Guiding a Large Federal Contractor to Success with Cloud Computing

During my time at AWS, I transitioned to working with a multi-billion-dollar federal Managed Service Provider (MSP) after my time on the State and Local Government team. This MSP served high-profile agencies such as the US Agency for International Development (USAID) and the Army Corps of Engineers.

Upon my initial engagement with this client, they were facing a significant setback. Their AWS hosting environment had let them down due to flawed backup and recovery configurations set up by their IT consultants. A database issue during an update led to a system crash, and the subsequent recovery process was both laborious and time-consuming. Understandably, this eroded their confidence in AWS. I was brought in to manage this critical account with the dual objectives of resolving the immediate issues and realigning the client with their cloud computing growth goals.

To tackle the immediate problem, I secured the expertise of a dedicated solutions architect. We jointly conducted an in-depth analysis to pinpoint the root cause of the database failure. Following this, we re-engineered and redeployed the database application into a stable and scalable AWS environment. This new setup included robust backup and disaster recovery features that aligned with the client's specific recovery objectives.

After stabilizing the immediate crisis, I coordinated a meeting with the client's leadership to thoroughly understand their long-term vision, concerns, and cloud computing expectations. Post extensive discussions, we co-developed a project list focused on migrating a variety of workloads from their co-located data centers to AWS.

With our project management framework in place, we made rapid progress. The initial phase involved 'lift and shift' migrations, which was followed by more intricate application refactoring. We faced challenges from software vendors unfamiliar with virtualized infrastructure. However, through a collaborative approach involving the client, AWS product engineers, and myself, we successfully overcame these obstacles.

As our collaboration evolved, we embarked on more complex and innovative projects. These included proof-of-concept initiatives for Remote Sensing systems, where we integrated machine learning and artificial intelligence to enhance capabilities. We also deployed eHealth Information Systems in remote African regions.

To ensure ongoing alignment and monitor progress, I established a routine for quarterly business reviews that included AWS leadership. Additionally, we engaged in 'Capture' activities, which involved tracking federal agency grants and bidding opportunities. Our collaborative efforts targeted various organizations, including the World Bank, USAID, the Federal Highway Administration, NIH, and the Gates Foundation.

By the close of the two-year engagement, I had successfully guided the client into an Enterprise Agreement with AWS. This agreement, applicable to accounts billing over $1M annually, offered them a range of benefits such as cost savings, enhanced support, and enablement resources, in return for their commitment to platform growth.