AWS Partner: Generative AI on AWS Essentials (Business)

Sales Guide

Information valid as of May 2024. Please reference the AWS Partner: Generative AI on AWS Essentials (Business)
Skill Builder course for updated information, generative AI basics, and qualifying questions.

Joint value proposition

Why build generative AI with AWS

Customer challenge AWS solution

Broadest choice of foundation models AWS was the first to recognize the importance of offering a broad
Customers may need access to a variety of choice of leading FMs from companies including Amazon, AI21
models, and model sizes. They need the Labs, Anthropic, Cohere, Meta, Mistral AI, and Stability AI via a
flexibility to optimize for cost, performance, single API.
and latency for different types of use cases
and applications.
Easy to use tools for every type of customer Amazon Bedrock allows the customer to select the best FM for
Customers may want to build applications their use case and customize applications with their proprietary
with existing FMs. data in a secure and private environment. We’ve also built
applications with generative AI built inside to help customers
without ML expertise quickly take advantage of generative AI and
increase employee productivity.
Purpose built infrastructure to help you scale AWS invested heavily in purpose-built accelerators, AWS Trainium
Whether customers are training their own and AWS Inferentia, to provide the most performant and low-cost
models, customizing models, or running ML infrastructure for generative AI.
applications, they need to train and run
inference at scale with an infrastructure that’s
purpose-built for ML.
A comprehensive set of data services AWS provides an extensive set of services for managing data. This
Many customers may have data locked in includes specific-purpose databases, data movement, metadata
departmental silos or legacy applications. management, and data governance. With the most
Their privacy controls may be ad-hoc, and comprehensive set of data and AI services, a customer can use its
data can be inaccurate and messy. organization's data to securely customize an FM on AWS to build
differentiated applications that know your business, data, and
customers.
Buyer Persona Why these persona & conversation starters
Business decision makers Business decision makers
This persona has the authority to find and fund technology solutions that can help
(Business executives; VP, achieve their business outcomes. They are motivated by improving company
head, or director of performance, creating competitive advantage with innovative technology, and
marketing; finance; potential AI/ML business results.
operations; customer

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AWS Partner: Generative AI on AWS Essentials (Business)
Sales Guide

service; supply chain; Discovery questions for C-suite business decision makers:
logistics; and legal)
• How would you rank the following in order of importance to choose the right
foundation model to build your generative AI application?
o Performance
o Latency
o Cost
o Accuracy
• What customer experiences or other use cases do you expect to transform with
generative AI?
• How might you improve customer retention by creating more personalized
user experiences for your customers?
• What is your vision for AI/ML and your company? What are your business goals
for AI for this year?
• Have you achieved the business outcomes that you were aiming towards with
previous AI and machine learning projects?
• What success or challenges have you had in working with a technology partner
to plan and build your AI/ML capabilities?
• What kinds of business operations would you automate first by using AI
technology that is capable of generating novel content?

C-suite CMO and Marketing

When talking with this persona, you might focus on the following topics: accelerating
content production, increasing reach with personalized ads, and quickly creating
localized content. To learn more about C-suite marketing discovery questions, choose
each of the following flashcards.

Discovery questions for C-suite CMO and Marketing:

• How often are you waiting for new media assets to be created to roll out new
marketing campaigns?
• How would you expand your brand’s reach if you had the ability to deliver
highly personalized ads?
• How would your ability to enter new markets be accelerated if you had the
ability to automatically generate marketing material? How would your ability
to enter new markets be accelerated if you had the ability to automatically
generate marketing material?

Technical decision Technical decision makers usually seek a deeper understanding of the technology.
makers They want to see product details, use cases, and clear explanations on what AWS can
do for generative AI in relation to their individual goals. Their top priorities are
(Chief cloud architect, increasing innovation, delivering IT projects quickly, aligning IT performance metrics
head or director of data to business outcomes, and cutting overall IT costs.
science, analytics, AI and
ML, IT executives Discovery questions for technical decision makers, data scientists, managers,
developers, and VPs of engineering:

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(excluding c-suite) and

• What customer experiences or other use cases do you expect to transform with
professionals)
AI?
o How long do you have to wait for media to be created to finish
building new products and user experiences?
o In what aspects of your supply chain are you experimenting with
generative design technology?
o If you were able to use AI technology that is capable of generating
media-rich content, how might that impact your digital assets strategy?
• What have been some of your company's challenges in launching AI/ML-
related products and business processes? Where do you see things getting
blocked?
o Do you have in-house development teams or outsource your
development?
o How do you measure the developer productivity?
o Do you have any organizational goals around developer productivity or
cost reduction?
o Have your software engineering teams begun experimenting with AI-
generated code to accelerate rudimentary software engineering tasks?
• Have you decided on which model you are using? Or do you plan to customize
FMs for your particular use case or industry?
The following are examples of generative AI models:
o Amazon Titan (Titan Text and Titan Embeddings) from Amazon
o Jurassic-2 from AI21 Labs
o Claude from Anthropic
o Stable Diffusion from Stability AI
o Mistral from Mistral AI
o Llama from Meta
• Do you plan to customize FMs for your particular use case or industry?
• Would you prefer to maintain control over your hosting instances?
• Do you know how to evaluate the right model for the use case you are trying to
solve with Generative AI?
• What achievements or difficulties have you encountered when seeking
assistance from an AWS partner to organize and develop your AI/ML
capabailities?

Builders Builders are the ones implementing generative AI applications. They want to use
(Developer, data scientist, foundation models to create generative AI applications aligned with business
ML developer, ML objectives. They are also searching for ways to enhance productivity of their teams to
engineer, BI engineer, accelerate time to market for their applications.
director of development
productivity, VP of Discovery questions for data scientists and ML practitioners:
engineering, software
• What ML platform are you currently using to evaluate and deploy custom ML
development managers)
models? What are some of the challenges that you face in the model lifecycle?

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AWS Partner: Generative AI on AWS Essentials (Business)
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• Are you able to quickly and easily deploy foundation models today? What are
the barriers?
• How are you partnering with your product and business stakeholders to
provide them with generative AI capabilities quickly, securely, and cost
effectively?
Look for the following:
o Data volume on or coming to AWS
o Create novel content such as images for ads, product descriptions,
document summarizations, and contextual chatbots
o Experience using Amazon SageMaker
o Deployment of models on Amazon EC2 directly or from Hugging Face
o Desire to stay in AWS or customize a model for their domain (such as
FinServ, or HCLS)

Discovery questions for developers:

• What is your team’s current level of experience with coding and programming,
and how much time do you typically spend on coding tasks?
• What type of application or project are you planning to use the code generator
for?
• What specific coding tasks do you think a code generator would be most
helpful for, and why?
• What are some examples of tasks or functions that you would like the code
generator to automate for you?
o How important is customizability to you, and how much flexibility do
you need in terms of generating code that meets your specific needs?
o What kind of support or training do you think you would need to use
the code generator effectively, and what resources would be most
helpful to you?
• Are there any particular features or functionalities that you would like the code
generator to have, such as version control integration, testing or debugging
support, or collaboration features?

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