AWS Partner Summit Singapore, Keynote address with Stephen Orban - Head of Enterprise Strategy, Amazon Web Services.

1. SAN FRANCISCO
©2015, Amazon Web Services, Inc. or its affiliates. All rights reserved

2. The Enterprise CIO Viewpoint
How to Partner with the Top IT executive
Stephen Orban, Head of Enterprise Strategy, AWS

3. My history as an IT Executive
Various
leadership
positions CTO & Co-Founder
Head of
Enterprise
StrategyCIO, CTO

4. My history as an IT Executive
Various
leadership
positions CTO & Co-Founder
Head of
Enterprise
StrategyCIO, CTO

5. CIO Solar System
CIO
Background
Existing
Legacy
Tenure
Staffing
Strategy
Company
Financials
Enterprise
IT Map
Security
Posture
Exec Team

6. Let’s talk about the CIO…
The CIO is a business executive.
IT is their contribution to the business.

7. The CIO is a business executive
• Mission is to solve problems for
the business, not buy
technology
• They became a CIO through
hard work, ambition, and help
• Partners understand and listen
• Partners help them solve
problems and make them
successful

8. Executive team
Understand executive team motivations, influence,
and pressures put on CIO
• Where does CIO report?
• Global or business unit matrixes?
• CEO - competition, innovation, costs
• CMO - BI, analytics, brand launches/microsites
• CFO - costs, opex vs. capex, the street
• CRO - product development/monetization
• Lieutenants in other departments, particularly Finance
and Marketing
• Where is there shadow IT?

9. Company financials
Never talk to an IT executive until you
understand their financial positioning
• Revenue/profit shrinking or growing
• Price sensitivity
• Public vs. private pressures are different
• IT budget will range from 2-10% of
revenue, product development is a wild
card

10. Staffing strategy
Never talk to an IT executive until you
understand their staffing strategy
• Size of staff, how they’re organized
• Staff as a percentage of IT budget (multiply
by $120,000-$180,000 depending on size of
industry/location)
• Propensity to outsource

11. IT map - Traditional IT
E-mail, Productivity,
Collaboration, HR,
Finance, ERP
Desktop Support, Device
Management, Telephony,
IT Support
Information Security, CISO
Encryption, Key Management, Identity
Management, Firewalls, IDS, DDoS
Business Applications
CTO/VP Applications
Digital Products, Brand
Websites, Mobile
Applications, Point of Sale
Systems, Commerce
Corporate Applications
CIO/VP Corp Systems
End User Computing
VP IT Support
Infrastructure, VP Infrastructure Servers, Storage, Networking, Databases,
Data Warehousing, Data Centers

12. IT map - Traditional IT
E-mail, Productivity,
Collaboration, HR,
Finance, ERP
Desktop Support, Device
Management, Telephony,
IT Support
Information Security, CISO
Encryption, Key Management, Identity
Management, Firewalls, IDS, DDoS
Business Applications
CTO/VP Applications
Digital Products, Brand
Websites, Mobile
Applications, Point of Sale
Systems, Commerce
Corporate Applications
CIO/VP Corp Systems
End User Computing
VP IT Support
Infrastructure, VP Infrastructure Servers, Storage, Networking, Databases,
Data Warehousing, Data Centers

13. IT map - Traditional IT with AWS
Amazon WorkMail,
Amazon WorkDocs, AWS
Marketplace, AWS
Directory Service, SaaS
Amazon WorkSpaces, Amazon
AppStream, AWS Marketplace,
AWS Mobile Services, SaaS
Information Security, CISO
AWS Identity and Access Management (IAM),
AWS CloudHSM, AWS Key Management
Service (AWS KMS), Security Groups, AWS
Marketplace
AWS Elastic Beanstalk, AWS
Lambda, Amazon SQS,
Amazon SNS, Amazon Mobile
Analytics, Amazon CloudFront
Corporate Applications
CIO/VP Corp Systems
End User Computing
VP IT Support
Infrastructure, VP Infrastructure
Amazon EC2, Amazon S3, Amazon RDS, Amazon
VPC, Amazon Direct Connect, Directory Service,
IAM, AWS Service Catalog
Business Applications
CTO/VP Applications

14. IT map - Traditional IT with AWS
Amazon WorkMail,
Amazon WorkDocs, AWS
Marketplace, AWS
Directory Service, SaaS
Amazon WorkSpaces, Amazon
AppStream, AWS Marketplace,
AWS Mobile Services, SaaS
Information Security, CISO
AWS Identity and Access Management (IAM),
AWS CloudHSM, AWS Key Management
Service (AWS KMS), Security Groups, AWS
Marketplace
AWS Elastic Beanstalk, AWS
Lambda, Amazon SQS,
Amazon SNS, Amazon Mobile
Analytics, Amazon CloudFront
Corporate Applications
CIO/VP Corp Systems
End User Computing
VP IT Support
Infrastructure, VP Infrastructure
Amazon EC2, Amazon S3, Amazon RDS, Amazon
VPC, Amazon Direct Connect, Directory Service,
IAM, AWS Service Catalog
Business Applications
CTO/VP Applications

15. IT map - A cloud-first tomorrow
Information Security, CISO
Business Applications
CTO/VP Applications
DevOps, VP DevOps
Corporate Applications
CIO/VP Corp Systems
End User Computing
VP IT Support
Customers need partners to get there
Amazon WorkMail, Amazon
WorkDocs, AWS Marketplace,
AWS Directory Service, SaaS
Amazon WorkSpaces, Amazon
AppStream, AWS Marketplace,
AWS Mobile Services, SaaS
AWS Identity and Access Management (IAM),
AWS CloudHSM, AWS Key Management
Service (AWS KMS), Security Groups, AWS
Marketplace
AWS Elastic Beanstalk, AWS
Lambda, Amazon SQS,
Amazon SNS, Amazon Mobile
Analytics, Amazon CloudFront
Amazon EC2, Amazon S3, Amazon RDS, Amazon
VPC, Amazon Direct Connect, Directory Service,
IAM, AWS Service Catalog

16. Enterprise IT map - Considerations
• AWS can fit in anywhere - always be piloting.
AWS can help you (i.e. POC programs)
• Know where security reports
• How centralized is infrastructure
• How much autonomy do application groups
have
• Duplicated application teams will probably
mean more autonomy

17. Enterprise IT map - Infrastructure
• Key long term relationship
• DevOps or cloud division?
• Sentiment on existing private cloud?
Where are supporters?
• Win them over, carefully call out blockers
to CIO

18. Enterprise IT map - Identify key lieutenants
• Determine where most time needs to be spent:
• VP’s <$1B revenue
• Directors $1B+ revenue
• Who does CIO trust?
• Look for up and coming stars
• Have something new and meaningful when
going to CIO
• When possible, get lieutenants to advocate

19. The CIO’s background
Provides clues to their motivations
• Developer
• Infrastructure
• Finance
• Business
• Tenure (next)

20. The CIO’s tenure
Provides clues to their
appetite for change
• Tenure with company
• In the CIO role at that company
• In the CIO role
A newly minted CIO will be looking to
make their mark

21. Existing legacy
The older the company, the more legacy
concerns and the longer their journey
• 70’s-80’s – mainframes
• 90’s – heavy licensing and client server
• 00’s – outsourcing and frameworks
• 10’s – SaaS
When was the last big transformation?
Was it successful?

22. Far better security posturing in the cloud than on-premises
AWS Security
approach
Size of AWS
Security team
Visibility
PEOPLE & PROCESS
SYSTEM
NETWORK
PHYSICAL
Security

23. Each customer journey is unique, but here’s what
we see along the way…
Executive
Sponsorship
Experiment
Educate Staff
Making it Real

24. Each customer journey is unique, but here’s what
we see along the way…
Executive
Sponsorship
Experiment
Educate Staff
Making it Real
Cloud Center of
Excellence
Hybrid
Adoption
Cloud-First
Standard
Engage
Partners

25. SAN FRANCISCO