mapped
Industry: Manufacturing
Results and impact
• Developed criteria to determine which
applications to move and where
• Deprioritized ”big four” manufacturing apps due
to high risk dependencies,
• Created a multi-year migration wave plan, with
full migration by 2020
“There was no more ‘he said, she said,’ only
verifiable data that we could depend on.”
- Matthew Campbell, corporate IT architect, Eastman

35. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.

36. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Working together
Partner enablement
AWS Navigate Program
Self-paced APN training for
partners on how to build AWS
migration practice
Self-paced online labs
to learn AWS services and
practice skills at low cost
Train the trainer
with strategic partners to
drive education at scale
Just in time training
AWS partner migration solution
architects and professional services
Joint customer engagement
MRA or specialist
solution workshops
Joint project work
Workshops
AWS partner migration SAs
and professional services

37. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Working together
Partner enablement: AWS Navigate Program
E-learnings Advanced
resources
Well-architected
framework guidance
Solution
validation
Differentiate
your practice
1 2 3 4 5
Standard tier Advanced tier
https://aws.amazon.com/partners/navigate/migration/

38. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Next steps
If you have a migration opportunity …
Submit migration opportunities to AWS through
the standard process via the APN portal and state
in the description that this is a “Migration Opportunity”
Most important: let your AWS PDM know that you have a migration
opportunity
If you are not a migration competency partner you can see
requirements here: AWS Migration Competency Requirements
Get started with the AWS Navigate Program for migration:
https://aws.amazon.com/partners/navigate/migration/

39. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.

40. Thank you!
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.