Amazon Web Services (AWS) has cemented its position as the king of cloud, adopting partners and customers at a rapid rate, but the company’s A/NZ chief said the adoption of cloud has resulted in new ways of approaching customer need.
Paul Migliorini has been riding the wave of cloud adoption in A/NZ for the last 17 months, and since taking the reins in August 2015, the AWS A/NZ managing director has been in discussions with some of the region’s biggest organisations as they contemplate the shift to cloud.
Migliorini sat down with ARN during AWS re:Invent 2016, and said that the pervasiveness of cloud technologies was changing the way partners and customers think about business problems.
“Today, there are tens of thousands of customers adopting cloud; they are adopting across all aspects of the business,” he said. “What is interesting is that it doesn’t really matter where you look. It is happening at scale. If you take a sector-based approach, every sector is doing it.
“Generally, what we are seeing is a core transformation and most organisations are looking at one of a number of vectors - or all of them - where they are looking to remediate tech debt or reduce friction, or think about ways that they can re-imagine their business," he said.
This “core transformation” movement - particularly at the big end of town - means AWS has had to educate customers and partners about how to drive change effectively amidst a plethora of possibilities.
“We want to create an environment where customers can be effectively educated on what they are able to do with the platform, and then our job is to enable them in the most effective way possible,” he said.
“There are a series of mechanisms which we use to help with the process of educating and enabling customers."
From a channel perspective, one of the ways AWS differs from other large vendors is that it commits resources to fledgling partners looking to grow at scale through cloud.
“If they [the partner] are starting out on our platform, it is really about giving them the tools to do what they need to do.
“We don’t really think about it as sales per se, it's just that we have a market which needs to be enabled. There are a lot of customers which want to do really interesting things so our job is to give them the tools to innovate as effectively as they can and then put enough capability into the ecosystem to help them to do it."