PROGRAM GUIDE

AWS Equity Equivalent Investment Program

2024
 AWS Overview
AWS provides cloud computing, which is the on-demand delivery of IT resources over the internet. Instead of purchasing, owning, and maintaining servers,
customers can access computing power, data storage, and other services from a cloud provider like AWS. AWS offers pay-as-you-go pricing, where customers only
pay for the resources they use, as opposed to the traditional IT model where expenses come as a fixed cost. Organizations of all types, sizes, and industries use the
cloud for various purposes, including data backup and recovery, software development and testing, data analytics, enterprise resource planning, email, virtual
desktops, contact centres, and customer- facing web services.

Cloud computing users have access to a broad range of the latest technologies, so they can innovate faster, experiment freely, and quickly set up and use resources
as needed. They do not have to overprovision resources upfront to handle peak levels of business activity in the future. Instead, they provision only the resources
they need. AWS is the world’s most comprehensive and broadly adopted cloud provider, offering more than 200 fully featured services from data centres globally.
Millions of customers—ranging from start-ups to large enterprises and public sector organizations—use AWS to lower costs, increase agility, and innovate faster.

AWS helps customers launch and grow their businesses. Access to cloud computing lowers the cost of starting new businesses, encourages innovation, and spurs
development of new technologies. It also attracts more funding for start-ups, which generates further economic growth. Researchers from Harvard University and
Massachusetts Institute of Technology (MIT) found that AWS lowers the cost of starting new businesses by 15%–27%. Their study affirms that “many practitioners
see the introduction of cloud computing services by Amazon as a defining moment that dramatically lowered the initial cost of starting internet and web-based
start-ups ”1
In addition to economic gains, replacing in-house computing with cloud technology is also better for the environment. A study by 451 Research estimates that
AWS’s infrastructure is 3.6 times more energy efficient than the median of U.S. enterprise data centres surveyed and up to five times more energy efficient than the
average in Europe. By adopting AWS technology, private and public sector organizations can take advantage of the energy efficiency and clean energy goals of AWS
while meeting their own computing needs.

1Ewens M, Nanda R, and Rhodes-Kropf M. Cost of Experimentation and the Evolution of Venture Capital. NBER Publications. National Bureau of Economic Research, 2018.

2 © 2024, Amazon Web Services, Inc. or its affiliates.

 Table of Contents

1. AWS Overview Page 2

2. About the AWS Equity Equivalent Investment Program Page 4

3. About the AWS Partner Network Page 5

4. Program Benefits Page 6

5. Application Process Page 7

6. AWS Partner Paths and Partner Journey Page 8 - 16

7. Partner Success Stories Page 18-23

8. Frequently Asked Questions Page 24-25

This document is provided for informational purposes only and does not create any offer, contractual commitment, promise, or assurance from AWS. Any benefits or criterion described herein are at AWS’s sole discretion
and may be subject to change or termination without notice. This document is not part of, nor does it modify, any agreement between AWS and its customers and/or APN Partners.

3 © 2024, Amazon Web Services, Inc. or its affiliates.

AWS EQUITY EQUIVALENT INVESTMENT PROGRAM

About the AWS Equity Equivalent Investment Program

Fostering Diversity and Inclusion in the South African AWS Partner Ecosystem
Amazon’s mission is to be earth’s most customer-centric company. We foster diversity and inclusion globally and look for ways to amplify underrepresented voices and
empower diverse communities. The Amazon Web Services Equity Equivalent Investment Program (AWS EEIP) is an 18-24-month enablement and acceleration program for
South African Black-Owned small and medium enterprises (SMEs) who want to build their AWS business and grow as partners in the Amazon Partner Network (APN). We
recognize the challenges that SMEs have in accessing low-cost funding, accessing markets and connecting with buyers, building networks and developing and enabling
their people. Whether you are new to cloud or need help accelerating your AWS partner journey, the AWS EEIP offers a range of benefits to help you grow your business,
enable your team and become a Validated partner in the AWS Partner Network (APN).
Minimum Eligibility Criteria

SMEs must be 100% Black-owned and meet all three Broad-Based Black Economic Empowerment (B-BBEE)
ownership criteria (i.e., economic interest, voting rights and net-value points) at the date of application and if
selected—throughout their participation in the program.
SMEs must hold a valid Level 1 B-BBEE Certificate or Affidavit at the date of application and, if selected—
throughout their participation in the program.

SMEs must be Exempted Micro Enterprises (EMEs) or Qualifying Small Enterprises

(QSEs) at the date of application.

Read application guide for complete eligibility requirements

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AWS EQUITY EQUIVALENT INVESTMENT PROGRAM

About the AWS Partner Network AWS EEIP Partner Paths

The AWS Partner Network (APN) is a global community of partners that leverages programs, expertise, and Software Path
resources to build, market, and sell customer offerings.
For organizations that develop software that runs on or is integrated
This diverse network features 100,000 partners from more than 150 countries. As an AWS Partner, you are uniquely with AWS
positioned to help customers take full advantage of all that AWS has to offer and accelerate their journey to the
cloud. Together, partners and AWS can provide innovative solutions, solve technical challenges, win deals, and
deliver value to our mutual customers. Training Path
For organizations that sell, deliver, or incorporate AWS training

Why become an AWS Partner ?

Innovate, expand your customer reach, and grow your business with technical, marketing, and funding resources
from AWS. Together, partners and AWS can provide innovative solutions, solve technical challenges, win deals, and Services Path
deliver value to our mutual customers. For organizations that deliver consulting, professional, managed, and
value-added resale services
Innovation
Leverage the latest AWS technologies to experiment, build, and deliver differentiated customer offerings.

Customer Reach
Take advantage of the global reach, scalability, expertise, and robustness of AWS to expand your customer base and
identify new opportunities.

Growth
Engage with AWS to enhance the value of your unique offerings with resources, programs, and benefits that drive
greater profitability.

To learn more about the APN, visit https://aws.amazon.com/partners/ To learn more about AWS Partner Paths, visit https://aws.amazon.com/partners/paths/

5 © 2024, Amazon Web Services, Inc. or its affiliates.

 AWS EQUITY EQUIVALENT INVESTMENT PROGRAM

Program Benefits
TRAINING AND CERTIFICATION ENABLEMENT OPERATIONS ACCELERATION

AWS Skill Builder Subscriptions 1:1 Consultant Led Product Workshop Headcount Funding to subsidize your Fully Funded APN Program fee upon
compensation costs as your grow your meeting APN Software Path Validation
AWS Classroom Training 1:1 Consultant Led Business team Requirements
Transformation Workshop
AWS Foundational Certification Office Subsidy Market Development Funds
Vouchers 1:1 Weekly Technical Support Office
Hours Hardware Benefit AWS Credits to help cover your AWS
AWS Associate Certification Exam service usage
Vouchers 1:Many Technical Enablement Administration Subsidy
Workshops
AWS Professional Certification Exam
Vouchers
AWS Specialty Certification Exam
Vouchers
Scrum Certification Training and Exam
Fee
FinOps Certified Practitioner Course
and Exam Fee

This document is provided for informational purposes only and does not create any offer, contractual commitment, promise, or assurance from AWS. Any benefits or criterion described herein are at AWS’s sole discretion
and may be subject to change or termination without notice. This document is not part of, nor does it modify, any agreement between AWS and its customers and/or APN Partners.

6 © 2024, Amazon Web Services, Inc. or its affiliates.

 AWS EQUITY EQUIVALENT INVESTMENT PROGRAM

Application Process
STEP 1 STEP 2 STEP 3 STEP 5 STEP 6
STEP 4
SUBMIT APPLICATION REVIEW TECHNICAL BACKGROUND COMPLETE AWS PANEL
APPLICATION AND SHORTLISTING SCREENING CHECK PARTNER INTERVIEW
ACCREDITATIONS

Apply on the EEIP Applications are evaluated Shortlisted applicants will Shortlisted applicants Applicants submit proof Shortlisted applicants are invited
Landing page and for program eligibility, attend a panel interview, must submit required of completion of AWS to a technical screening to assess
submit the required completeness, and program where Applicants to documentation for the Partner their current solutions,
supporting, fit. Applicants are participate in a 15 minute background check. Accreditations*. processes, and technical
mandatory shortlisted for technical Pitch or Demo. Applicants capabilities. A final selection
documentation. screening. are shortlisted for a final decision is made following the
Technical interview. interview and successful
applicants are prepared for
onboarding to the program.

*AWS Training and Certification provides free digital AWS Partner Accreditation courses for individuals in business and technical roles. These courses give you a foundational understanding of AWS products
and services, best practices, and APN programs. AWS Partner Accreditation courses are available on demand and allow you to learn at your own pace. To learn more about the AWS Partner Accreditation
courses, visit https://aws.amazon.com/partners/training/accreditation/

7 © 2024, Amazon Web Services, Inc. or its affiliates.

AWS Partner Paths and Partner Journey
Read up on what partners can expect over the course of their AWS EEIP participation.
 AWS EQUITY EQUIVALENT INVESTMENT PROGRAM

Services Partner Journey

What will you do? Whom will you meet? Expected time commitments Program milestones

▪ During this phase, your team is working on: ▪ We estimate that 4-5 hrs per week will be required to achieve ▪ After achieving the Validation
▪ Achieving the deliverables in the transformation the deliverables in your transformation roadmap requirements for your Partner Path , you
roadmap including: ▪ 1 per week to update your sales pipeline will unlock:
▪ Building your cloud centre of excellence ▪ 1 hr a week to update your KPIs ▪ $2500 APN Program fee
Partner Technical
Month 4-9: ▪ Defining your cloud value proposition ▪ 1hr per week to meet with your Partner Development ▪ AWS Promotional Credits for solution
support and
Phase 4: ▪ Defining your marketing strategy and developing Manager development
enablement
Enablement and your marketing collateral ▪ 1hr per week to meet with your technical support consultant ▪ Partner Opportunity Acceleration (POA)
consultant
Acceleration ▪ Achieving Validation Requirements. You are ▪ 4hrs per quarter to meet with your ESD consultant, prepare funding for POC & Migrations
required to achieve Validated status within 6- and review your quarterly report ▪ You will remain eligible for the benefits
months of completing your transformation ▪ AWS will deliver various partner enablement workshops unlocked in Phase 3 -contingent of
workshops. You will also be required to meet other throughout the course of the EEIP. We estimate meeting your KPIs
KPIs during this time.

▪ 1 per week to update your sales pipeline

▪ During this phase, your team is working on:
▪ 1 hr a week to update your KPIs
▪ Demand generation
Month 10-18 ▪ 0.5hrs per week to meet with your Partner Development Manager
▪ Revenue generation 1hr per week to meet with your technical support consultant
Phase 5: N/A ▪
▪ Delivering value to your customers ▪ 4hrs per quarter to meet with your ESD consultant, prepare and review
Growth
▪ You will also be required to meet other KPIs your quarterly report

during this time. ▪ 3hrs per month to attend enablement workshop

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 AWS EQUITY EQUIVALENT INVESTMENT PROGRAM

Services Partner Journey

What will you do? Whom will you meet? Expected time commitments Program milestones

▪ Company Due Diligence ▪ AWS EEIP Program Team ▪ 2hrs of interview time per Director for the due diligence ▪ After contracting, you will be eligible for:
Month 1: ▪ Director Due Diligence ▪ AWS Sales Leaders assessments ▪ Fully funded training platform
Phase 1: ▪ Contracting ▪ Other EEIP partners ▪ 1hr contracting and payments workshop subscriptions for your team
Onboarding ▪ Payments Process orientation ▪ Transformation ▪ 1-day partner welcome event ▪ Fully funded AWS classroom training and
and Orientation ▪ Prepare your team for Foundational Consultants ▪ 1- day AWS Cloud Practitioner Essentials classroom training AWS certification vouchers to help you
and Associate Certifications ▪ 3-days Architecting on AWS Classroom training complete Phase 2

▪ Your team must successfully ▪ Team members who will be completing their certifications will
Month 2-3: complete at least two AWS Cloud need to provision enough time for intense study.
▪ AWS Authorised Training Partners need to successfully complete
Phase 2: Practitioner Certifications by the ▪ Expect preparation time to vary depending on the level of your
Provider Phase 2 to proceed to the Transformation
Foundational end of month one and two AWS teams AWS knowledge and experience. See the training and
▪ Technical support team Workshops
Preparation Associate Certifications by the end certification AWS Ramp-Up Guides for additional information
of month three. https://aws.amazon.com/training/ramp-up-guides/

Month 3-4: Transformation workshops are conducted over 2-3 days. Your team Program Milestone: Funding Unlocked
Phase 3: members will only be required to attend the workshop sessions that After completing Phase 3, you will unlock:
Transformation workshops and
Transformation Transformation are relevant to them. Headcount funding
approval of the transformation
Workshops and Expect to commit your leaders for 5-6 hrs in total for the ESD Operational funding
roadmap
Roadmap consultant alignment sessions Hardware benefit

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 AWS EQUITY EQUIVALENT INVESTMENT PROGRAM

Software Partner Journey—Foundational Phase

What will you do? How long will it take? Milestones

▪ Contracting ▪ 3 days per person to complete Alliance Lead Partner Learning Plan After contracting, you will be eligible for:
Month 1 ▪ Payments Process orientation ▪ 1hr contracting and payments workshop ▪ Fully Funded AWS Skill Builder Subscriptions
Onboarding and ▪ Complete Alliance Lead/Technical Alliance Lead ▪ 1 day partner welcome event ▪ Fully funded AWS classroom training
Orientation Partner Learning Plan - Software Partner ▪ 1 day AWS Cloud Practitioner Essentials classroom training ▪ Fully funded AWS Foundational Certification Vouchers
▪ 40-50hrs per person to complete FinOps practitioner self led training

▪ Complete AWS Cloud Practitioner Certification ▪ Expect exam preparation time to vary depending on the level of By the end of Month 2 your team should have :

▪ Complete FinOps Certified Practitioner your teams AWS knowledge and experience. See the AWS Training ▪ Delivered a complete PR FAQ for your solution
Month 2
▪ Complete Product Workshop and Certification Ramp-Up Guides for additional information. ▪ At least 1 AWS Foundational Certified Individuals [AWS Cloud
Foundational
▪ Write a Press Release and supporting FAQs for your ▪ 3 days per team to complete the Product Workshop Practitioner Certification]
Preparation
solution ▪ At least 1 FinOps Certified Practitioner

▪ Complete Transformation Workshops [AWS EEIP ▪ 4 days per team to complete the Transformation Workshops By the end of Month 3 your team should have:
Month 3 Launch Ready] ▪ A Business Transformation plan
[includes all meetings, workshops and alignment sessions]
Transformation ▪ Complete Scrum Certification Training ▪ A 100-Day roadmap to successfully complete your AWS
▪ 3 Days Classroom Training – Scrum Certification
& FTR Roadmap Foundational Technical Review (FTR)
▪ At least Certified Scrum Master

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 AWS EQUITY EQUIVALENT INVESTMENT PROGRAM

Software Partner Journey—Build and Validate Phase

What will you do? How long will it take? Milestones

▪ 3 days to attend Classroom Training for Associate Exam preparation. By the end of Month 6 your team should have :
▪ Work through Business Transformation plan
Months 4 - 6 ▪ 1hr per week to meet with your Partner Development Manager ▪ At least 3 AWS Associate Level Certified Individuals
and FTR Roadmap activities
Build ▪ 1hr per week to meet with your technical support consultant [AWS Solutions Architect, Developer or SysOps
▪ Complete AWS Developer Associate
▪ AWS will deliver various partner enablement workshops throughout the Administrator Associate].
Certification and AWS SysOps
course of the EEIP. We estimate an average of 3hrs per month will be ▪ Completed 60-70% of FTR and Transformation Plan
Administrator Certifications
scheduled for these workshops. Milestones.

By the end of Month 7 your team should have :

▪ Work through Business Transformation plan ▪ Successfully completed the FTR for your software
Months 7
▪ Request a Foundational Technical Review Expect completion time to vary depending on individual team progress
Validate [Meet Validation requirements].
▪ Completed 100% of Transformation Plan Milestones.

Market and Sell Activities will be outlined in partner’s individual Business Transformation plan

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 AWS EQUITY EQUIVALENT INVESTMENT PROGRAM

Software Partner Journey – Differentiate Phase

What will you do? How long will it take? Milestones

▪ Begin to work towards your AWS Well- ▪ Partners are required to use the knowledge and skills gained in By the end of Month 8 your team should have :

Architected Software Partner Program implementing their Business Transformation plan & FTR roadmap to ▪ Reviewed the requirements for the AWS Well-Architected
Months 8-9
designation build and manage their own Well Architected Roadmap. Software Partner Program
Well Architected
▪ Complete Security Engineering on AWS ▪ 5 days to attend Classroom Training for AWS Solutions Architect ▪ Completed an evaluation of your architecture and gap
Partner Roadmap
Classroom Training Professional Exam Preparation analysis .

▪ Complete Architecting on AWS – ▪ 3 days to attend Classroom Training for AWS Security Specialty Exam ▪ Developed a roadmap and project plan to achieve the

Accelerator Classroom Training Preparation designation by month 14.

Month 12 By the end of Month 12 your team should have :

▪ Complete AWS Security Specialty
Professional & ▪ At least 3 AWS Professional/Specialty certified
Certifications
Specialty Expect completion time to vary depending on individual team progress individuals [At least 1 Security Specialty and 1 Solutions
▪ Complete AWS Solutions Architect
Certifications Architect Professional]
Professional Certifications
▪ Completed all other required training/certification

Milestones

Month 12 – 18 Month 12 Onwards Month 14 Month 18

Accelerate Go-to Market Activities Achieve Well Architected Partner Designation Offboard

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 AWS EQUITY EQUIVALENT INVESTMENT PROGRAM

Training Partner Journey - Foundational Phase

What will you do? How long will it take? Milestones

By the end of Month 1 your team should have:

▪ Contracting ▪ Signed contracts (by all parties)

▪ Complete Orientation and Onboarding (Including ▪ 1hr contracting and payments workshop ▪ At least 1 employee who has completed the Improve
Month 1 Payments Process orientation) ▪ 1 day partner welcome event Customer Outcomes with AWS Training course and the Sales
Onboarding and ▪ Complete the Improve Customer Outcomes with AWS ▪ 1 day to Complete the Improve Customer Outcomes with AWS Training Readiness Training & Knowledge Check
Orientation Training course course (All) After contracting, you will be eligible for:

▪ Complete the Sales Readiness Training & Knowledge ▪ 1 days to Complete the Sales Readiness Training & Knowledge Check ▪ Fully Funded AWS Skill Builder Subscriptions

Check ▪ Fully funded AWS classroom training

▪ Fully funded AWS Foundational Certification Vouchers

▪ Prepare for the AWS Authorized Instructor

certification (Delivery)
▪ Complete AWS Cloud Practitioner Certification ▪ Expect exam preparation time to vary depending on the level of your By the end of Month 2 your team should have :

▪ Complete Product Workshop teams AWS knowledge and experience. See the AWS Training and ▪ Delivered a complete PR FAQ for your solution
Month 2 - 3
▪ Complete Setup of your Class Materials Environment Certification Ramp-Up Guides for additional information. ▪ At least 1 AWS Foundational Certified Individuals [AWS Cloud
Foundational
and AWS Lab Environment ▪ 3 days per team to complete the Product Workshop Practitioner Certification]
Preparation
▪ Complete AWS Authorized Instructor exam (Delivery) ▪ 2 days per team to complete the PR/FAQs for your solution ▪ At least 1 AWS Authorized Instructor (Delivery)

▪ Write a Press Release and supporting FAQs for your

solution

14 © 2024, Amazon Web Services, Inc. or its affiliates.

 AWS EQUITY EQUIVALENT INVESTMENT PROGRAM

Training Partner Journey – Build Phase

What will you do? How long will it take? Milestones

▪ 4 days per team to complete the Transformation Workshops [includes all By the end of Month 4 your team should have:
▪ Complete Transformation Workshops
Month 4 meetings, workshops and alignment sessions] ▪ A Business Transformation plan
[AWS EEIP Launch Ready]
Transformation ▪ 3 days per team to complete your Business Transformation Roadmap/Plan ▪ A 100-Day roadmap to successfully complete your
▪ Complete Transformation Roadmap/Plan
Roadmap ▪ 2 weeks to complete your Training Partner Business Plan Transformation Plan Milestones.
▪ Complete Training Partner Business Plan
▪ Approved Training Partner Business Plan

▪ Work through Business Transformation plan ▪ 1hr per week to meet with your Partner Development Manager By the end of Month 7 your team should have :

and FTR Roadmap activities ▪ 1hr per week to meet with your Technical Support Consultant ▪ Completed 100% of you Transformation Plan
Months 5-7
▪ Deliver Marketing Demand Generation ▪ AWS will deliver various partner enablement workshops throughout the Milestones.
Build
Campaigns course of the EEIP. We estimate an average of 3hrs per month will be ▪ At least 1 Delivery of Marketing Demand Generation
scheduled for these workshops. Campaigns

Market and Sell Activities will be outlined in partner’s individual Business Transformation plan

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 AWS EQUITY EQUIVALENT INVESTMENT PROGRAM

Training Partner Journey – Differentiate Phase

What will you do? How long will it take? Milestones

• Accelerate Go-to Market Activities

By the end of Month 13 your team should have :
Months 8-13 • Achieve at least 70% of Select Training Partner
6 Month workplan to accelerate Go-To-Mark Activities ▪ Achieved at least 70% of Select Training Partner
Grow Experience and Customer Success
Experience and Customer Success Requirements
Requirements

▪ Complete the Improve Customer Outcomes By the end of Month 16 your team should have :
with AWS Training course ▪ At least 3 AWS Sales Enablement Trained Individuals
• 3 Month workplan to accelerate Go-To-Mark Activities
▪ Complete the Sales Readiness Training & • 1 day to Complete the Improve Customer Outcomes with AWS ▪ At least 3 AWS Cloud Practitioner Essentials Trained Individuals
Month 14-16 Knowledge Check Training course ▪ At least 3 AWS Authorized Instructors (Delivery)
• 1 days to Complete the Sales Readiness Training & Knowledge Check
Grow ▪ Prepare for the AWS Authorized Instructor • Expect exam preparation time to vary depending on the level of your ▪ Completed all other required training/certification
certification and complete exam (Delivery) teams AWS knowledge and experience. See the AWS Training and ▪ Achieved 100% of Select Training Partner Experience and
Certification Ramp-Up Guides for additional information.
▪ Complete AWS Cloud Practitioner Certification Customer Success Requirements
▪ Accelerate Go-To-Market Activities

Month 17 • Prepare Scale Up Plan to Achieve Advance Status • 3 – 4 weeks to prepare a detailed 12-month plan • Detailed Scale Up Plan / Updated Business Plan

Month 18 • Offboarding Activities • 1 – 2 weeks • Fully Offboarded

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 AWS EQUITY EQUIVALENT INVESTMENT PROGRAM

Training and Certification Requirements by Role Type

Role Type AWS Partner Alliance Lead Technical Alliance AWS Foundational AWS Associate Certification AWS Professional/ Specialty APN Marketing Scrum FinOps
Accreditations* Partner Lead Partner Certification [AWS Solutions Architect, Certification Academy Certification Certified
Learning Plan - Learning Plan - [AWS Cloud Developer or SysOps [AWS Solutions Architect Practitioner
Software Software Partner Practitioner] Administrator] Professional or Security
Partner Specialty]

Technical Lead

Developers/Solutions
Architects/Engineers

Business/Executive
Manager

Compliance Manager

Product Owner/Product
Manager

Project Manager/Scrum
Master

Sales/Marketing

17 © 2024, Amazon Web Services, Inc. or its affiliates.

 Partner Success Stories
Hear how our AWS EEIP partners accelerated the development of their AWS skills, expedited
their cloud readiness and enabled their teams through the program.

Ewens M, Nanda R, and Rhodes-Kropf M. Cost of Experimentation and the Evolution of Venture Capital. NBER Publications. National Bureau of Economic Research, 2018.
1
AWS EQUITY EQUIVALENT INVESTMENT PROGRAM PARTNER SUCCESS STORY

Think Tank
Executive Summary “The AWS EEIP has transformed
and impacted our business in a
Think Tank is a technology company that specializes in ICT education and education “Before joining the program, we had six team members of which three were permanent meaningful way and in the
technology (EdTech) solutions for individuals and businesses across all industry and three were on fixed term contracts. To date we have a total of 12 permanent and fastest time possible.”
verticals. Think Tank joined the AWS Equity Equivalent Investment Program (AWS two contracted employees.”
EEIP) in 2022. As part of the program, they gained access to the Launch Ready
Program headcount funding, market development funding and AWS training and Tebogo Moleta, Founder and MD, Think Tank Tebogo Moleta, Founder and
certification. As a result, Think Tank has been able to accelerate its AWS Partner
Network (APN) journey, becoming an AWS Select Tier Services Partner within 12 Think Tank previously solely focused on ICT training as they did not have resources, both
Managing Director, Think Tank
months and an AWS Authorized Training Partner (ATP) within nine months of joining financially and human capital, to focus on any other service. With the growth in
the program. headcount, they were able to created additional business units within the business, i.e., Ed
Challenges Before the AWS EEIP Tech, Cloud and Cyber Security professional services.
“The EEIP is definitely not an
Think Tank was founded in 2016 by Tebogo Moleta, to provide access to high impact The AWS EEIP helped Think Tank to dive deep and discover what they wanted to be easy program to participate in,
ICT education to unemployed Youth and curb the rate of unemployment. Think Tank famous for in the market through the business transformation workshops facilitated by but the evident business growth
creates platforms and systems that help individuals and Small and Medium One Linkage. Tebogo acknowledges that through the workshops he was able see Think
Enterprise (SMEs) businesses thrive in their entrepreneurial journey. Tebogo’s vision Tank for what it truly is and helped him come up with actionable steps on how to improve and transformation is all worth
was to become the leading education technology (EdTech) solution provider in Sub- it for the better. “Through the AWS EEIP program we have identified our strengths and it. The AWS EEIP program will
saran Africa and beyond. Tebogo acknowledges that he couldn’t afford to hire core competencies and have since selected our niche. We now have laser focus and make you think critically about
experienced technical resources, which led him to hire university graduates and because of it, we’re more deliberate and are able to optimize our resource utilization”. By
provide them with training, work experience and industry certifications. After these identifying what our niche is, we have been able to launch 12 opportunities on our Partner your capabilities as an
graduates got their certifications and work experience, they would get poached by scorecard. entrepreneur and your overall
larger businesses. “This meant we had to do the same process over and over again business, but in that same light,
which effectively meant the business was not growing”. says Tebogo. The program’s investment in office space, hardware, training opportunities, support
workshops and exhibition attendance are among Tebogo’s program highlights.
it’ll help you realize what is truly
Impact of the AWS EEIP important and help keep laser
“There’s honestly just a lot to talk about and so much to be grateful for in this focus and help you maximize
After joining the program in November 2022, Think Tank leveraged the partnership
with AWS to hire senior technical candidates. The headcount subsidies enabled
program”. your efforts”.
Think Tank to hire for 12 new roles and ramp up their skills by achieving 26 Tebogo Moleta, Founder and MD, Think Tank
foundational, eight associate and six professional and specialty certifications. Tebogo Moleta, Founder and
Managing Director, Think Tank

About the Partner

An Select Tier Training and Services Partner, based in Johannesburg, South Africa, creating the next generation of engineers and entrepreneurs through
education and technology.
https://www.thinkt.co.za/
AWS EQUITY EQUIVALENT INVESTMENT PROGRAM PARTNER SUCCESS STORY

Umdoko internet
Executive Summary Impact of the AWS EEIP “The program offers numerous
The platform is an all in one management platform, allowing live interactive streaming
benefits to combine financial
Umdoko Internet is a software development house, that joined the AWS Equity natively, providing our customers with tailor made billing per usage. “The AWS EEIP has prosperity with social impact,
Equivalent Investment Program (AWS EEIP) in 2022. As part of the program they they provided us with access to industry experts who helped us make our goal a reality allowing black businesses in
gained access to the Launch Ready Program, headcount funding, market development through building, rebuilding and reinventing..” says Shakes.
funding and AWS training and certification. As a result, Umdoko Internet has been able South Africa to make a
to accelerate its AWS Partner Network (APN) journey, becoming an AWS validated
“I always thought AWS was expensive, but after becoming an AWS EEIP meaningful difference in the
Software Path Partner within 15 months after joining the program.
partner and receiving training and certification, I committed my entire world”
business to AWS and we built our platform on AWS.”
Challenges Before the AWS EEIP
Shakes Mkhonza, Founder, Umdoko Internet Shakes Mkhonza, Founder,
Umdoko is a start-up company providing modern software development by creating Umdoko Internet
When Umdoko applied for the AWS EEIP program, they registered on the APN as a
custom software that inspires people and drives business forward. Shakes Mkhonza
services path partner, even though they wanted to build code. The program team and
founded Umdoko in 2016 while he was employed, with the vision of creating an
consultants helped Umdoko identify their core business and super powers. “By
environment for software developers to have creative freedom to build and create
attending the three-day product strategy workshop facilitated by Koedr, we were able
software. Umdoko officially started trading in 2019 with Shakes being the only
to flesh out our concept, understand who our customer was and get clarity of thought
employee. The business started with Shakes taking on the role as an independent
about what we were ultimately going build”. says Shakes. After Umdoko completed
contractor by writing software code.
their product strategy workshop they attended the two-day launch ready program
Being founded by a software developer, Shakes, acknowledges that his business was
facilitated by One Linkage. During the launch ready program, Umdoko evaluated their
poorly structured and disorganized as he didn’t have prior business experience. He
capabilities against the best practices described in the AWS Cloud Adoption Framework
compares the way he ran his business to a spaza shop that is disorganized, ran by the
(CAF) and built their Most Viable Product (MVP). After completing the launch ready
owner and that doesn’t have a formal way of invoicing and no operational structure.
program Umdoko enrolled for the Software Path on the AWS Partner Network (APN).
“Umdoko’s greatest challenge was unclear leadership structure, lack of defined roles
“We received support from the EEIP Team, the program is intense, it was a tough love
and responsibilities, inadequate communication channels, inconsistent decision-
situation that yielded results of being a validated partner through obtaining the AWS
making processes, and a general absence of cohesive policies and procedures. Even
Foundational Technical Review (FTR).
though the business was unorganized internally, we were delivering for customers.”
says Shakes.
“Through the program we have created 12 Jobs of which nine are youth. Through the
program we have been able to go from one employee to 12 within 14 months. Which
Impact of the AWS EEIP has enabled us to build and deliver for customers, we have launched 22 opportunities
on the APN. Our team has also been able to complete eight foundational certifications
Umdoko’s vision is to use modern technology to better humanity by implementing and seven technical certifications. The program offers numerous benefits to combine
generative AI into customer solutions. “Our platform, Amusema.com helps customers financial prosperity with social impact, allowing black businesses in South Africa to
to stream line and manage their events. make a meaningful difference in the world.” says Shakes.

About the Partner

An Select Tier Training and Services Partner, based in Johannesburg, South Africa, providing modern software development. Our technologies
and solutions underpin the key objectives and values of the Fourth Industrial Revolution (4IR).
https://umdoko.com/
AWS EQUITY EQUIVALENT INVESTMENT PROGRAM PARTNER SUCCESS STORY

Pax Divitae
Executive Summary
Pax Divitae is a advisory services, value realisation and innovations company that joined “Our goal still is to develop a strong partnership with AWS while “The AWS EEIP has provided
the AWS Equity Equivalent Investment Program (AWS EEIP) in 2022. As part of the creating solutions to solve problems faced by South Africans to us with an opportunity to fast
program they they gained access to the Launch Ready Program, headcount funding,
market development funding and AWS training and certification. As a result, Pax Divitae change the trajectory of society through technology.” track our business through
has been able to accelerate its AWS Partner Network (APN) journey, becoming an AWS a the coaching provided by the
Advanced tier partner within 12 months after joining the program. Phakiso Mataitsane, COE, Pax Divitae
program team and
After completing the product strategy workshop Pax Divitae attended the Launch Ready consultants , the program
planning workshop, facilitated by One Linkage. The workshop helped the team re-look at
Challenges Before the AWS EEIP gave the team and the
their objects for the business beyond the two years of the program. “They helped us
When Phakiso founded the business in 2020, the business was funded by the revenue review our team structure and guided us into the AWS Cloud center of excellence”. says business structure and has
generated by the Advisory business unit, which introduced cash flow issues as the business Phakiso. The Pax Divitae team migrated 95% of their business to AWS since becoming an made us see what is
started to grow. This was primarily due to Pax Divitae hiring employees who had little to
no experience while trying to obtain new business, as their customers were requesting
AWS EEIP partner. For Phakiso, being part of the program accelerated their plans to possible.”
migrate and build on AWS. It has enabled them to lead their innovation driven by AWS
mid-level (3-5 years) experience teams to fulfil their project. Pax Divitae did not have a
technology and solutions.
clear offering or strategy. “We didn’t have a clear strategy for what we wanted to Phakiso Mataitsane, CEO, Pax
specialize in the innovation business unit after we had made a large investment in another The AWS EEIP has enabled Pax Divitae to scale its delivery capacity and enlarge their
Original Equipment Manufacturers (OEM’s), they were not supportive, and instead found Divitae
offerings that contribute to the long-term sustainability of the company. Pax Divitae has
reasons for us not to progress”. says Phakiso. When the investment fell through Pax
since created 25 permanent jobs and 10 fixed-term contract roles, which has allowed the
Divitae had greater cashflow issues and made enough to pay salaries at the end of the
month. team to innovate customer-centric solutions. Phakiso is confident that the solutions the
innovation team is building are not only for individual customers but for the market,
Impact of the AWS EEIP which creates sustainable revenue for the business.

Through the Product strategy workshop facilitated by Koedr in their first quarter of the Pax Divitae is focused on continuous innovation through the development of their
program, Pax Divitae was encouraged to think about what they wanted to be famous for employees, and has been able to encourage a continuous learning culture through the
on AWS. During this workshop, Pax Divitae dove deep into their business units and AWS EEIP investment in training for employees. “As much our team needs to build, they
strategically developed a flywheel around their existing advisory business and the need to learn and keep relearning as things change on a daily basis” says Phakiso. Since
innovation lab. The formation of the innovation lab was vital to the business as it was joining the program, Pax Divitae has completed 25 foundational certifications and 12
seen as a skills development opportunity for Youth in South Africa. “The vision for the Technical certifications. “The AWS EEIP has provided us with an opportunity to fast track
innovation lab was to train unskilled, unemployed Youth and feed them into the our business through the coaching provided by the program team and consultants. “The
organization as junior talent”. says Phakiso. Pin 2020 when Pax Divitae was founded, the program gave the team and the business structure and has made us see what is possible.”
advisory unit was bringing in revenue, which he reinvested into the innovation hubs. His says Phakiso.
greatest challenge was making ends meet at the end of the month, as the innovation
business unit did not close deals then. Now, the youth build solutions using AWS to
deliver customers' requirements and visions while they are getting hands-on experience
in delivering to real customers.

About the Partner

An Advanced Tier Services Partner, based in Johannesburg, South Africa, providing advisory services, value realization and
innovation.
https://paxdivitiae.com/

21 © 2023, Amazon Web Services, Inc. or its affiliates.

 AWS EQUITY EQUIVALENT INVESTMENT PROGRAM PARTNER SUCCESS STORY

BATSAMAYI
“My responsibility is securing
Executive Summary
our future and how we win
BATSAMAYI joined the Amazon Web Services Equity Equivalent Investment Program (AWS
“We had four divisions - Cloud, Quality Assurance, and Bespoke Software Development,, our targets. I managed a lot
EEIP) in 2021 as part of the program’s second cohort. In the first year of the program,
which included building both internally and externally.” Cinga says. He also felt that much of things. For example, in
BATSAMAYI leveraged the AWS EEIP benefits to deepen its AWS skills and build delivery
capacity. BATSAMAYI achieved customer success and became an Advanced Tier Services
of his time was taken up by managing aspects which were not core to securing the future Quality Assurance, if the
of BATSAMAYI in the long term. “My responsibility is securing our future and how we win client wanted to talk, they
partner on the AWS Partner Network (APN) in just over a year. With continued support
our targets. I managed a lot of things. For example, in Quality Assurance, if the client
from the AWS EEIP, BATSAMAYI has been able to sustain its APN success, while optimizing would do it through me.”
wanted to talk, they would do it through me.” This prompted Cinga to rethink
its strategy and operations for scale and sustainable growth.
BATSAMAYI’s organizational structure and how the BATSAMAYI team was being enabled.
Cinga Nyangintsimbi, Managing
Navigating Business Growth Challenges Though the external bespoke software development work BATSAMAYI had delivered for Director, BATSAMAYI
customers was vital to its growth as an APN partner, Cinga also recognized that delivering
Through the AWS Partner Transformation Program (PTP) engagement in the first year of
bespoke software solutions for customers meant BATSAMAYI would spend more time
the AWS EEIP, BATSAMAYI was prompted to think about and build towards what they
delivering for a smaller pool of customers. For Cinga, it was important to further refine
wanted to be famous for on AWS. The experience BATSAMAYI had accumulated over the
BATSAMAYI’s offerings and recalibrate the business and the Divisions. Ultimately, Cinga
years in building and testing software allowed BATSAMAYI to evolve their strategy and
aimed for each project in the BATSAMAYI pipeline to be a good fit for their current
focus on how they could build a flywheel around their existing Quality Assurance and
capabilities but also align with their strategic vision and future ambitions.
Software Development offerings. BATSAMAYI then formed their Cloud Division, which
focuses on developing cloud-native applications in AWS and providing Cloud Managed
Impact of the AWS EEIP
Services for customers.

For Cinga, the EEIP came at the right time on BATSAMAYI’s journey. The AWS EEIP has
The formation of the Cloud Division was a natural progression for BATSAMAYI, as prior to
enabled BATSAMAYI to scale its delivery capacity and introduce new offerings that
moving to AWS, the team had faced challenges deploying and maintaining resilient
contribute to the long-term sustainability of the Company. “The program came in at the
infrastructure for their applications whilst maintaining a low cost. “We have been building
perfect time when we needed it to build out on the cloud,” he says.
for a long time... now let’s add Cloud because we have been building these products [that
need] hosting and there’s a gap in the infrastructure service. Let’s learn that because we
Having had the support to scale from 18 to 50 employees, and grow BATSAMAYI into an
already know what it requires,” says BATSAMAYI’s Managing Director, Cinga
AWS Advanced Tier Services Partner, Cinga had the confidence to eliminate external
Nyangintsimbi. The AWS EEIP headcount funding enabled hiring for the Cloud Division,
bespoke software development offerings in order to build toward a more scalable revenue
and the AWS EEIP training and certification funding, along with the support provided by
generation model. “We stopped developing for individual customers and started
the AWS EEIP program team, enabled the technical ramp-up for the Cloud team. The
developing for us”. Prior to the AWS EEIP, it would have been more challenging for
formation of the Cloud Division was not without challenges, as Cinga then found himself
BATSAMAYI to consider building their own products, which they would ultimately take to
spread thin across multiple customer engagements.
market.

22 © 2023, Amazon Web Services, Inc. or its affiliates.

 AWS EQUITY EQUIVALENT INVESTMENT PROGRAM PARTNER SUCCESS STORY

BATSAMAYI cont.
“We have the investment benefit that helps us grow our business ... If we only had Providing opportunities for people to grow is especially important to Cinga, who
the two Divisions, [Quality Assurance and external Bespoke Software shares: “If you give someone the opportunity and you tell them what they need to
Development,] it would not have given us the time to build our own internal do, they will figure it out…but you have to know they will do it their own way. You
products through the Bespoke division.” says Cinga. have to be involved here and there. You need to have trust.” The training and
certification funding has helped to support technical enablement and development
The AWS EEIP headcount funding also enabled BATSAMAYI to hire Team Leads for within BATSAMAYI and the team has completed over 50 AWS Certifications and
each of the divisions, freeing Cinga up to focus on the long-term future of 128 AWS Partner Accreditations since starting on the AWS EEIP program. For
BATSAMAYI. “Now we have three independent Divisions, which each have Team Cinga, being a part of the AWS EEIP has been akin to having an investor who does
Leaders. They now manage the delivery of each of their teams. The difference is I not take equity, but is equally concerned about the growth of your business.
no longer need to be as involved in the day-to-day as I used to be.”
“It has helped us accelerate. It’s a catalyst and having someone to hold us
BATSAMAYI has always fostered a culture of continuous professional development, accountable has helped. It’s amazing and we appreciate it so much... It’s also
even requiring the Quality Assurance team to complete new industry certifications challenging, but it’s for our own benefit.”
provided by the International Software Testing Qualifications Board (ISTQB) twice
yearly. BATSAMAYI has not only maintained this learning culture, but has
leveraged the AWS EEIP training and certification funding to scale it across the
organization.

“If you give someone the opportunity and you tell them what they need to do, they will figure it out...but you have to know they will do it
their own way. You have to be involved here and there. You need to have trust.”

Cinga Nyangintsimbi, Managing Director, BATSAMAYI

About the Partner

An Advanced Tier AWS Services Partner, based in Port Elizabeth, South Africa, we empower organizations to reach unprecedented technological
excellence through cloud-based solutions, with a focus on Cloud Migrations, DevOps and Security.

https://batsamayi.com/

23 © 2023, Amazon Web Services, Inc. or its affiliates.

 Frequently Asked Questions

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 AWS EQUITY EQUIVALENT INVESTMENT PROGRAM

FAQs
Q: I do not qualify for the AWS EEIP but need help to build my partner Q: Will AWS share participant identities with the public or other Q: My team has already completed all the AWS certifications required.
business. Are there other AWS programs for partners than I can explore? stakeholders? Will we be required to achieve alternate certifications or can we
proceed directly to Phase 3?
A: Yes. Whether you are just beginning to build or expand your business, AWS A: All participants are required to sign a marketing authorization and release
offers various programs to help you succeed at any stage of your journey. permitting AWS to reproduce, distribute, publish and translate marketing A: Teams who meet all the minimum certification requirements are
materials, which include written testimonials, recorded testimonials and case required to maintain the minimum certification requirements in the KPIs
Visit https://aws.amazon.com/partners/programs/ to find out which partner throughout the course of the program.
studies about AWS services, names and logos of the participant. AWS will get
programs you can leverage to build your AWS business, market and prior written authorization from the participant to use the materials other
differentiate your offerings or grow with the AWS Partner Network (APN). than as prescribed in the marketing authorization and release. Participants Q: Why are applicants required to complete accreditations as a pre-
may refuse the request. requisite for selection?
Q: Will each participant receive an equal investment?
Q: Once selected for the program, can my selection be revoked? A: AWS Partner Accreditation courses give individuals in business and
A: No. Program benefits will be allocated on a case-by-case basis at AWS’ sole technical roles a foundational understanding of AWS products and
discretion. AWS will allocate program benefits based on the interventions A: Yes. Once AWS completes the selection process, we will conduct services, best practices, and APN programs. As the AWS EEIP accepts
required for the participant to achieve the program outcomes. background checks on your business and your directors. Should the results be applicants who may not have AWS or APN knowledge, accreditations are
unfavorable, your selection to the program can be revoked. Selection can required to ensure that all selected applicants have the foundational
Q: What are the requirements to become a “Validated” partner? also be revoked if you have not complied with the terms and conditions of understanding of AWS and the APN before committing to the program.
application or if the information submitted to AWS as part of your
A: Visit the links below to read the validation requirements for the Services, application is found to be incomplete, incorrect or misleading, or if there is a Q: Will taking part in the AWS EEIP give me access to sales leads?
Software and Training paths: change in your eligibility status.
A: Participants who become ACE Eligible may receive AWS referrals. Visit
Q: How long does the selection process take? https://aws.amazon.com/partners/programs/ace/ to learn more about
▪ Services Path: https://aws.amazon.com/partners/services-tiers/
the ACE Program.
A: Up to 3 months
▪ Software Path: https://aws.amazon.com/partners/foundational-
technical-review/ Q: Will AWS share participant data with AWS customers?
Q: My chosen partner path does not require AWS certifications to achieve
“Validated” status. Will the accreditation and certification requirements A: Should we receive a request for participant information which is not
▪ Training Path: https://aws.amazon.com/partners/training-partner- still apply to me? publicly available, AWS will redirect the request to AWS EEIP participants
program/ who can elect to share their information directly with the customer or
A: Yes. All AWS EEIP participants must meet the minimum knowledge give us consent to do so on their behalf. Participants may refuse the
Q: What happens if my business is selected but does not meet the agreed requirements stipulated in the program. request.
Key Performance Indicators and milestones?
Q: If our team completes certifications before contracting, will AWS refund Q: Who can I contact if I have additional questions?
A: Participants who do not meet their KPIs and or milestones may have some our certification expenses?
or all of their program benefits suspended until they have met the agreed A: You can reach out to your Partner Development Manager or contact
A: No, AWS will not reimburse any applicant for any preparatory costs or the AWS EEIP Program team at:
KPIs and milestones. Participants who repeatedly fail to meet the agreed costs for other work done in connection with the application process.
quarterly KPIs or milestones will be off boarded from the program. equityequivalentinvestmentprogram@amazon.com

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 AWS EQUITY EQUIVALENT INVESTMENT PROGRAM

Acronyms
i. ACE: APN Customer Engagements Program

ii. APN: Amazon Partner Network

iii. AWS EEIP: Amazon Web Services South Africa Equity Equivalent Investment Program

iv. APN: Amazon Partner Network

v. B-BBEE: Broad-Based Black Economic Empowerment

vi. B-BBEE Codes: Broad Based Black Economic Empowerment Amended Information and Communications Technology Sector Codes

vii. CIPC: Companies and Intellectual Property Commission

viii. DTIC: Department of Trade, Industry and Competition

ix. EME: Exempted Micro Enterprise

x. MDF: Market Development Funds

xi. ICT: information and Communications Technology

xii. KPI: Key Performance Indicator

xiii. QSE: Qualifying Small Enterprise

xiv. SARS: South African Receiver of Revenue

xv. SME: Small and Medium-sized Enterprises

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 AWS EQUITY EQUIVALENT INVESTMENT PROGRAM

Links
i. APN Customer Engagements Program https://aws.amazon.com/partners/programs/ace/

ii. AWS EEIP Contact equityequivalentinvestmentprogram@amazon.com

iii. AWS Partner Accreditations https://aws.amazon.com/partners/training/accreditation/

iv. AWS Partner Network https://aws.amazon.com/partners/

v. AWS Partner Paths https://aws.amazon.com/partners/paths/

vi. AWS Partner Programs https://aws.amazon.com/partners/programs/

vii. AWS Services Partner Validation requirements https://aws.amazon.com/partners/services-tiers/

viii. AWS Software Partners Validation requirements https://aws.amazon.com/partners/foundational-technical-review/

ix. AWS Training Partner Validation requirements https://aws.amazon.com/partners/training-partner-program/

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