Trends From The Trenches–Partner Product At AWS

JP Nahmias
Director of Products


It’s been a few weeks since AWS’ re:Invent conference, and most people have finally recovered from joining their closest 50,000 friends in several conference spaces over the course of four days. The CloudHealth product management team was onsite at CloudHealth’s booth, in the customer and prospect suites, and even speaking on stage with customers.

From a partner perspective, being able to talk with our largest AWS partners provides a wealth of information in addition to the learnings and announcements from the conference itself. Our partner team met with over 30 partners and prospects ranging from VARs to managed service providers of all sizes--small regional businesses to full-scale global enterprises.

And boy did we learn a lot.


Our partner team met with over 30 partners and prospects ranging from VARs to managed service providers of all sizes.

Trend 1–A focus on development operations

The first trend at re:Invent hit us pretty quickly. We found that a lot of our partners were starting to go after their AWS DevOps Competency. Our partners were quick to let us in on their plans to migrate from being just a consulting shop to a full-on outsourcer of IT and development. We couldn’t agree more–using CloudHealth as a cornerstone to manage costs and usage as the base of their service, they’ve migrated towards using our policy and provisioning capabilities to handle the responsibilities of development operations in the cloud. These partners are moving more towards enterprise customers who need to focus on the core of their business rather than the IT side.

Trend 2–Multicloud momentum

For a conference that was dedicated to AWS we sure talked a lot about Azure. AWS’ main competitor has recently switched its partner resale model to that of a distribution and resale rather than a direct resale model. Our partners are working in both AWS and Azure and need this ability in both clouds to manage their customers. We talked to a large portion of our customers who either need to manage a 2-tier billing and distribution model or are moving to buy their cloud infrastructure from a distributor rather than directly from the provider. We hope to provide solutions to this billing infrastructure issue in the first half of next year.

Trend 3–Security

What set of meetings would be complete without mentioning security? Our partners are more concerned than ever with their customers’ infrastructure and with the acquisition of CloudHealth by VMWare, we were happy to share with our partners the ability to integrate with SecureState. While CloudHealth by itself offers the ability to drive governance off of security checks for both AWS and Azure, the addition of SecureState to our portfolio of integrations put our partners’ minds at ease when it came to securing their own customers’ infrastructure.

Trend 4–Hybrid cloud emergence

By far, the topic that all our partners wanted to talk about was our acquisition by VMWare. Their interest lay in being able to expand their services beyond public cloud infrastructure and directly through the whole stack–from data center and private clouds to the hybrid cloud infrastructure and public providers. The emergence of AWS Outpost was a key discussion point on the last day of the conference especially since VMWare will be integrating tightly with this offering.

With these trends, we’re excited to see what the next year brings. Our offerings will continue to focus on the cost and management side of public cloud while expanding our data center offerings and our integration with VMWare cloud products. We hope to see all of our partners during the year and as always, if you have any ideas, please don’t hesitate to reach out to our product team!