As cloud opportunities increase in the inflamed life sciences market, Pinnacle Technology Partners is reaping the benefits as companies flock to AWS for their science needs.
“Everyone is trying to take their science to AWS,” said Ethan Simmons, managing partner of cloud consulting and AWS superstar Pinnacle Technology Partners. Life sciences organizations say, ‘How do I take all this data that I’ve collected from the hardware from the lab, get it into AWS, and then how do I apply these AWS services around the data lake, analytics, and AI/ML? How can I take advantage of AWS services to do my research faster? This is what really drives our conversation. It’s all about increasing the pace of innovation or increasing the pace of research so that they can innovate and develop drugs or treatments faster.”
Pinnacle Technology Partners (PTP) of Norwood, Massachusetts has taken AWS competency in life sciences from the public cloud giant and is unleashing the cloud potential of some of today’s most innovative life sciences companies.
While achieving this prestigious AWS efficiency wasn’t easy, the rewards were worth it thanks to some great deals in the life sciences that AWS won with PTP in many opportunities.
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PTP Success Strategy with Customers and Employees
PTP is able to “bring the IT and science parts” together for life sciences companies thanks to its expertise in AWS, cloud security, and having not only IT staff on hand, but science experts as well.
“We have people on our team who know the science. So our conversations are with top scientists, not with the CIO. So when you say, ‘Hey, Mr. Scientist, you’re doing this kind of research.’” You probably want to run X, Y, and Z apps to do the search. We have experience helping get these applications running on AWS. “This is where we gain credibility,” Simmons (pictured above) said. “It’s not at the IT level, it’s at the application level, at the scientific level.”
Another key strategy for PTP’s success has been to “transform” its internal employees from traditional networking professionals to real AWS engineers.
With all-star skillful AWS employees, the solution provider is winning more deals than ever before.
One of PTP’s special sauces to winning deals and retaining customers is its focus on cloud security, optimizing cloud cost, and improving businesses’ ability to compete against larger competitors with access to AWS.
“It’s about how to do this in a way that is safe, cost-optimized, and well-controlled for research companies with a limited number of employees? They benefit from the same resources that Pfizer or Moderna or Johnson & Johnson have because they have access to AWS,” said Simmons, who has access to AWS. With three decades of experience in the channel and the IT field, “they’re trying to take advantage of that to play with the big guys by taking advantage of these capabilities.”
PTP offers a large number of services to clients including compliance requirements around regulations and HIPAA in a cloud-based environment.
Transfer HPC to AWS
A Channel Partner that achieves efficiencies in AWS Life Sciences must demonstrate the company’s ability to drive innovation and improve efficiency across the pharmaceutical value chain, including cost-effective computing and storage capabilities, advanced analytics, and patient customization mechanisms.
PTP does just that – and more.
The life sciences industry has been on the rise over the past several years thanks to a boom in new products and technology, along with an influx of capital from public and private investors. One of the major trends in PTP is life science customers looking to move High Performance Computing (HPC) to AWS.
“People are moving high-performance computing to AWS. For us, it’s more about life sciences and research, but leveraging these capabilities to do HPC-level computing at a cost that these smaller life sciences companies can handle and consume,” Simmons said. “From an opportunity standpoint, it was great because there are a lot of opportunities with AWS for HPC.”
AWS has invested in HPC over the years to better enable customers to run large, complex simulations and deep learning workloads in the cloud across HPC’s suite of products and services—from analytics to machine learning—on AWS. Notable services include Amazon EC2, Elastic Fabric Adapter, AWS ParallelCluster, and AWS Batch, to name a few.
Tips for AWS Channel Partners
Simmons is optimistic about AWS’s innovation drive, mature partner program, and channel strategy.
His advice to fellow AWS partners is not just to resell AWS, but to add value at the top with premium professional and managed services.
“We really had to go out and expand our capabilities at AWS. For example, there are only about 12 or 13 of us in North America who have life sciences competencies, and that was a stressful process, but it was worth it,” Simmons said. “It brought so much more value than just a regular partnership with AWS. So you really have to do something within the program that sticks you to the business.”