Legacy version:
This feature is an older version of the Tackle for Salesforce integration (versions 1.49 and earlier) that will soon no longer be supported. If you have questions or want to upgrade to the latest version, contact [email protected].
Create a co-sell opportunity (legacy)
To create a new opportunity in Salesforce:
Find an opportunity in Salesforce that looks ready, then click Create Co-Sell.
Under Opportunity details, enter the following information about your referral. Use the table below for more information on each field.
AWS fields:
AWS estimated monthly recurring revenue
Customer Business Problem
APN registered email
Microsoft fields:
Estimated Value
Solutions
The type of help needed from Microsoft
Would you like Microsoft sellers to view this field?
Under Sales partner contact information, enter the details about the primary sales contact from your organization.
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.
For AWS only, 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.
Click Submit. If you are using an approval step, then this will be submitted to Tackle for an internal review. If not, then the opportunity will be submitted directly to the cloud partner.
Cloud | Field name | Notes |
Microsoft | Estimated value | An estimate of the value for your opportunity once it’s closed as won. Only include the software portion of your product in this estimate. |
Microsoft | Solutions | You must have already set up the product details in order for this to work. |
AWS | AWS estimated monthly recurring revenue | The expected incremental monthly service fee to AWS at standard catalog pricing at 3 months post-launch. |
AWS | Customer Business Problem | Also known as Project description in AWS. If this isn’t properly completed, AWS will send an email requesting further information, which can delay the process. See below for more help writing a successful Customer Business Problem. |
AWS | APN registered email | Also known as the Opportunity owner email, this is an email that is registered with AWS Partner Central. This 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. |
Microsoft | The type of help needed from Microsoft | Depending on what you enter in these two fields, Microsoft determines what type of deal you are using (private, co-sell, or partner-led). If you are unsure, select General or other. This connects you with a Microsoft account executive. If No help required is selected, this referral will be partner-led. If any other option is selected, it will be a co-sell. |
Microsoft | Would you like Microsoft sellers to view this deal? | If you answer yes, then the referral will be either partner-led or co-sell and will be visible to the Microsoft Sales team. If you answer no, then it will be private and Microsoft won’t be able to view this referral. |
A good Customer Business Problem or 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, such as, 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 defined 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. Before you submit an opportunity, you are responsible for obtaining customer’s consent for you to share their information with AWS. We’ve established criteria of what defines a qualified opportunity on AWS, which is generally as follows.
Tip
Submit a co-sell opportunity (legacy)
In Salesforce, click the Opportunities tab to view a list of your opportunities. Choose a qualified opportunity and click to open it.
Click Create Co-Sell. If this opportunity has already been submitted, you'll see a notification linking you to the existing co-sell opportunity record. Otherwise, you'll see the Create Co-Sell pop-up where you can enter information about the opportunity you'd like to submit.
Fill out the form in the pop-up. All fields marked with a red * are required. Enter information about the opportunity, the customer, as well as your (sales partner) information. For your contact information, use an email that is registered with the cloud partner.
When you have finished, select Submit to Tackle. This submits your opportunity to the cloud partner.
Important: If you have internal review enabled, clicking Submit to Tackle will send the opportunity to Tackle first, where a reviewer can approve it and submit it to the cloud from there.
When your opportunity is successfully submitted, you'll be able to see details of the submitted opportunity under the Tackle Co-Sell related list.
Bulk submit co-sell opportunities (legacy)
Go to Opportunities in Salesforce.
Select the opportunity records you want to co-sell by checking the boxes.
Click Co-Sell: Bulk Submit to Tackle in the top right corner.
In the Bulk Submit to Tackle pop-up, choose which cloud you want to co-sell with and click Next.
Confirm your selection in the pop-up by clicking Submit. The submission results will be shown in the pop-up.
Note: If the approval process in Tackle is enabled, the co-sell opportunities will be visible in Tackle with a status of internal review. If not, these opportunities will be submitted directly to the cloud.
You can use the links in the Bulk Submit to Tackle pop-up for more information. Click the record names to go to the corresponding record page and see submission errors, or click unsubmitted Co-Sells to go to a list view of unsubmitted co-sells.
Edit an existing opportunity (legacy)
It is important to keep your co-sell pipeline up to date with your 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.
Important
This feature is only supported for AWS co-sell opportunities.
To edit an existing opportunity:
In Salesforce, open the co-sell opportunity you want to edit. You can do this by going to Tackle Co-sell in App Launcher or by finding the Opportunity, then finding the co-sell opportunity in the Related list.
Select the co-sell opportunity you want to edit.
Important: Editing an opportunity is only available for AWS opportunities in a status that allows editing. Opportunities that have a status of Pending review, Closed-Lost, Closed-Won, Accept or decline, or Declined cannot be edited. You cannot delete a co-sell opportunity once you have submitted it to the cloud. You can only delete Draft status co-sell opportunities in Tackle or Salesforce. If you delete a co-sell opportunity in Salesforce it will not delete it in Tackle or ACE.
Make your edits to the form. Some fields may not let you edit based on the opportunity’s status.
Once you’ve made changes, click Save.
Tip
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. You can work with your Salesforce admin to set up automations for this.
Close an opportunity (legacy)
You can close a co-sell opportunity as won or lost in Salesforce, without having to repeat those steps in the cloud marketplace. You must first configure the Salesforce App to include a flow to close a co-sell opportunity.
Important
This is only available for co-sell opportunities with AWS.
When you are closing an opportunity in Salesforce, the flow will prompt you to select Closed Won or Closed Lost.
Depending on your selection, either submit a reason for Closed Lost, or answer a few questions for Closed Won and click Submit to Cloud. When you do this, it will both close the opportunity and co-sell record in Salesforce, and send this information to the cloud to close it there as well.
Accept or decline inbound opportunities (legacy)
An inbound opportunity is a co-sell opportunity that the cloud provider shares with you. When a cloud provider sends you an inbound opportunity, you can accept or decline directly in Salesforce. (You can also accept or decline inbound opportunities in Tackle.)
Important
Accepting or declining inbound co-sell opportunities is only supported for AWS. This feature is enabled by default, but can be configured or disabled in Salesforce.
To view inbound opportunities in Salesforce go to Tackle co-sell to see a list of opportunities. Inbound opportunities show a Co-Sell Status of Accept or Decline and an Origination of Inbound.
Tip: You can set up email notifications or reports to help keep track of inbound opportunities.
Click on the name of the opportunity to open it.
In the Tackle co-sell panel, click Accept or Decline. This sends your response to the partner program.
If you accept, the opportunity will change to a status of Pending Acceptance. The Status will then change to Approved once the cloud partner responds with provided contact information for the buyer. This will appear as a lead in Salesforce. Hover or click the lead to see more details.
Note: A Lead is a native Salesforce object. When your Salesforce Administrator configures the Insert Lead on Inbound Tackle Co-Sell flow, this will be enabled by default. These are not the same leads in ACE.
If you already have an existing opportunity and you want to associate the Lead, open the Lead and click Convert in the top-right drop-down menu. You will be able to choose an existing account and/or opportunity if they already exist.