"Case studies are really front and centre and that is going to be a push so that more partners can list their customer case studies.
“Happy customers and customers that have experience with that partner the priority now.”
Helping partners upskill
AWS has had a consistent message to its partners for a number of years around specialisation in specific verticals or competencies.
However, one of the biggest issues for partners – particularly at a local level - is getting the right skills in house to specialise.
Copeland said that the vendor is working to enable partners in this and it has seen a 75 per cent increase in partner certification in 2016.
"We also have more certifications available," she said. "We provide subsidised training for partners to go and get their technical teams certified.
"We have also been conducting a professional services boot camp training that we provide primarily for our premier partners but also to some of our more experienced advanced partners.
"The other piece that we are doing is providing free training for partners in terms of business training through our partner solutions foundation, we have trained over 7000 people globally across 75 cities and we recently rolled out a big data training as well and are in the process of rolling out a Microsoft workload training.
In the local market, Jansen said that he could not reveal exact figures but growth in training and certification during 2015 saw a significant spike.
"The opportunity we have next year is to be a little tighter in the way we communicate with the partner community because we have more specialised training coming," he said.
"Solutions training for partners is another aspect and we will have a published solutions calendar for A/NZ detailing which sessions will be held in each city."
Jansen added that the need is there and now it was about targeting the appropriate resources to the right partners.
Sign up for Computerworld eNewsletters.