Amazon Web Services is reorganizing its sales teams and cloud app store to win in specific industry verticals, the next cloud battleground

  • An Amazon Web Services exec says the cloud provider is "thinking increasingly by vertical" and reorganizing its sales teams and app stores to focus on selling to specific industries.
  • Tailoring products and services to fit specific industries is becoming common for cloud companies as they chase valuable customers in specific industries like healthcare and financial services.
  • AWS rivals Microsoft and Google have recently introduced industry-specific products, and hired executives with expertise in fields like financial services, energy, and healthcare.
  • Are you an Amazon Web Services employee? Contact reporter Ashley Stewart via encrypted messaging app Signal (+1-425-344-8242) or email ([email protected]).
  • Visit Business Insider's homepage for more stories.

Amazon Web Services, the retailer's multibillion-dollar cloud business, is chasing after highly-coveted customers in industries like financial services, healthcare, and manufacturing. To do that, it's reorganizing its sales teams and splitting up its AWS Marketplace cloud app store to do it, the company tells Business Insider.

"We are thinking increasingly by vertical," Dave McCann, vice president of Amazon Web Services Migration, Marketplace & Control Services, told Business Insider in an interview. 

AWS two years ago split up Marketplace, reorganizing it around what it sees as the four domains that comprise each of its customers' IT operations: applications, security, operations, and data analytics. Companies like NetApp, Splunk, and Cisco sell software on Marketplace designed to run on AWS cloud infrastructure.

The company has since refined the focus of Marketplace to create stores for specific industries. AWS, for example, launched an oil and gas marketplace late last month, and has added 52 healthcare software companies into its healthcare marketplace this year.

McCann also said AWS is "organizing its sales teams by vertical." AWS hasn't responded to a request to elaborate on those plans, but AWS job postings mention sales verticals including manufacturing, education, energy, auto and "smart transportation," and consumer product goods.

Tailoring products and services to fit specific industries is becoming common for cloud companies as they chase valuable customers in industries like healthcare and financial services. AWS already offers cloud solutions by industry, including education, financial services, and healthcare and life sciences.

Google announced industry-specific cloud initiatives earlier this year, including for healthcare, financial services, media and entertainment, and manufacturing. IBM also has a specific cloud for financial services, and touts Bank of America as a client. Microsoft in May introduced its first industry-specific cloud, Microsoft for Healthcare, which largely consists of specifically-tailored versions of existing products.

Google and Microsoft have been adding executives with expertise in the industries their respective cloud businesses are targeting. Microsoft over the past year or so has added executives from industries including healthcare, manufacturing, and energy. Google has hired executives with expertise in logistics and transformation, financial services, and healthcare.

Do you have insight to share? Contact this reporter via email at [email protected], message her on Twitter @ashannstew, or send her a secure message through Signal at 425-344-8242.

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