AWS GenAI And AI Innovation Driving Sales Spike For Partners

'Not only did we grow our AWS business 184 percent (in 2024), our pipeline is forecasting over 300 percent growth in 2025,' said DoiT International’s Tracie Stamm.

Amazon Web Services partners are witnessing massive sales growth in 2024 thanks to the company’s ever-expanding generative AI product portfolio and AI channel investments.

Global powerhouse DoiT International has grown its AWS business a whopping 184 percent in 2024 thanks, in part, to AWS solutions enabling successful customer AI use cases and DoiT homegrown innovation.

“Not only did we grow our AWS business 184 percent, our pipeline is forecasting over 300 percent growth in 2025,” said Tracie Stamm, global head of product and content marketing, for Santa Clara, Calif.-based DoiT.

“AWS is at the bleeding edge of GenAI. Every move they make closer and closer to that, I see the market accepting it and going from that learning curve of just being aware of [GenAI], to accepting it, and then really learning how to leverage it to their advantage. DoiT’s leaning right into that as well with our own AI assisted expertise,” Stamm said.

AWS CEO Matt Garman recently told CRN that the $110 billion cloud unit needs a partner-centric strategy in order for AWS to truly scale on a worldwide basis, particularly in the AI era.

“Generative AI is going to reshape almost every single industry and every single business,” Garman told CRN. “As we continue to expand globally, we lean more and more on our global and regional channel partners to help us because they’re the ones that oftentimes know the customers best.”

For its part, DoiT has unleashed a slew of new GenAI and AI innovation this year, including its own GenAI assistant Ava and Cloud Intelligence service that optimizes customers’ cloud usage at every stage.

“Cloud Intelligence is the culmination of more than a decade of industry-leading cloud expertise that we’ve infused into our technology platform and continue to leverage in the form of our cloud engineers that helps customers plan, procure and operate this incredible investment,” said Stamm. “We’re bringing all of our expertise to bear in the spirit of helping our customers fully optimize their cloud usage and prevent waste. We’re also looking at: How is your infrastructure supporting your business goals? How is your architecture built? Is it flexible, resilient, performant, secure for the demands of not just today, but this exploding AI future before us?”

DoiT was a finalist for AWS’ 2024 Partner of the Year Award for Aerospace and Satellite, thanks to its ability to deliver solutions for public sector aerospace or satellite customers.

‘AWS Knows How To Partner Better’ Than Other Cloud Providers

Another top partner seeing its AWS business surge this year is Irvine Calif.-based Caylent.

Caylent CEO Lori Williams said her company’s AWS business increased 80 percent in 2024 due to customers realizing this year that they cannot evolve into the new AI world without cloud computing.

“Customers want to get to models and to platforms where they can actually take advance of the new technology,” Williams said.

“Customers like us because we’re all-in with AWS. We understand AWS and AWS adjacent, which is increasingly like Anthropic, Nvidia, Databricks, those things that are based on the platform as well,” said Williams. “We’ll go into a customer and talk about AI, talk about how they can look at Bedrock, and how to leverage those pieces. But then it immediately becomes, ‘Well, what about the infrastructure? You got to really rev your infrastructure. You got to really think about your app modernization.’ So it’s just the breadth of things that AWS have to offer. There’s so many other things we're able to do on the platform that's given us a lot of growth.”

This week, Caylent unveiled its new Applied Intelligence delivery model dedicated to AI-first cloud services. Caylent’s new model is designed to lower the barriers of cloud migration and modernization through the strategic and intentional application of AI at every stage of a customer’s cloud evolution.

Caylent won the AWS Migration Partner of the Year award, AWS’ GenAI Industry Solution Partner of the Year award, and Industry Partner of the Year award for Financial Services for North America.

“I’ve worked with all the all the cloud partners. AWS knows how to partner better than all of them,” she said.

Spending on worldwide public cloud services is expected to reach $219 billion by 2027, according to data from IT research firm IDC.

“The demand for data analytics, cybersecurity and AI solutions drives cloud adoption,” said IDC in its 2024 ‘Worldwide Software and Public Cloud Servies Spending Guide’ report. “This reflects the crucial role software plays in digital transformation initiatives across various industries. Businesses are investing heavily in cloud-based software, data analytics tools and AI platforms to optimize operations, enhance customer experiences and gain valuable insights.”

AWS’ New Innovation

At AWS re:Invent 2024 this week in Las Vegas, the Seattle-based company launched dozens of new products and channel incentives aimed at driving AI sales.

This includes AWS eliminating the financial cap on how much money partners can make inside the company’s popular Migration Acceleration Program (MAP) to a new Digital Sovereignty Competency that helps partners gain more knowledge around the specific requirements and regulations in different geographies.

On the product front, AWS launched new AI, security, storage and compute solutions.

“The launches and new products and services are immense. It's almost too much for any one person to keep track of, or one function to keep track of,” said DoiT’s Stamm. “That's why the market really needs strong partnerships with a high level of deep expertise that can stitch together the context of: how this market has evolved over time and bring that to bear so they don’t have to be the experts in all of these AWS developments. They can be the experts in their own business and driving their own innovation while we help with the rest.”