As an innovation leader, Amazon Web Services Inc. continues to evolve its online Marketplace, where qualified partners can market and sell their software to AWS customers.
The company’s massive digital supply chain will now leverage an increasing number of automation partners to help users narrow in on the right seller and deploy solutions faster.
“As an independent software vendor like Seeq, we see that as opening up the door for two things: One, we get to leverage the great global scale and platform of AWS,” said Megan Buntain (pictured), vice president of cloud transformation at advanced analytics company Seeq Corp. “But then, secondly, it really brings together this idea that we will sell together to the end customer through the Marketplace. And we will also sell as partners through a co-sell in [Amazon Partner Network].”
Buntain spoke with theCUBE industry analyst John Furrier (@furrier) at the AWS Marketplace Seller Conference, during an exclusive broadcast on theCUBE, SiliconANGLE Media’s livestreaming studio. They discussed Marketplace trends, Seeq’s use cases and more. (* Disclosure below.)
[The following content has been condensed for clarity.]
Take a minute to explain what your company’s known for, what you do, and your relationship with the market.
Buntain: Seeq‘s unique offering in the marketplace is that we’ve solved a lot of the challenges around the operational data in manufacturing. So, manufacturing … it’s going through a massive transformation, supply chain disruption, and the globalization of manufacturing. And yet they have data stored for 20, 30 years that they’re still in the first generation of trying to gain insights from. So that’s why Seeq exists … to bring the insights out of that data. And then help the manufacturing customers we work with getting to the cloud.
When a buyer comes to the Marketplace and sees your listing and solutions, what are they getting?
Buntain: So, we have one Seeq listing in the AWS Marketplace. All applications of Seeq, they’re available there. We really leaned into the enterprise procurement models. So private offers are how we do most of our business in Marketplace. Now, we’re starting to see the demand side coming through from customers, where it’s not just our security software or DevOps or infrastructure software. They want to buy solutions like Seeq, including the line of business buyers through a common catalog in the Marketplace.
What are you seeing as the top three use cases for Seeq?
Buntain: There are two lines of that question: The first is really the line of business use cases. And those are all about what outcome we are going to drive. Are we going to improve efficiency in your factory? Are we going to reduce greenhouse gas emissions? Those are the kinds of use cases on the business side that Seeq works with our customers on.
On the IT side, they want to know that we can access data securely and that we can be part of an ecosystem where they can bring in iterations and algorithms and machine learning and new applications. And they also want to know that we are sustainable. So meaning that we’re driving constant innovation that is easy for them to consume and to gain access, to drive the next level of improvement.
How does the procurement process through the Marketplace help you and your customers? What’s in it for them?
Buntain: First, you get a validated set of a catalog of solutions that AWS has. The second thing for procurement professionals is that they can leverage their cloud committed spend with AWS. So, as they commit more expenses and spend with AWS, now these Marketplace purchases can be credited to that committed expense. And then the third piece is imagine buying software where you don’t need legal … because we’re using a standard [end user license agreement] that thousands of other software companies are using in the marketplace today.
Here’s the complete video interview, part of SiliconANGLE’s and theCUBE’s coverage of the AWS Marketplace Seller Conference:
(* Disclosure: TheCUBE is a paid media partner for the AWS Marketplace Seller Conference. Neither Amazon Web Services Inc., the sponsor of theCUBE’s event coverage, nor other sponsors have editorial control over content on theCUBE or SiliconANGLE.)