Enabling partners, how can Amazon cloud technology "get on the horse and get a ride"?

Abstract ： Traditional system integrators , How to transform one-stop cloud service providers ？

“ Every week, there will be Amazon cloud's channel manager and BD The sales team comes to review and sort out the latest business opportunities with us , Guide us how to expand our customers , Improve business capabilities .”

Wudandong is from a high-tech enterprise in Xiamen CEO,2016 Xiamen Hanwei Software Technology Co., Ltd., which he founded in, was originally a local system integrator , Help customers back up data in local data centers 、 Build disaster recovery system .

Just a few years later , Hanwei has successfully transformed into a well-known public cloud consulting and solution provider in the southeast , Service coverage 7 More than... Industries 100 Customers . meanwhile , Hanwei became the first Amazon cloud technology partner in Xiamen , It is also one of hundreds of senior partners in China .

In the tide of cloud and digital transformation , A large number of partners have become an important ecological force for cloud manufacturers to expand their territory . at present , The general direction of policies of various cloud manufacturers in the field of partners is basically the same , The key to the competition lies in the support for regional partners and the fineness of services .

  Picture from photo network

Customize the development path , One on one personal service

Han Wei's own transformation , It is very representative among the partners of cloud manufacturers . From traditional IT Backup disaster recovery is transformed into a one-stop cloud service solution , From technology to team , Be reborn . This transformation is difficult to complete by the partners themselves , Amazon cloud technology combs a set of enabling partner methodology in practice , It is vividly summarized as “ Mount the horse , Send a ride ”.

First step ,“ Mount the horse ”, Empowering through cloud capabilities 、 Technology empowerment and other ways enable partners to have professional cloud service capabilities .

“ The team needs to learn more , To cover or serve customers , This is our biggest challenge .” Wudandong said .

Han Wei has successively won the Amazon cloud technology migration capability certification and Oracle Competency certification . In the industry , Amazon cloud's partner certification is known for its strictness , Obtaining certification means having professional service ability , At the same time, it trained the team .

“ Amazon cloud technology's ability certification for partners , The audit is very strict , The audit documents we have to submit are nearly 100 Multiple .”

Besides , Amazon cloud technology has planned the growth path of cloud capabilities for Hanwei based on its characteristics , Through technical training, Hanwei has established a group of mature and professional cloud service teams .

2022 At the beginning of year , Amazon cloud technology announced a new partner development path , Including software 、 service 、 Hardware 、 Five paths of promotion and training , Each partner can choose multiple paths at the same time according to their capabilities and goals , Meet the diversified needs of customers . Han Wei chose “ service + Software ” The path of , And will create MSP（ Hosting service provider ） One stop cloud service solution .

According to the industrial characteristics and its own advantages in the southeast region , Han Weijiang e-commerce 、 Network security 、 Games as the main field of deep cultivation . at present , Han Wei is already making 、 education 、 mining 、 Pharmaceuticals 、 retail 、 Internet 、 Industry services such as games exceed 100 Customers in Southeast China .

The second step ,“ Send a ride ”, Provide business opportunity sharing and companion Services .

At present, Hanwei has joined Amazon cloud technology global solution provider program and China solution provider program , Put its self-developed overseas Access Acceleration solution on Amazon cloud technology Marketplace, Achieve global sales channel expansion .

“ I think the partner mechanism of Amazon cloud technology is very good , They have a dedicated team of architects , I will give Han Wei one-on-one tutoring , Really go deep into our company , In team building , All fields of technical ability training will formulate a series of programs for us 、 plan , Come and cook for us every week review, Push us forward step by step .” Wudandong said .

Based in the Southeast , Accelerate Chinese enterprises to go to sea

In the southeast , Xiamen's digital economy is large in scale , Policy support for cloud enterprises is also strong .2020 year , The scale of Xiamen's digital economy has reached 3650 One hundred million yuan , Occupy GDP The specific gravity of 57%.2021 The scale of Xiamen's digital economy has broken through 4000 One hundred million yuan . According to public information , Xiamen 2020 Year started “ Cloud subsidies ” policy , Eligible enterprises can receive subsidies at most 50 Ten thousand yuan .

“ Many enterprises in Southeast China have started to go cloud or are already on the cloud road .” Wudandong introduced , A lot of clouds 、 The overseas customers are the core customer group after the successful transformation of Hanwei .

In the past , Han Wei's ability is limited to tradition IT, Customers are also in the local scope . Now? , With the help of Amazon cloud technology , Han Wei has accumulated more and more cases of going to sea on cloud . Take advantage of Amazon cloud technology's extensive and in-depth cloud services , Hanwei has created a cloud platform for teaching experiments 、 E-commerce online mall Services （SP-API） And overseas visits accelerate （SD-WAN） And other industry solutions .

In the e-commerce industry , Hanwei helps a big data analysis platform of an e-commerce industry , Realize the query response speed from the original minute level , Upgrade to the current second level .

In the manufacturing industry ,Yeastar Xingzong is a cloud switch manufacturer mainly for overseas markets . Han Wei helps Yeastar Reduce network latency to milliseconds , And built a high availability architecture with multiple availability zones , help Yeastar 2021 In, it achieved 80% Above growth .

In the Internet industry , Han serves to help a woman live APP Successful sailing , Realize the security compliance of overseas business platforms , At the same time, improve the performance of data analysis 2 times , The efficiency of the analysis report operation decision-making department has improved 50%.

Up to now , Amazon cloud technology has more than 10 Ten thousand partners , Including consulting partners 、 System integrator 、 Independent software developers 、 Various types of hosting service providers and value-added distributors . The successful transformation of Hanwei has become a model for more regional partners . Under the general trend of digital transformation of the whole industry , Regardless of the previous advantages and positioning of partners , Only their own cloud transformation , To drive into the fast lane of rapid development .

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This paper is about 「 Intelligent evolution 」 Original works .