AWS Public Sector Head Talks Efforts for Smaller Channel Partners

Fresh off the heels of the Amazon Web Services Public Sector Summit, Jeffrey Kratz, general manager of AWS’ worldwide public sector partner program, tells Channel Futures that managed service providers, resellers and other smaller partners can expect more one-on-one attention from the public cloud provider.

AWS is doing “quite a bit” for partners, “from small ones to the big ones,” he told Channel Futures.

That includes “being proactive with our outreaches and workshops,” conducting a listening tour alongside Ruba Borno, vice president of worldwide channels and alliances, and continuing to “accelerate rapidly the number of services that are out there.”

AWS already has announced the Accelerated Development initiative to speed up the sales cycle. This will help smaller partners, not just the behemoths, Kratz said. Requirements include securing executive buy-in before joining. The effort aims to help partners become go-to-market ready in four to six months, rather than 18-24.

“That’s just way too long,” Kratz said.