AWS Co-Sell Opportunities Field Description
Last updated: October 24, 2024
Opportunity Details in SF | Mapping field in the Clazar UI Co-sell | Description |
APN CRM Unique Identifier | OPPORTUNITY ID | The APN Salesforce Unique Identifier (also known as APN Partner ID) is a unique number assigned to each partner in the AWS Partner Network (APN) |
Opportunity Ownership | Opportunity Status | Owner of the opportunity. Values can be partner Referral, AWS Referral |
AWS Marketplace Engagement Score | ENGAGEMENT SCORE | The AWS Marketplace Engagement Score is a metric that quantifies an ISV’s level of interaction and activity within the AWS Marketplace, reflecting the effectiveness and success of their listings, sales, and co-sell efforts |
Sale Stage | STAGE | The opp stage according to seller at which the sales process is. You can map these predefined stages given by AWS to your Salesforce stages using Clazar |
AWS Stage | AWS STAGE | The sales stage as per AWS |
Industry | Customer Details>Industry | Buyer Industry |
Target Close Date | Project Details>Target Close Date | The target date to close the opportunity |
Status | Opportunity Status | The status in AWS co-sell indicates the current stage of an opportunity within the co-sell lifecycle, such as identified, engaged, progressing, or closed. |
Cloud Created Date | Opportunity Status | The timestamp the opportunity was submitted to ACE |
Last Modified Date | Opportunity Status | The timestamp the opportunity was modified |
Rejection Reason | Opportunity Status | The “rejection reason” field is used to specify why a submitted opportunity was not accepted. This could include reasons such as insufficient information, non-compliance with AWS guidelines, or the opportunity not meeting the required criteria Or rejection from Partner end |
Mapped Object | ||
Mapped Object | Salesforce Opportunity | Opportunity ID link in Salesforce |
Mapped Object Type | Default "opportunity" | Mapped object usually "Opportunity" |
Mapped Object Id | Salesforce Opportunity | Opportunity ID in Salesforce |
Clazar Id | Available in co-sell Address URL in Clazar | Co-sell opp id in clazar |
Customer Details | ||
Customer Company Name | Company Name | Customer Details |
Customer Email | Contact Details>Customer Contact>Email | Customer Details |
Customer First Name | Contact Details>Customer Contact>First Name | Customer Details |
Customer Last Name | Contact Details>Customer Contact>Last Name | Customer Details |
Customer Website | Customer Details>Website | Customer Details |
Customer Phone | Contact Details>Customer Contact>phone | Customer Details |
Country | Customer Details>Country | Customer Details |
State | Customer Details>State | Customer Details |
Postal Code | Customer Details>Postal Code | Customer Details |
AWS Contact | ||
AWS Sales Rep | AWS Contacts>AWS Sales Rep | AWS Sales Rep details Name, Email, and phone |
AWS Account Owner | AWS Contacts>AWS Account Owner | AWS Account Owner details Name, Email, and phone |
AWS ISV Success Manager | AWS Contacts>AWS ISV Success Manager | AWS ISV Success Manager details Name, Email, and phone |
AWS Partner Success Manager | AWS Contacts>AWS Partner Success Manager | AWS Partner Success Manager details Name, Email, and phone |
Partner Detail | ||
Partner Developer Manager Email | Seller AWS partner development manager Email | |
Partner Developer Manager Name | Seller AWS partner developer manager Name | |
Primary Contact First Name | Contact Details>Partner Contact>First Name | Seller AE First name |
Primary Contact Last Name | Contact Details>Partner Contact>Last Name | Seller AE Last name |
Primary Contact Email | Contact Details>Partner Contact>Email | Seller AE email |
Primary Contact Phone | Contact Details>Partner Contact>Phone | Seller AE phone |
Partner Primary Need From AWS | Project Details>Partner Need from AWS | Seller AE primary ask |
Partner Primary Need From AWS Other | Project Details>Partner specific Need from AWS | Seller AE other ask |
Project Details | ||
Partner Project Title | Project Details>Project Title | The Partner Project Title in AWS co-sell is a brief, descriptive name summarizing the project’s scope, customer, and primary objectives. |
Is Marketing Development Funded | Project Details>Marketing Funds Used | AWS co-sell indicates whether the opportunity has received financial support from AWS’s Marketing Development Funds (MDF) to assist with co-marketing activities. |
Opportunity Type | Project Details>Opportunity Type | The Opportunity Type in AWS co-sell specifies whether the opportunity is new, an expansion of an existing contract, or related to an existing contract with no expansion. |
Is Opp From Marketing Activity | Project Details>Marketing Originated | It indicates whether the opportunity originated from a marketing initiative or campaign. |
Project Description | Project Details>Project Description | The “Project Description” field in ACE should be a concise summary of the project, detailing the customer name, workload, and delivery. This provides a clear overview of the project’s scope and objectives. |
Use Case | Project Details>Use Case | The “Use Case” field in ACE specifies the type of workload or solution the partner is working on with the customer. It helps categorize the opportunity for better alignment with AWS services and solutions |
Expected Monthly AWS Revenue | Project Details>Estimated AWS MRR | The Expected Monthly AWS Revenue field in ACE captures the projected incremental monthly service fee AWS will earn from the customer’s usage three months post-launch. This figure helps track the ROI of joint marketing and sales activities |
Is Action Required | On co-sell page | The Is Action Required field in ACE indicates whether AWS or the partner needs to take any immediate action or follow-up to progress the opportunity. It helps ensure timely and efficient management of the sales process. |
Is Net New Business For Company | Project Details>If Opportunity Type New Business then "Yes" else "No" | The Is Net New Business For Company field in ACE indicates whether the opportunity represents entirely new business for the partner company, distinct from any existing contracts or expansions. This helps AWS and the partner assess the growth potential and novelty of the opportunity |
Solution Offered | Project Details>Solution Offered | The Solution Offered field in ACE describes the partner’s solution provided to address the end-customer’s business problem. If the solution is unique or not listed, it should be specified in detail. |
Other Solution Offered | Project Details>Other Solution Offered | In the ACE AWS program, “other solution offered” refers to describing a solution that doesn’t fit predefined categories in the dropdown menu. Partners must provide a detailed description of this unique solution to address the customer’s business problem |
Accept By | The Accept By field in ACE specifies the deadline by which the customer must accept the proposed solution or offer. This ensures timely action and commitment to the project timeline. | |
Closed Lost Reason | Project Details> Closed Lost Reason | The Closed Lost Reason field in ACE specifies the primary reason why a submitted opportunity was not won, providing insight into the factors that led to the loss. This helps in analyzing and improving future engagements. |
Sales Activities | Project Details>Sales Activity | The Sales Activities field in ACE captures the specific sales actions taken with the end-customer, such as meetings, demos, and discussions, to advance the opportunity. This information helps AWS understand the level of engagement and progress made. |
Next Step | Next Steps | The Next Step field in ACE outlines the immediate actions planned to progress the opportunity, such as scheduling meetings, demonstrations, or further engagements with the customer. This helps maintain momentum and clarity on the progression of the deal. |
Delivery Model | Project Details>Delivery Model | the “delivery model” field requires partners to specify how their solution will be delivered to the customer. This includes selecting from options such as on-premises, cloud, hybrid, or other relevant delivery methods from a dropdown menu |
AWS Products | Project Details>AWS Products | when submitting an opportunity, partners need to specify which AWS products will be utilized to solve the customer’s business problem. This involves selecting relevant AWS services from a dropdown menu in the submission form |
APN Programs | Project Details>APN Programs | The “APN Programs” field in the ACE submission form requires partners to specify the relevant APN program(s) their opportunity is associated with, such as APN Customer Engagements (ACE) or APN Marketing Central |
SaaS Details | ||
Contract Start Date | SaaS Details>Contract Start Date | Expected date when the customer would move into production and AWS Consumption would start |
Contract End Date | SaaS Details>Contract End Date | The Contract End Date in ACE AWS refers to the specified end date of a contract related to an opportunity being submitted through the APN Customer Engagements (ACE) Program |
Customer Software Value | SaaS Details>Customer Software Value | customer software value is derived from streamlined procurement processes and enhanced cost visibility, leading to significant licensing cost savings and procurement efficiencies. The ACE program facilitates better alignment with AWS best practices and strengthens co-sell journeys, driving higher customer trust and new business opportunities |
Procurement Type | SaaS Details>Procurement Type | In ACE AWS, procurement types for SaaS include “pay-as-you-go” contracts, annual subscriptions, and custom pricing models like private offers. These options allow customers to select the most suitable billing and usage model for their needs, ensuring flexibility and cost efficiency |