On Wednesday at AWS re:Invent 2024, the cloud giant launched a new SAP offering targeting SMBs, three new cybersecurity partner skills and increased the revenue partners can earn through the accelerator program of AWS migration. Here’s what you need to know.
From a new SAP offer and fund more partners for its popular Migration Acceleration Program (MAP) to launch several cybersecurity skills, AWS gives the chain a shot in the arm by 2025.
“We want to make sure that channel partners differentiate themselves based on the areas in which they deliver business results,” Ruba Borno, global head of channels for Amazon Web Services, told CRN. “I want partners to be more optimistic about the level of transformation and modernization they are delivering to their customers. We want them to be much more optimistic towards customers, to help our customers be more competitive in their industries.
Borno said AWS is launching several new offersprogram enhancements and AWS’s highly regarded capabilities to help partners in this area.
CRN breaks down seven new AWS Partner launches into AWS re:Invent 2024 Wednesday in Las Vegas.
DEVELOP with SAP on AWS
AWS has launched a new solution alongside SAP targeting the SMB market called GROW With SAP on AWS.
GROW with SAP provides cloud-native ERP software solutions created specifically for the SMB market.
“GROW with SAP is launching first on AWS and first on the AWS Marketplace,” Borno said.
“What value does this bring to customers? It streamlines integration with AWS generative AI services like Bedrock. It helps our customers build GenAI applications using real-time data from SAP, and that’s really how customers are going to benefit from investments in generative AI,” Borno said. “So we are very excited about this announcement, particularly for this cohort of customers and SMEs.”
The MAP program ceiling removed
Partners who leverage AWS’s popular Cloud Migration Accelerator Program (MAP) in large deals receive a major boost. AWS is eliminating the funding cap that partners can receive under the program.
“It used to be that if a partner sold a very, very large deal, there was a cap on the amount of financing they could get for that migration. Now we have eliminated this cap,” Borno told CRN. “We are eliminating the cap we previously had on how much we could pay partners. So it’s really exciting because partners can make more money through this.
AWS provides MAP funds to partners tied to key performance milestones and successful customer transformation and modernization.
“From now on, partners are rewarded for all of their work. It doesn’t just stop once they hit that ceiling and then they continue to do that work: they’re continually rewarded. The customer also benefits from this broader transformation,” she said.
Additional MAP funds for Greenfield and ‘biggest deals’
Additionally, Borno said AWS added a few strategic areas where MAP funding was being increased.
“So if you sell bigger contracts, you can make more money,” Borno said. “If you sell to first-time customers, you make more money. We do this because we recognize that the cost of acquiring these customers is higher.
New competence from AWS in digital sovereignty
AWS is launching a new digital sovereignty competency as solution providers need to gain more knowledge about specific requirements and regulations in different geographies.
“Many of our customers are very focused on the digital sovereignty requirements that they will need to comply with geo-by-geo, region-by-region, country-by-country,” Borno said. “We’re really excited about how this is going to help customers meet the requirements they need. »
At launch, partners who have already achieved AWS Digital Sovereignty Competency include major partners and vendors, including Accenture, Capgemini, Deloitte, IBM and NTT DATA.
AWS Security Competency for AI Security
Borno said one of the most basic requirements AWS hears from customers is cybersecurity.
“This has to be one of the main things we discuss with every partner and with every customer. This has always been important, but with generative AI, it has become even more critical,” Borno said.
AWS created its new security competency specifically focused on AI security.
“It’s just about responding and working backwards from customer demand: ‘When I adopt new generative AI technology, which partners can assure me that I have a good security posture?’ “, Borno said.
Amazon Security Lake and security incident response skills
Two other new features focused on security AWS Skills for partners include Amazon Security Lake Service Ready and AWS Security Incident Response Service Ready and Delivery.
“Both of these give customers confidence in a partner’s ability to help them determine if they have the right security posture with Security Lake and also with Incident Response,” Borno said.