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GTM Aws

This document discusses strategies for a company to leverage the AWS cloud platform market. It analyzes potential target customer segments like startups, SMBs, and enterprises. It also outlines a revenue model focused on managed cloud services. Competitors in the local market are identified, and the document notes that as an AWS partner, the company will need to generate its own leads and revenue without lead support from AWS. Prerequisites for success include developing marketing, teams, service portfolios, certifications, and defining the target geography.

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Rohit Pandey
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195 views11 pages

GTM Aws

This document discusses strategies for a company to leverage the AWS cloud platform market. It analyzes potential target customer segments like startups, SMBs, and enterprises. It also outlines a revenue model focused on managed cloud services. Competitors in the local market are identified, and the document notes that as an AWS partner, the company will need to generate its own leads and revenue without lead support from AWS. Prerequisites for success include developing marketing, teams, service portfolios, certifications, and defining the target geography.

Uploaded by

Rohit Pandey
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd

GTM FOR AWS

Market study
Revenue Model
Competitors
Membership Advantage
Prerequisites

MARKET STUDY
The tendency towards AWS Cloud Platform in 2014 increases
35% more than 2013 and will eventually grow more in 2015.
Key players want to leverage Cloud because of the agility and
scalability of the Cloud Model.
Local Market is still searching for options because of certain
blockers due to mindset and lack of knowledge.
How we can leverage the market depends on the target
audience which can be
Startups
SMB & SME
Enterprise

STARTUPS
Startups are good for the first 2 quarters to build
confidence and showcasing our work to target audience
but due to low budget they are hard to acquire and retain.
If we are going to compete in the market and bring good
business considering Startups is important.
They will provide good Marketing depending how we
leverage them by digital media marketing for targeting
SME & SMB Market.

SMB & SME


These customers have multiple application which can be
migrated to Cloud.
They will only work when we have experience in
migrating application onto Cloud and have case studies
to showcase.
They can be targeted in the next two quarter after
building some use cases and experience.
There Audience provide better ROI and sustain with us
for a longer period if handled carefully.

ENTERPRISE
This Segment depends on our ability and experience in
migrating legacy application onto Cloud such as
SAP
Oracle

These can be targeted in the last quarter when we have


enough expertise, experience and a team to deliver the
commitment.
Acquisition of these customers will take longer but 10 of
these will built a sustainable revenue model for the
company.

REVENUE MODEL
There are Three models for revenue in the AWS
Ecosystem.
Net New Migration
Managed Cloud Services
Organization own IP
DevOps

Net New Account creation on AWS is necessary to level


up in the ecosystem from Standard to Advance to
Premier.

Managed Cloud Services should be the center for the


organization as migration can or can not provide enough
revenue to sustain the business as there are multiple
competitors in the market.
Managed Services model can provide revenue from two
sources.
Ticket based support
12*7*365 or 24*7*365 SLA Driven Support

This will bring the revenue required to sustain in the


business and build better chance of repeat business with
the existing customer.

COMPETITORS
Local market competitors are
Minjar (South & Global)
8K Miles (South & Global)
BlazeClan (Pune)
CloudCover (Pune)
Inteligrape (Delhi)

MEMBERSHIP ADVANTAGE
AWS provides credits for the organizations for marketing
events, trainings & POCs but this investment should be
returned to AWS as revenue as AWS monthly bill.
AWS is a customer centric organization rather than
partner centric approach.
AWS do not provide leads unless they want to do so.

Partners should generate leads and revenue entirely by


themselves.
AWS PMs will only push for Net New.
There is no support for MSP from AWS.

PREREQUISITES
Marketing Strategy
Team for execution
MSP Portfolio
DevOps Portfolio
Certifications
Target Geography

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