Objections Flashcards
All clouds have pretty much the same technical capabilities now (1)
Cloud is the future.
The world is recognizing the transformative value of cloud, as compared with legacy on-premises solutions. The reasons to adopt cloud make sense across any provider, however the service and partnership you get with AWS remains differentiated
All clouds have pretty much the same technical capabilities now (2)
-more services and features
AWS has significantly more services, and more features within those services, than any other cloud provider. And in lots of cases, in their hurry to achieve parity with AWS, the services they do have don’t have the depth of feature and function AWS services provide. AWS is differentiated in our pace of innovation, our reliability, and in our culture of customer obsession
All clouds have pretty much the same technical capabilities now (3)
Gartner Magic Quadrant
AWS has a more complete vision and a greater ability to execute than our competitors. Let’s take a look at the newest Gartner Magic Quadrant for Cloud Infrastructure & Platform Services. The experts at Gartner indicate AWS is delivering for our customers in ways that other public cloud providers do not. We can review strengths and cautions for each provider.
Objection: AWS is more expensive than other cloud providers.
Public cloud pricing is almost identical across providers
Public cloud pricing is almost identical across providers. The major cloud providers all list their pricing publicly. If you’d like, we can take a look at those public pricing calculators together, and we’ll find that pricing is mostly the same. As an example: 1 GB of AWS S3, 1 GC of Google Cloud Storage, and 1 GB of Azure Blob Storage all cost $0.02/month.
Objection: Competitors offer more discounts than AWS
AWS can be perceived as most expensive due to aggressive discounting tactics from competitors
AWS’s competitors, like Google, Microsoft, and Oracle spend a lot more time focused on price than on technology. They sometimes offer credits or discounts to win business, especially when they are unable to differentiate on other tech advantages. These credits can be appealing in year 1, however these incentives do not last, and are often less significant than advertised. In the long term, picking a cloud based on upfront credits likely results in higher long-term TCO.
Why is pricing not the most important thing?
Pricing matters, but it isn’t the most important thing. AWS knows that cloud costs are important - in fact, we’ve reduced prices 100+ times, and include Cost Optimization as a foundational pillar in our business. However, cost should not be the most important decision criteria when selecting a cloud partner. Factors like reliability, security, and technical proof points can be business-critical in the cloud. Shortcomings of an alternate cloud provider in any of these areas can quickly turn perceived cost advantages on their head. There is more that goes in to cost than the price of the cloud resources. How easily can you hire engineers with the right certifications? How much integration is provided and how much do you need to write and maintain? Does your cloud help you speed up innovation? Be sure to take a holistic view to be sure of the impacts to your business.
Objection: Amazon competes with my business (1)
Many companies that compete with Amazon work with AWS. We have millions of customers, and there can be some natural overlap between those customers and Amazon’s businesses. However, this does not have to be a deal breaker. Take Netflix, for example. Netflix is an AWS case study customer, even though Netflix and Amazon Prime compete directly. AWS enables Netflix to stream shows and movies all over the world. On the retail side, companies like Best Buy, Game Stop, and Warby Parker all deliver for their customers by working with AWS.
Objection: Amazon competes with my business (2)
Amazon shares its industry expertise with customers. Enterprises often look for business and technology partners with industry experience. As part of Amazon, AWS benefits from first-hand industry expertise. We share that expertise back to customers in our engagements, and in our products. Technologies like Just Walk Out and Amazon One for contactless payment aren’t for Amazon only; they’re available for retailers to use.
Objection: Amazon competes with my business (3)
Your cloud choice will not change whether or not Amazon competes. Regardless of whether Amazon competes with your business, the most important thing is to provide the best quality of service at the best price point possible to your customers. At the very least, you can level the playing field with Amazon by leveraging AWS’s advantages.
Objection: Is my data safe with AWS since Amazon is a competitor?
AWS customer data is 100% secure and private (from Amazon). Competitors sometimes suggest your data isn’t safe with AWS. This is absolutely incorrect. Security is job zero at AWS, and neither Amazon nor AWS can access or use your content. We never use customer content to derive information from it for marketing or advertising.
Objection: All clouds have pretty much the same technical capabilities now (1)
Cloud is the future. The world is recognizing the transformative value of cloud, as compared with legacy on-premises solutions. The reasons to adopt cloud make sense across any provider, however the service and partnership you get with AWS remains differentiated.
Objection: All clouds have pretty much the same technical capabilities now (2)
AWS remains deeply differentiated from competitive clouds. You’re right that as our cloud competitors have worked to catch up, some of the foundational elements of cloud are already starting to become more commoditized. However, Amazon remains deeply differentiated. AWS has significantly more services, and more features within those services, than any other cloud provider. And in lots of cases, in their hurry to achieve parity with AWS, the services they do have don’t have the depth of feature and function AWS services provide. AWS is differentiated in our pace of innovation, our reliability, and in our culture of customer obsession.
Objection: All clouds have pretty much the same technical capabilities now (3)
AWS has a more complete vision and a greater ability to execute than our competitors. Let’s take a look at the newest Gartner Magic Quadrant for Cloud Infrastructure & Platform Services. The experts at Gartner indicate AWS is delivering for our customers in ways that other public cloud providers do not. We can review strengths and cautions for each provider.
Objection: Azure/Google has a data centers closer to our HQ
In many cases, AWS Local Zones address these better than competitor DCs. Also, customers often don’t elect to use the DC closest to them anyway. In many cases, more distant DCs are cheaper and have more services. The closeness of a DC might turn out not be a critical factor for your company at all.
Objection: We want a hybrid cloud environment, and other vendors are more focused on hybrid
AWS is the best cloud vendor to support hybrid. Hybrid is great because it gives you, as the customer, more options. If you have applications that need to remain on premises, AWS has made it so that you can use the same infrastructure, services, APIs and tools you use in the cloud, on-site and at the edge. This includes offerings like AWS Outposts, AWS Wavelength for 5G devices, and VMware Cloud on AWS
