AWS Well-Architected

Partner Program
(WA-P)

~○○~

WA-P Service Partner

Workflow & Funding Guide
September, 2023

Amazon Confidential - AWS WAPP – Partner Workflow and Funding Program Guide 1
Notices

This document is provided for informational purposes only and does not create any offer,
contractual commitment, promise, or assurance from AWS. Any benefits described herein are at
AWS’s sole discretion and may be subject to change or termination without notice. This
document is not part of, nor does it modify, any agreement between AWS and its customers
and/or APN Partners.

Amazon Confidential - AWS WAPP – Partner Workflow and Funding Program Guide 2
Change Log:

Date Page Change Description

#
Jan 2023 6 Updated Import ARN with new Partner Central 2.0 screenshots
Jan 2023 13 How to create ACE Opportunities
Jan 2023 15,16 How to update organization changes
Jan 2023 17 Update on 2023 Remediation Funding availability
Mar 2023 6 Update to Import ARN requirement for funding
Mar 2023 6 Update to include User Roles eligible for Bulk Upload
Mar 2023 7 Add 4th bullet to ‘Important Things to Note’
Mar 2023 17 Update on 2023 Remediation Funding availability
Mar 2023B 17 Update only funds requestor will receive notification of voucher
April 2023 5,19 Update to reflect remediation funding now sent to partner
April 2023 7 Add instructions for reporting of GovCloud workloads
May 2023 8 Add ARN Upload Troubleshooting section
May 2023 11 & Add requirement for ACE Remediation Opportunity & AWS Sales
19 Opportunity must be in Tech Validation Stage
May 2023 21 New Funding Flow diagram adding steps to engage AWS Account
Team
Jun 2023 18 Added detail on types of questions for remediation funding
requirement
Jun 2023 20 Updated to change voucher recipient to partner
Sept 2023 19 Update Funding instruction to reflect APFP process
Sept 2023 20 Update Funding Flow diagram to reflect APFP process

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AWS Well-Architected Partner workflow
Table of Contents
Notices..........................................................................................................................................2
Overview ............................................................................................................................... 5
The AWS Well-Architected Review ........................................................................................ 5
AWS Well-Architected Partner Program Requirements ...............................................................5
Reporting Workloads ............................................................................................................ 6
ARN Import Feature .......................................................................................................................6
Troubleshooting: ...........................................................................................................................7
Important things to note: ...............................................................................................................8
Partner Workload in Partner Account ........................................................................................ 10
Cu.stomer Workload in Partner Account .................................................................................... 10
Customer Workload in Customer Account ................................................................................. 11
AWS Well-Architected Partner Program Requirements ............................................................. 11
Workload Share Feature ............................................................................................................. 12
How to Create an APN (Partner Central) Opportunity .........................................................14
Reporting Organization Changes .........................................................................................16
HRI Remediation Funding Requests .....................................................................................18
Requesting Funding.................................................................................................................... 19

Amazon Confidential - AWS WAPP – Partner Workflow and Funding Program Guide 4
Overview
This document is for partners in the AWS Well-Architected partner program and provides
guidance on reporting of reviews, requests for funding, and organization change reporting
requirements.

The AWS Well-Architected Review

All AWS Well-Architected workloads must be reviewed using the AWS Well-Architected tool in an
AWS account owned either by the customer, or the partner.

Present findings back to the customer, and identify improvement opportunities with an emphasis
on High-Risk Issues (HRIs) with the workload. We recommend collaborating with the AWS
account team, partner team, or the AWS Well-Architected team to put together a SOW to agree
with the customer on next steps. If the customer has Business or Enterprise support, collaborate
with the customer’s AWS Support Technical Account Managers (TAMs) to create the SOW.

To ensure accurate reporting, the partner’s AWS ID must be entered into the Review Owner field
in the WA tool.

AWS Well-Architected Partner Program Requirements

Joining the program in 2023
To join the program, partners must complete the following:
• AWS Select Tier or higher
• Identified Executive Sponsor (SVP or higher)
• Minimum of two Well-Architected Leads per applicable Geo who hold AWS Certified
Solutions Architect – Professional certificate
• Complete executive conversation & onboarding video
• Two SA Pro leads per Geo complete AWS Well-Architected Onboarding training
• Complete Business Integration Checklist (BIC) and provide integration project plan
• Include AWS Well-Architected as an element in go-to-market materials
• Within 3 months of completing AWS Well-Architected training
o Conduct a minimum of 4 workload reviews (production or pre-production)
o Resolve a minimum of 12 high-risk issues (HRs) on production or pre-production
workloads

Earning and maintaining Confirmed status in 2023

To remain in the program, partners must maintain the following:
• AWS Select Tier or higher
• Complete Business Integration Checklist (BIC) and provide integration project plan
• Include AWS Well-Architected as an element in go-to-market materials
• Conduct a minimum of 20 reviews on production or pre-production workloads
• Resolve a minimum of 60 high-risk-issues (HRIs) on production or pre-production workloads
• Submit a minimum of 20 ACE Opportunities tagged as ‘Well-Architected’ (review or
remediated)

Amazon Confidential - AWS WAPP – Partner Workflow and Funding Program Guide 5
Reporting Workloads
ARN Import Feature
Partners can utilize the ARN Import feature to upload ARNs of Well-Architected Framework
Reviews that they have conducted or are conducting for customers, in order to report and track
their workloads in the WA Partner facing dashboard in Partner Central (APN). View instructional
video here. ARNs must be uploaded using the ARN Bulk Upload tool prior to requesting funding.
Please note the following before proceeding with the steps below:

• User Role must be an Alliance Lead or Alliance Team Member or Technical Staff
• Partner profile must be on one of these Paths: Software or Services with Path Stages either
Validated or Differentiated.

1. To upload ARNs, sign into AWS Partner Central, and in the TOP navigation pane, click
“Build”, then “Well-Architected Workloads”

2. Click “Download CSV Template” and input your ARN(s) in the downloaded template, on
different rows. (The ARN can be found on page 4 of the Well-Architected Report)

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 3. Select Upload Files or drop files and click “Import” button
4. Click “Done”

To upload an AWS GovCloud workload via the ARN Upload Tool, remove/delete the “-us-gov”
that precedes “:wellarchitected” in the ARN string, then upload. Please also ensure your Partner
ID is associated with the host AWS Account of the uploaded workload by accurately completing
an ACE Opportunity

Troubleshooting:
Issue Encountered Root-Cause(s) Resolution(s)
“ARN not found, try 1. The WAFR was created within 1. Re-upload ARN(s) after 48
uploading after 48 the last 24hours, and its record is hours.
hours” yet to exist in the WA-Tool's data
warehouse (Internal batch jobs 2. Double-check the ARN string for
runs once daily to process an incorrect character (e.g. "l"
actions/updates made in the WA- instead of a "1" in the ARN string).
Tool) The ARN is located on page 4 of
the generated Well-Architected
2. The ARN does not exist. report.
"ARN upload failed. The ARN has been uploaded by a
Please contact the WA different partner via the ARN If the WAFR is co-owned with
Partner Team at aws- Import Tool another Partner, the WAFR is
well-architected- attributed to the Partner that first
[email protected];” performs the upload.

"Invalid ARN format. If The workload id is less than the

error persists, contact 32-character alphanumeric string The workload id is less than the
the WA partner team at 32-character alphanumeric string.
aws-well-architected- The correct ARN is located on
[email protected]" page 4 of the generated Well-
Architected report.

Uploaded ARN with 1. Partner is not associated with

“Not Approved” status the host AWS Account for the Associate with the host AWS
in the ARN Upload view WAFR Account by submitting an ACE
Opportunity. Input the AWS
2. The WAFR has been deleted Account ID that the WAFR resides
from the WA-Tool in the AWS Account ID field and
also select Well-Architected in the
3. Uploaded WAFR was not APN Programs field.
created or has not been modified
in current calendar year

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Important things to note:

• The Partner facing dashboard only shows the aggregate count of HRIs and workloads that
are created or modified in the current calendar year.
• Allow for 24 – 48 hours after importing your ARN(s) for them to reflect in the Partner facing
dashboard.
• Ensure that an Opportunity is created for reviews conducted for Customers.

Input your Partner/APN ID in the "Review Owner" field when creating/defining your workload in the
WA-Tool. Your Partner/APN ID can be found on your Partner Scorecard located in ACE/Partner
Central.

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There are two types of Opportunities, Review and Remediation.

Review Opportunity

A Review Opportunity is used to report to AWS that you have identified an Opportunity to
conduct an AWS Well-Architected Framework review. This Opportunity should be marked as
"launched" as soon as the initial review is complete.

The following fields are required on a Review Opportunity:

• Partner Project Title i.e. WAFR - <Enter Unique Workload Name>:
• WAFR Project Description:
• APN Programs: Well-Architected
• Expected Monthly AWS Revenue: $1
• Additional Comments:
o ARN of Workload.
▪ If this opportunity is for multiple workloads, please list each ARN separated
by a comma. To locate an ARN, navigate to the Well-Architected Tool in
the AWS Console and select the workload you are reporting, then click on
Properties. This will display the ARN for that specific workload.
▪ All ARNs must be in this format: arn:aws:wellarchitected:us-east-
1:123456789:workload/a012b34567891011c1213d14151617eg

Review Opportunities are not recorded on the partner scorecard.

AWS Originated Opportunity

Please select Well-Architected in the APN Programs Field.

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Remediation Opportunity

A Remediation Opportunity should be logged when the customer agrees to move forward with
remediation using the Partner's consulting services. The Opportunity value should be the total of
any new services to be deployed in the revised architecture.

The following fields are required on a Remediation Opportunity:

• Partner Project Title: WA Remediation - <Unique Workload Name>
• Project Description: Describe the following -
o New services:
o Issues resolved:
• APN Programs: Well-Architected
• Estimated AWS Monthly Recurring Revenue: $ estimate of new services.
• Additional Comments:
o ARN of Workload
▪ If this opportunity is for multiple workloads, please list each ARN separated
by a comma. To locate an ARN, navigate to the Well-Architected Tool in
the AWS Console and select the workload you are reporting, then click on
Properties. This will display the ARN for that specific workload.
▪ All ARNs must be in this format: arn:aws:wellarchitected:us-east-
1:123456789:workload/a012b34567891011c1213d14151617eg

Remediation Opportunities should be marked as "launched" when a minimum of 45% of HRIs

have been recorded as resolved via a milestone in the AWS Well-Architected tool. Only
successful Remediation Opportunities are recorded on the partner scorecard as "launched
opportunities" for tier attainment and compliance.

Both ACE Remediation Opportunity & AWS Sales Opportunity MUST be in Tech Validation stage
to be considered for HRI Remediation Funding. If a Remediation Funding Request is submitted
and either the ACE Remediation Opportunity or the AWS Sales Opportunity is NOT Tech
Validation, the funding request will be denied. For further details on Technical Validation, see the
ACE Opportunity Submission Quick Guide

Remediation Opportunities may qualify for additional funding to help offset the cost of
remediation through Partner Opportunity Acceleration (POA) funds when the remediation drives
new revenue or a migration.

Partner Workload in Partner Account

If the workload is internal to the partner (owned and operated by the partner for internal usage,
such as internal CRM, ERP, billing systems etc.) with no external customer, then no Opportunity is
required.

Customer Workload in Partner Account

Reviews performed in the partner account for the customer do require an Opportunity.

Amazon Confidential - AWS WAPP – Partner Workflow and Funding Program Guide 10
Customer Workload in Customer Account
For a review to be counted automatically in the AWS Well-Architected tool an APN Opportunity
must be created with the customer account ID identified, AND the required fields completed. If
the partner has already recorded influence against the customer account then no additional
action is required.

All AWS Well-Architected Opportunities, whether they do or do not result in an increase in net
new AWS revenue, must be entered into Partner Central, ACE Pipeline Manager. Do a search: ACE
Pipeline Manager User Guide for more information. Please work with your AWS Account
Manager to keep the Opportunities up-to-date in AWS Salesforce.

To claim POA funds (Partner Opportunity Acceleration) on a remediation activity when the
remediation drives new revenue or a migration, you first need to create a new opportunity in
Partner Central for the remediation work.

All Opportunities must have the AWS Account ID of the customer specified in the
Opportunity Detail in the “AWS Account ID” field; otherwise the reviews will not be
recorded. The AWS account ID must be the account where the workload was reviewed.

After improvements have been made to the workload, it is essential that the responses to
the questions in the AWS Well-Architected tool are updated to reflect the improvements.
After updating the responses, a milestone must be saved. If not saved, HRI remediation will
NOT be recognized for funding or program participation compliance.

AWS Well-Architected Partner Program Requirements

If the initial AWS Well-Architected Framework Review (WAFR) engagement does not generate
net new AWS
Joining revenue, in
the program the2022
ACE validation team will assign it in Salesforce as a “Partner Record”
which does not require a revenue
To join the program, partners must amount. This allows
complete you, the AWS Well-Architected partner, to
the following:
provide
• AWS visibility
Advancedto theTier
AWS sales team on AWS Well-Architected Framework Reviews without
or higher
requiring fields (like “Revenue”)
• Identified Executive Sponsor that(SVP
are or
nothigher)
in alignment with the Opportunity.
• Minimum of two Well-Architected Leads per applicable Geo who hold AWS Certified
Note: Solutions
This type Architect
of Salesforce Opportunity
– Professional record does not count towards tier requirements as it
certificate
does
• not generate
Complete net newconversation
executive AWS revenue.& onboarding video
• Two SA Pro leads per Geo attend AWS Well-Architected bootcamp (1-day workshop)
This
• designation does notintegration
Complete business change your ability to
checklist andshow the Opportunity
provide as Launched
integration project plan in Partner
Central
• Include AWS Well-Architected as an element in go-to-market materials not count toward
or the ability for AWS to mark as Launched, but per the above, it does
tier
• requirements.
Within 3 months of completing AWS Well-Architected bootcamp
o Conduct a minimum of 4 workload reviews (production or pre-production)
Lastly,oplease make
Resolve sure you go
a minimum of back to the AWS
12 high-risk Well-Architected
issues Tool and
(HRs) on production update the workload
or pre-production
with the improvements
workloads completed in order for your customer to qualify for remediation funding.

Earning and maintaining Confirmed status in 2022

To remain in the program, partners must maintain the following:
• AWS Advanced Tier or higher
• Complete business integration checklist and provide integration project plan
• Include AWS Well-Architected as an element in go-to-market materials
• Conduct a minimum of 20 reviews on production or pre-production workloads
• Resolve a minimum of 60 high-risk-issues (HRIs) on production or pre-production
workloads
•
AmazonSubmit a minimum
Confidential of 20
- AWS WAPP ACE Opportunities
– Partner tagged
Workflow and Funding as ‘Well-Architected’
Program Guide (review or 11
remediated)
Workload Share Feature
When a WAFR is conducted in a Customer’s account, Partners can utilize the Workload Share
feature to share a workload that you own with other AWS accounts and IAM users in the same
AWS Region.

To share a workload:

1. Sign in to the AWS Management Console and open the AWS Well-Architected Tool console
at https://console.aws.amazon.com/wellarchitected/.
2. In the left navigation pane, choose Workloads.
3. Select a workload that you own in one of the following ways:
i. Choose the name of the workload.
ii. Select the workload and choose View details.
4. Choose Shares and choose Create to create a workload invitation.
5. Enter the 12-digit AWS account ID or the ARN of the IAM user that you want to share the
workload with.
6. Choose the permission that you want to grant.
Read-Only: Provides read-only access to the workload.
Contributor: Provides update access to answers and their notes, and read-only access to the
rest of the workload.
7. Choose Create to send a workload invitation to the specified AWS account or IAM user.

If the workload invitation is not accepted within seven days, the invitation is automatically
expired.

If an IAM user and the user's AWS account both have workload invitations, the workload
invitation for the IAM user determines the user's permission to the workload.

To see who has shared access to a workload, choose Shares from the Workload Details page.

To prevent an entity from sharing workloads, attach a policy that

denies wellarchitected:CreateWorkloadShare actions.

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Workload Reporting Flowchart

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How to Create an APN (Partner Central) Opportunity
Log into the APN Portal/Partner Central (If you do not have an APN account please click here to
register) and click on the “SELL” tab, then select Opportunity Management

Then click on the “Opportunities” tab and the “Add” button

Check the “All fields” button to display all fields

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Fill out all boxes on the form, noting the following:
• APN Programs: Well-Architected
• Under Additional Details
o Partner Primary Need: Architectural validation

• Customer Contact Details: is the person at the customer who has been working with the
WA Lead on the review.
• Click Save

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Reporting Organization Changes
Partners can update their contacts on APN Partner Central. Login to APN Partner Central, Click on
Programs, then click the Program Applications link.

Click the Programs tab Update program button to update contacts, or View to view existing
contacts.

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Select either the Short Form to complete required contacts (Executive Sponsor, 2 SA
Pros), or the Long Form to add additional contacts.

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HRI Remediation Funding Requests
As in prior years, funding for AWS Well-Architected HRI remediation service credits is never
guaranteed. We have received approval for the 2023 budget.

Funding is ONLY available on:

• Customer production workloads
• When a Partner remediates a minimum of 45% of identified HRIs per workload with a
minimum of 20 questions in each Well-Architected Framework Review workload they
submit. These questions can be across the different WA pillars, and a combination of
prioritized and non-prioritized questions. The launch of AWS Well-Architected Profiles
does not change this requirement.
• HRIs that are updated to “Not Applicable” does not count towards HRI remediation, for
example: 6 HRIs are identified, 2 HRIs are resolved and 1 is marked as “Not Applicable”,
this is a 40% (2/5) HRI remediation, and not 50% (3/6) remediation.
• ARN must be uploaded to the ARN Upload tool
• Customer has completed the CSAT survey
• After updating the responses in the tool, a milestone must be saved
• Both ACE Remediation Opportunity & AWS Sales Opportunity MUST be in Tech Validation
stage

Funding is designed to incentivize customers to experience the value a Well-Architected review

can provide. It is not intended to cover the full cost of remediation engagements.

To ensure the highest possible level of service and consultation for our customers, we reserve the
right to review and evaluate any funding applications in detail.

In the case of complex customer environments with multiple workload reviews and funding
requests, we may request additional information (i.e a Statement-of-Work or similar
documentation) to validate the appropriate funding level.

Funding of Well-Architected HRI remediation engagements is not guaranteed and will be

allocated at AWS’s discretion. We do our best to ensure that our partners and customers are
informed of the funding program’s intentions, requirements and limitations. We ask that our
partners also set customer’s expectations accordingly.

Service Credit vouchers issues under this program will be applied ONLY to the approved AWS
account submitted in the Amazon Partner Funding Portal (APFP). For avoidance of doubt, the
approved customer will be based on the remediation opportunity submitted, and the AWS
account must contain the workload for which the review is conducted.

AWS Well-Architected Partners (MSP's, Resellers, and Distributors) who own an AWS account on
behalf of their customer, are eligible to receive the AWS Well-Architected service credit, as long
as the Partner applies it to the customer's AWS account the workload has been reviewed under.

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 After you have completed any improvements to the customer workload, you must go back to the
workload in the AWS Well-Architected tool and update responses to the questions where you
have made improvements and then save.

If changes are not reflected in the AWS Well-Architected tool, funding will be rejected.

You may also take advantage of Partner Opportunity Acceleration (POA) funding for qualifying
customer engagements. For more info about POA, please contact your Partner Development Rep
(PDR) or Partner Development Manager (PDM).

Requesting Funding
Review the AWS Well-Architected Partner Program APFP Guide for details on how to submit
funding requests.

The following eligibility criteria to receive funding:

- Must be an Select tier or higher AWS Partner
- Customer production workload
- Conduct an AWS Well-Architected Review in the AWS Well-Architected Tool
- All Remediation Opportunities (Partner Stage and AWS Stage) MUST be in Tech
Validation phase or later. Please align with the account manager to discuss updating the
stage of the Opportunity. You can find the assigned account manager in the Opportunity
details.
- Must answer a minimum of 20 questions in each Well-Architected Framework Review
workload they submit. These questions can be across the different WA pillars, and a
combination of prioritized and non-prioritized questions. The launch of AWS Well-
Architected Profiles does not change this requirement.
- Successfully remediate at least 45% of high-risk issues discovered
- Confirmed or Pending Partner in the Well-Architected Partner Program
- The ARN has to be uploaded via the ARN upload tool. Instructions here.

If the above criteria are met, please follow the steps in the AWS Well-Architected Partner
Program APFP Guide to submit a funding request.

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