Links

• Pete and Jesse Talk Account Managers

TranscriptCorey: If your mean time to WTF for a security alert is more than a minute, it's time to look at Lacework. Lacework will help you get your security act together for everything from compliance service configurations to container app relationships, all without the need for PhDs in AWS to write the rules. If you're building a secure business on AWS with compliance requirements, you don't really have time to choose between antivirus or firewall companies to help you secure your stack. That's why Lacework is built from the ground up for the Cloud: low effort, high visibility and detection. To learn more, visit lacework.com.

Jesse: Hello, and welcome to AWS Morning Brief: Fridays From the Field. I’m Jesse DeRose.

Amy: I’m Amy Negrette.

Tim: And I’m Tim Banks.

Jesse: This is the podcast within a podcast where we talk about all the ways we’ve seen AWS used and abused in the wild, with a healthy dose of complaining about AWS for good measure. Today, we’re going to be talking about, really, a couple things; building your relationship with AWS, really. This stems from one of the questions that we got from a listener from a previous event. The question is, “How do the different companies that we’ve worked with work with AWS? Is the primary point of contact for AWS at a company usually the CTO, the VP of engineering, an architect, an ops person, a program manager, or somebody from finance, a [unintelligible 00:01:00] trainer? Who ultimately owns that relationship with AWS?”

And so we’re going to talk about that today. I think there’s a lot of really great content in this space. Pete and I, back in the day, recorded an episode talking about building your relationship with your account manager, and with your TAM, and with AWS in general. I’ll link that in the show notes. That’s a great precursor to this conversation. But I think there’s a lot of great opportunities to build your relationship and build rapport with AWS, as you work with AWS and as you put more things on the platform.

Amy: I think one of the things we always say right off the bat is that you should introduce yourself and make a good relationship with your account manager and your technical account manager, just because they’re the ones who, if you need help, they’re going to be the ones to help you.

Jesse: Yeah, I think one of the things that we should also take a step back and add is that if you are listening to this and you’re saying to yourself, “I don’t have an account manager,” that’s actually wrong; you do have an account manager. Anybody who’s running workloads on AWS has an account manager. Your account manager might not have reached out to you yet because usually speaking, account managers don’t reach out unless they see that you’re spending a certain amount of money. They usually don’t start a conversation with you unless you specifically are spending a certain amount of money, have reached a certain threshold, and then they want to start talking to you about opportunities to continue using AWS, opportunities to save money, invest in AWS. But you definitely have an account manager and you should definitely start building that rapport with them as soon as possible.

Amy: First question. How do you actually engage your account manager?

Tim: So, there’s a couple ways to do it. If you have reached a certain spend threshold where your account manager will reach out to you, it’s real simple: you just reply back to them. And it kind of depends. The question most people are going to have is, “Well, why do I need to reach out to my account manager? If I just have, like, a demo account, if I’m just using free tier stuff.”

You probably don’t ever need to reach out to your account manager, so what are the things, typical things that people need to reach out to their account manager for? Well, typically because they want to grow and want to see what kind of discounts are offered for growth, and I want to see what I can do. Now, you can open a support ticket, you can open a billing ticket, but what will end up happening is once you reach a spend threshold, your account manager will reach out to you because they want to talk to you about what programs they have, they want to see how they can help you grow your account, they want to see what things they can do for you because for them, that means you’re going to spend more money. Most account managers within a little bit of time of you opening your account and reaching a lower spend threshold, they’re going to send you an email and say, “Hey, this is my name, this is how you reach me,” et cetera, et cetera. And they’ll send you some emails with links to webinars or other events and things like that, and you can typically reply back to those and you’ll be able to get your account manager sometimes as well. But like I said, the easiest way to get a hold of your account manager or find out who it is, is to start increasing your spend on AWS.

Jesse: So, then if you’re a small company, maybe a startup or maybe just a student’s using AWS for the first time, likely that point of contact within a company is going to be you. From a startup perspective, maybe you are the lead engineer, maybe you are the VP of engineering, maybe you are the sole engineer in the company. We have seen most organizations that we talk to have a relationship with AWS, or build that relationship or own that relationship with AWS at a engineering management or senior leadership level. Engineering management seems to be the sweet spot because usually, senior leadership has a larger view of things on their plate than just AWS so they’re focused on larger business moves for the company, but the engineering manager normally has enough context and knowledge of all of the day-to-day specifics of how engineering teams are using AWS to really be involved in that conversation with your account manager, with your technical account manager, or with your solutions architect, or whatever set of folks you have from AWS’s side for an account team. And I think that’s another thing that we should point out as well, which is, you will always have an account manager; you won’t always have a technical account manager.

The technical account manager generally comes in once you have signed an enterprise discount program agreement. So, generally speaking, that is one of the perks that comes with an EDP, but obviously, there are other components to the EDP to be mindful of as well.

Tim: So, let me clarify that. You get a technical account manager when you sign up for enterprise support. You don’t have to have an EDPs to have enterprise support, but when you sign up for enterprise support, you automatically get a technical account manager.

Jesse: And, Tim, if you could share with everybody, what kind of things can you expect from a technical account manager?

Tim: So, a technical account manager, I mean, they will do—like, all TAMs everywhere pretty much can liaise with support to escalate tickets or investigate them and see what’s going on with them, try and, kind of, white-glove them into where they need to be. AWS TAM’s, they also have the same—or a lot of ...