Table of contents

AWS Technical Professional - Module 4 : Presenting AWS Solutions to Customers

Key phases

Discovery : Understanding the customer challenges

Presenting the solution : Whiteboarding

Delivering a POC : Evaluating the solution in the customer’s environment


Preparing for discovery

  • Research customer’s business
  • Determine market segment
  • Identify industry trends
  • Identify customer’s competitors
  • Research recent news
  • Research customer relationship to AWS

Discovery practices

  • Encourage detailed conversation
    • Ask targeted questions
    • Ask open-ended questions (Avoid yes/no questions)
  • Five Whys
    • Dive deeper (encouraging detailed instruction)
    • Uncover the real desired outcomes
  • Whiteboarding
    • Keep track of the conversation
    • Illustrate workflows and ideation

Preparing an AWS solution

  • Consult with peers - Discuss the problem, ideate potential solutions and whiteboard them out
  • Illustrate the solution - Icons can be found here
  • Include variation - You should have two or three variations on the solution
  • Create a presentation

Handling objections

Address objections before moving forward. Objections are not always factual.

  • Connect : Identify with the customer’s point of view
  • Condense : Identify the core concern
  • Continue : Take steps toward resolution

Objection handling best practices

  • Data-driven approach
  • Use case studies
  • Dive deep
  • Have backbone
  • Keep the momentum going

Common objection responses


  • Security at AWS is our top priority
  • Higher security posture than in legacy environments
  • Customers inherit all the benefits of our experience
  • Validated against the strictest of third-party assurance frameworks

Cost or cost savings

  • Reduce total cost of ownership (TCO)
  • Achieve continuously optimized and predictable spend
  • No longer over-provision infrastructure for peak demand

Scalability and Response

  • Build Cloud Foundation Team
  • Create guardrails around security, availability, reliability, and compliance
  • AWS Control Tower gives maximum control - Without sacrificing speed and agility