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Moneta AWS Enterprise Discount Program Advisor

Understand Your Current and Projected AWS Usage

Prerequisites

  • AWS Spend Growth YoY - AWS typically want to see 20% growth.
  • Startup Programs for $500K or more.

Understand Your Current and Projected AWS Usage

  • Analyze historical spend patterns.
  • Project future growth and workload changes.
  • Identify seasonal variations in usage.
  • Consider planned migrations or new projects.

Assess Your Workload Types

  • Evaluate the mix of services you use (EC2, S3, RDS, etc.).
  • Identify opportunities for reserved instances or savings plans.
  • Consider serverless and managed services adoption.

Analyze Your Commitment Level

  • Determine your ability to commit to long-term contracts (1-3 years).
  • Assess your organization's financial flexibility.
  • Consider the trade-offs between higher discounts and longer commitments.

Explore Volume-Based Discounts

  • Understand AWS's tiered pricing structure.
  • Negotiate based on your total projected spend.
  • Consider consolidating accounts across your organization.

Evaluate Service-Specific Discounts

  • Identify your most-used and highest-cost services.
  • Negotiate targeted discounts for these services.
  • Consider trade-offs between general and service-specific discounts.

Assess Professional Services and Training Needs

  • Evaluate needs for AWS Professional Services engagements.
  • Consider including training credits in the agreement.
  • Negotiate for architectural design sessions or migration assistance.

Explore Enterprise Support Options

  • Evaluate the benefits of Enterprise Support vs. other support plans.
  • Negotiate SLAs and response times.
  • Consider including named Technical Account Managers (TAMs).

Investigate Data Transfer and Egress Fees

  • Analyze your data transfer patterns.
  • Negotiate reduced rates for high-volume data transfer.
  • Consider Direct Connect or other networking options.

Explore Strategic Partnership Opportunities

  • Assess potential for joint marketing or case studies.
  • Consider AWS Marketplace opportunities if you're a software vendor.
  • Explore possibilities for technology partnerships or integrations.

Evaluate Competitive Landscape

  • Understand offerings from other cloud providers.
  • Assess multi-cloud or hybrid cloud strategies.
  • Use competitive intelligence to strengthen your negotiating position.

Consider Contractual Terms and Conditions

  • Negotiate flexibility in moving resources between accounts.
  • Discuss terms for contract modifications or early termination.
  • Evaluate data ownership and exit strategies.

Assess Compliance and Security Requirements

  • Negotiate terms related to data residency or sovereignty.
  • Discuss additional security features or audits if required.
  • Consider including terms for future compliance requirements.

Explore Credits and Incentives

  • Negotiate signup bonuses or migration credits.
  • Discuss performance-based incentives.
  • Consider credits for proof of concept projects.

Evaluate Cost Management Tools

  • Negotiate access to advanced cost management and optimization tools.
  • Discuss custom dashboards or reporting capabilities.
  •  Consider including cost optimization consultations.

Plan for Future Technologies

  • Discuss terms for adopting new AWS services.
  • Consider including provisions for emerging technologies (e.g., AI/ML, IoT).
  • Negotiate flexibility to adapt to changing technological landscapes.

Assess Global Footprint

  • If applicable, negotiate terms for multi-region deployments.
  • Discuss global support and consistent pricing across regions.
  • Consider disaster recovery and business continuity planning.

Successful EDP negotiations are about creating a win-win situation. Aim to align your organization's goals with AWS's strategic objectives for the best outcomes.