AWS Engagement with Apcela
- When would it make sense for an AWS AE to engage Apcela?
Because the use of the AWS Network as a worldwide backbone for a client is a relatively new concept to most prospects, there is no wrong time to engage Apcela and the AWS Sr Enterprise AM and/or Solutions Architect.
Many prospects will struggle with the concept of how the AWS backbone will extend from the AWS PoP (Point of Presence) to their physical offices. Apcela will be able to easily explain the final mile connectivity to a prospect.
- Why would an AWS AE or Solution Architect want to engage Apcela?
Global Wide Area Networking is not a common use case that most Regional Solution Architects are well versed in discussing. Engaging Apcela brings instant expertise to the conversation.
Many prospects are understaffed to handle a DIY approach to managing their global WAN needs, especially as it pertains to architecting, planning, conducting diverse path analysis to their physical locations, and rolling out a new WAN globally. Apcela can handle these needs.
- How would an AWS AE or Solution Architect engage Apcela?
Contact Apcela directly using contact details below. A response will be immediate.
Contact AWS internal team members that manage Apcela partnership using contact details below.
AWS Partner Marketplace (coming soon)
- Network Infrastructure -> Professional Services
AWS Network Connectivity Solutions (coming soon)
- Networking -> WAN
Sales Process
Prospective End-User Engagement (not current AWS WAN user)
Apcela led engagement:
Apcela engages AWS Accredited Business Individual(s) as well as AWS Accredited Technical Individuals in follow-up meeting to speak with prospect
Apcela registers qualified lead in AWS ACE CRM to determine who the appropriate Account Executive for the prospect. Apcela will engage AWS AE in conversations immediately.
Apcela will also enter the prospect details into the Apcela Salesforce CRM and will track all activity using this tool
When/if required, Apcela will engage AWS Solution Architect, Kawshik Sarkar, to assist with technical questions that go beyond the knowledge that Apcela Accredited Technical Individual posses.
AWS led engagement:
If AWS AE is asked by a current customer or prospective customer how they can utilize AWS backbone as their middle mile, but still require:
Final mile connectivity to company buildings.
Require professional services to assist with WAN needs for architecting, planning, implementing, and/or on-going services associated with the WAN.
Partner that can assist with managing the network as a service.
Steps:
AWS AE or Solution Architect contacts Apcela directly
AWS AE contacts the internal AWS Sr Partner/Account Manager or Solutions Architect
AWS registers lead in AWS ACE CRM
Apcela registers lead in Apcela Salesforce CRM and tracks all activity
AWS Solution Architect expresses requirement for one of the above, they can engage a specialist who knows how to solve for final mile WAN access while utilizing AWS backbone for global middle-mile connectivity.
Examples:
Sr Specialist Networking such as Saptarshi Moitra
Principal SSA Networking Engineer such as Tom Adamski
Sr Product Manager for DX like Santiago Riesco
AWS Partner Marketplace (coming soon)
Network Infrastructure -> Professional Services:
AWS Network Connectivity Solutions (coming soon)
- Networking -> WAN
Current AWS End-User Engagement
Apcela led engagement:
Apcela conducts discovery call to uncover pain points associated with customers WAN needs
Apcela engages AWS Account Executive as well as AWS Solutions Architect in follow-up meeting to speak with prospect together
Apcela checks with AWS Account Executive to see if the qualified WAN lead is registered in AWS ACE CRM
Apcela will engage AWS Solution Architect, Kawshik Sarkar, to assist with technical questions that go beyond the knowledge that Apcela Accredited Technical Individual posses
AWS led engagement:
If AWS AE is asked by a current customer or prospective customer how they can utilize AWS backbone as their middle mile, but still require:
Final mile connectivity to company buildings
Partner that can assist with managing the network as a service
Require professional services to assist with WAN needs for architecting, planning, implementing, and/or on-going services associated with the WAN, they can learn about Apcela via:
AWS Solution Architect expresses requirement for one of the above, engage a specialist who knows how to solve for final mile WAN access.
Examples:
Sr Specialist Networking such as Saptarshi Moitra
Principal SSA Networking Engineer such as Tom Adamski
Sr Product Manager for DX like Santiago Riesco
Sales Contacts
All inbound AWS sales inquiries to Apcela shall be directed as follows:
Todd While – Sales Partnership Contact for AWS e: todd.while@apcela.com m: 240-994-7201
Kunal Thakkar – Pre-Sales Solution Engineering for AWS e: kunal.thakker@apcela.com m: 443-765-1554
AWS internal Partner Account Manager for Apcela:
Becca Bloom – Sr. Enterprise Account Manager e: rebecblo@amazon.com m: 240.247.7551
Kawshik Sarkar – Solutions Architect e: kawshik@amazon.com m: 571.524.9138