You can create a new AWS Marketplace co-sell opportunity in Tackle, or if you are using the Tackle for Salesforce integration, you can submit a new or existing opportunity from Salesforce.

Create an AWS co-sell opportunity

In Tackle, go to the left menu and click Co-Sell.
Click Create.
Under Opportunity details, enter the information about your referral:
- Cloud: AWS
- Field name: AWS estimated monthly recurring revenue
- Note: This is the expected incremental monthly service fee to AWS at standard catalog pricing at 3 months post launch. For AWS based multi-tenant SaaS, you can enter $1. For AWS Training Partners (ATP), AWS revenue resulting from AWS Training kits should be entered as MRR. For AWS ProServ, enter the total contract value of the AWS ProServ opportunity. For all others, enter the value that will provide your best guess of the expected monthly usage of AWS services
Under Your contact information, enter the details about the primary sales contact from your organization.
- Cloud: AWS
- Field name: APN registered email
- Note: Also known as the Opportunity owner email is an email that is registered in AWS Partner Central. It is a required field and without it the co-sell submission will fail. You can use an alias or the same email for every submission to avoid failures.
Under Buyer company information, enter the details about the company you are working with.
Under Buyer contact information, enter the details about the person you are working with at that company.
Under Marketing Activity, click Yes if this opportunity or contact was sourced from a marketing activity.
Under Additional details, provide any supporting information about the opportunity.

Preview: Tackle AI preview participants can ensure a complete and accurate description by using Tackle AI to automatically generate the AWS project description with the click of a button. Learn more about preview features. Company domains pulled from the co-sell form are used to look up buyer firmographic information and build a series of prompts used to generate and refine the description for one-time customer use only. Read more about how Tackle protects your data🔗.
- Cloud
- Field name: Customer Business Problem (Project Description in ACE v13 and below)
- Note: Also known as Project description in AWS. Be sure to review before you submit. If this isn't properly completed, AWS will send an email requesting further information and this can delay the process. A good project description answers these questions:
  - What is the customer’s pain point? What problem are you trying to solve?
  - What is the goal of the project and the proposed solution that you are planning to use?
  - What is the current sales stage and what pre-sales activities have taken place with the end customer? (For example, did you complete a Partner SA validation, TCO analysis, Architectural Sizing, Bill Of Material assessment, or others? Or has there been no pre-sale activity?)
  - Will this opportunity result in an incremental consumption of AWS? If yes, share the details like, what potential AWS services your solution uses, or which additional users or departments might use your AWS-based solution.
  - What next steps would you like to share with AWS?
  - For AWS Training Partners (ATP) only: Your description should include the number of people trained, or a course name as the proposed solution in the project description. It must be prospected by your firm and include a clearly define the scope of the project. This scope includes the end-customer’s needs, pain points, proposed solution, and the engagements you have had with the customer in regards to the opportunity. Before you submit an opportunity, you are responsible for obtaining customer’s consent for you to share their information with AWS.
When you're finished, click Submit. The opportunity will be submitted directly to the cloud partner.

Tip

For more information about the content needed to create a co-sell see the AWS documentation🔗 documentation.

Edit an existing co-sell opportunity

It's important to keep your co-sell pipeline up to date with you sales pipeline. Cloud partners are more willing and interested to work with companies that have an active and clean pipeline. Track progress of each opportunity by closing them as won or lost, and delete any drafts that you are not using.

If you extend a close date or negotiate a higher rate with the buyer, update your co-sell opportunity to reflect this. Or, if the cloud partner requests more details, edit the opportunity in a timely manner.

Note

If you are using the Tackle for Salesforce integration and you edit co-sell opportunities in Tackle, they will update in Salesforce and the APN Customer Engagement (ACE) program. You can also edit opportunities in Salesforce and they will update in Tackle.
If you make changes to the APN solution name or deprecate the solution in AWS, you must update the Solutions offered section in Tackle. This update ensures that the changes appear in the Tackle Create Co-Sell Opportunity workflow in Salesforce.

To edit an opportunity:

In Tackle, go to the left menu and click Co-Sell. A list of opportunities opens.
Select the co-sell opportunity you want to edit.
Important: Editing is only available for fields on AWS opportunities in a status that allows editing. For more on statuses, see the field editability by status chart.
Make your edits to the form. Some fields may be locked based on the opportunity’s status.
Once you’ve made changes, click Re-submit to Cloud.

Delete a draft opportunity

In Tackle, go to the left menu and click Co-sell.
Click an opportunity with Draft status that you want to delete.
In the detail view, scroll all the way to the bottom and select Delete draft.
Confirm that you want to delete in the pop-up. You will see message confirming that the opportunity has been deleted.

Field editing availability by status

Use the chart below to see if you can edit fields based on a co-sell status.

Tackle Field	AWS Field	Create	Action Required	Active	Closed
Target Close Date	Target Close Date	Yes	Yes	Yes	No
Customer Company Name	Customer Company Name	Yes	No	No	No
Opportunity Name	Partner Project Title	Yes	No	Yes	No
Estimated AWS Monthly Recurring Revenue	Estimated AWS Monthly Recurring Revenue	Yes	Yes	Yes	No
Customer Business Problem	Customer Business Problem ("Project description" in ACE v13 or older)	Yes	Yes	No	No
Primary Need from AWS	Primary Need from AWS	Yes	No	Yes	No
Delivery Model	Delivery Model	Yes	No	Yes	Yes
Industry	Industry Vertical	Yes	No	No	No
Country	Country	Yes	Yes	No	No
State	State/Province	Yes	Yes	No	No
Postal Code	Postal Code	Yes	Yes	No	No
Use Case	Use Case	Yes	No	Yes	No
Customer Website	Customer Website	Yes	Yes	No	No
APN Registered Email	Opportunity Owner	Yes	No	Yes	No
Buyer First Name	Customer First Name	Yes	No	Yes	No
Buyer Last Name	Customer Last Name	Yes	No	Yes	No
Buyer Phone	Customer Phone	Yes	No	Yes	No
Buyer Email	Customer Email	Yes	No	Yes	No
Your contact first name	Primary Contact First Name	Yes	No	Yes	No
Your contact last name	Primary Contact Last Name	Yes	No	Yes	No
Your contact phone	Primary Contact Phone	Yes	No	Yes	No
Your contact email	Primary Contact Email	Yes	No	Yes	No
Is Opportunity from Marketing Activity	Opportunity Source	Yes	No	Yes	No
AWS Marketing Salesforce Campaign Name	Marketing Campaign	Yes	No	Yes	No
Marketing Activity Channel	Marketing Activity Channel	Yes	No	Yes	No
Marketing Activity Use-Case	Marketing Activity Use-Case	Yes	No	Yes	No
Were marketing development funds used?	Marketing development funds	Yes	No	Yes	No
Is this for Marketplace?	Is this for Marketplace? (deprecated in ACE v14)	Yes	No	Yes	No
Is this supported by AWS rep?	Is this supported by AWS rep? (deprecated in ACE v14)	Yes	No	Yes	No
Is this referral net new business?	Is this referral net new business? (deprecated in ACE v14)	Yes	No	Yes	No
Closed Lost	Closed Reason	Yes	No	Yes	No
Optional Notes	Additional Comments	Yes	No	Yes	Yes
Contains national security information?	Does this opportunity contain classified National Security information? (available in ACE v14 only)	Yes	No	No	No
Customer Data Universal Number System (DUNS)	Customer Data Universal Number System (DUNS) (available in ACE v14 only)	Yes	No	Yes	No
Opportunity Type	Opportunity Type (available in ACE v14 only)	Yes	No	Yes	No
Sales Activities	Sales Activities (available in ACE v14 only)	Yes	No	Yes	No

Approve and AWS co-sell request

If you are using the Tackle for Salesforce integration, you can submit co-sell requests from Salesforce for approval before they are sent to the cloud. This is good for:

Testing your Salesforce app integration, allowing you to review in Tackle before submitting to the cloud marketplace
Using it as training wheels for your sales teams. This helps them submit high quality co-sell deals from Salesforce. Once your team is confident, you can toggle this off at any time.

This approval process is enabled by default in Tackle. You can set the internal review for AWS.

To disable the approval process for AWS in Tackle, go to Account settings > Co-sell > AWS and click the toggle to OFF.

When Approval Process is enabled for a marketplace

When the approval process is enabled, you'll see co-sell opportunities that were submitted from Salesforce appear in Tackle. These opportunities will be in Internal Review status when they appear and need to be reviewed and submitted to the cloud.

To approve and submit a co-sell request:

Find and filter your opportunities to see opportunities in Internal Review status.
Review and edit any details in the opportunity.
When you're ready, scroll to the bottom of the page and select Submit. You can also save and return to this later. To save for later, delete or save the draft.

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