In this chalk talk, we discuss how to overcome the challenges of moving from a traditional managed service provider (MSP) to a next-generation MSP on AWS. Topics include a next-generation services model with a strategy around DevOps, automation, and guiding customers in a self-service manner.

2. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Overcoming the Challenges of Being
an AWS Next-Generation MSP
G P S C T 3 1 2
Keith M. Lafaso
Sr. Partner Solutions Architect
AWS Partner Network
Adrian R. SanMiguel
Sr. Partner Solutions Architect
AWS Partner Network

3. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Agenda
Evolution from a traditional MSP
What is Next-Gen MSP?
Open discussion, whiteboarding, idea sharing
Concluding remarks, resources, and next steps

4. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Related breakouts
Monday, November 26, 2018
GPSBUS205 - Build a Profitable and Customer-Centric Next-Gen MSP Practice
6:15 p.m. – 7:15 p.m. – Aria East, Level 1, Joshua 8, T2

5. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.

6. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
What’s your favorite sandwich?

7. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
The market is demanding Next-Generation AWS MSPs

8. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Ok―What’s in it for us?
3%
22%
39%
22%
7%
1%
6%
Strategy, planning, assessment, and advisory
Initial design, rebuild, migrate, and deploy
Follow-on design, rebuild, migrate, and deploy
Next-generation managed services
AWS resale and business support
Third-party application resale
Value-add IP
Your
Total
Margin
Benefits
The global MSP market
will be an estimated $53.8
BILLION by 2020
An effective ProServe
lead-in opens the door to
competing for 70% of this
opportunity
$37.9 BILLION
Without it - $15.9 BILLION

9. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.

10. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
A MSP with SI capabilities, and more –
Deep Partnerships with AWS

11. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
A MSP with SI capabilities, and more –
Dev first, by default
DevOps
transformations
Enable your
customers to use the
cloud to solve
problems
Infrastructure as
code
DevOps is not just
for your customers
If you log in – you
have failed
Tooling
Build and maintain
tool chains for your
customers to use, so
they don’t have build
and maintain them
Training
Help customers
update their
processes and
integrate with your
tools & guidance

12. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
A MSP with SI capabilities, and more –
Teams with deep knowledge and proven expertise in execution

13. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
A MSP with SI capabilities, and more –
Build your team with specialists in mind

14. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
A MSP with SI capabilities, and more –
Knowing how to approach customers with a ProServe lead-in

15. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
The most important aspect

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

17. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Homework/Call-to-action
adrianrs@amazon.com
lafaso@amazon.com
pdm@amazon.com
REGISTER!
Partner Validation Checklist

18. Thank you!
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Keith M. Lafaso
Sr. Partner Solutions Architect
AWS Partner Network
Adrian R. SanMiguel
Sr. Partner Solutions Architect
AWS Partner Network

19. © 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.