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Field Ready Kit Getting Started Guide 2024

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723 views

Field Ready Kit Getting Started Guide 2024

Uploaded by

zarli Htun
Copyright
© © All Rights Reserved
Available Formats
Download as PDF, TXT or read online on Scribd
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AWS Field Ready Program

Partner Sales Enablement

What is AWS Field Ready?


Available to all AWS Partners, the AWS Field Ready Kit is designed to support the unique business models
of partners by providing AWS sales with the critical information on partner solutions to facilitate a sales
motion. The Field Ready Kit provides a consistent framework for developing a value proposition,
messaging, core content, and training to engage with the AWS sales organization, including sales,
marketing, business development, and professional services.

Benefits of the Field Ready Kit

1 2 3

Approved Messaging Partner-Ready Assets AWS Sales Enablement


As a key component of the kit, To help promote the partner The Field Ready Kit is promoted
the partner and AWS will solution with AWS, each of the to all sales and account roles
develop approved messaging assets will feature the partner within AWS, allowing them to
highlighting the unique offering logo and messaging with pre-set gain a better understanding of
value which can be used in AWS copy to represent the how to sell the partner solution
market to represent the partner offering on AWS. and which of their current (and
partner’s product in future future) customers they should
marketing and sales motions. be targeting.

Core Kit Components


SALES BRIEF SOLUTION BRIEF FIRST CALL DECK CONSULTING OFFER
Internal facing External facing External facing External facing
Format: 2-page PPT Format: 2-page PDF Format: 10–12-page PPT Format: 1-page PDF
Function: As the key Function: Summarizes Function: Outlines the Function: Outlines the
asset in the kit, it provides customer challenges and partner solution in a opportunities and
critical information to the solutions and benefits presentable format benefits of consulting
AWS sales to help sell of the partner solution allowing the AWS sales with the partner and AWS
the partner solution on AWS team to conduct a first call

© 2024, Amazon Web Services, Inc. or its affiliates. All rights reserved.
AMAZON CONFIDENTIAL 1
Engagement Options
There are two different ways to create a AWS Field Ready Kit with varying levels of participation,
customization, and resourcing requirements:

1 SELF SERVICE 2 AGENCY SUPPORTED


Cost: Free through Estimated Cost: Ranges between $15-20K
AWS Partner Marketing Central
Effort Level: Low
Effort level: High
Content & Design Customisibility: High
Content & Design Customisibility: High
Overview: An approved marketing agency builds and designs
Overview: The AWS Partner is responsible for the assets to meet the partner and AWS specifications and
producing all content while following the AWS expedites the review and approval process.
Partner Creative and Messaging Guidelines and
working with their Partner Development Manger Process: Partner provides a third-party agency with
throughout the review process. messaging and product information via a discovery call.
The agency fully builds out all assets, adhering to AWS
Process: Utilizing the highly-structured document branding requirements. The partner participates in two
templates in AWS Partner Marketing Central, the partner review cycles before the content is finalized and approved
produces all of the content for all pieces of collateral. by the Partner Development Manager and Solutions
The partner submits the content to their Partner Architect. Creative treatment is applied by the agency. To
Development Manager to seek approval from the find an agency, please visit Agency Connect on AWS
SA. Partner Marketing Central.

Proposed Timeline & Milestones


WEEK 1 WEEK 2 WEEK 3 WEEK 4 WEEK 5 WEEK 6

Kickoff Call Review draft 1 of Review draft 1 of Prepare draft 2 of Review draft 2 of Send all assets
Discovery Call the sales brief the solution brief the solution brief the solution brief for PDM and SA
Prepare draft 1 of and FCD and FCD and FCD review
Prepare draft 1 of
the sales brief the solution brief Prepare draft 2 of Review draft 2 of Apply creative to Distribute final kit
and FCD the sales brief the sales brief kit assets

Distribution & Promotion


AWS will make the content available to all internal teams including AWS Sales, AWS Professional Services, and the
partner organizations. The content will be published and used in the following ways:

Sales Portal Field Promotions Sales Training


Available through our AWS Sales Promoted on a regular basis via Promoted in training and with all
Enablement Portal and Sales tools newsletters and other field promotions sales and account-based roles

Start communicating the unique value of your product/service to the AWS sales organization in 6
Get started today! weeks or less.
Find a vendor in the Agency Connect program on Marketing Central for agency support in
creating your Field Ready Kit.
Contact your AWS Partner Representative for more information about the Field Ready Kit or visit
the AWS Partner Marketing Central Portal.

© 2024, Amazon Web Services, Inc. or its affiliates. All rights reserved.
AMAZON CONFIDENTIAL 2

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