By co-selling with AWS Marketplace through Tackle, you can count on reliable and scalable solutions to manage your co-sell business. Co-sell with AWS for a more strategic partnership and to increase your revenue growth and deal sizes.
Use Tackle Co-Sell to manage the lifecycle of your AWS co-sell opportunities all in one place. When co-selling in Tackle, you can:
Before you get started
You must complete the Co-Sell onboarding steps in Account Settings > Co-Sell, including mapping fields as needed. Once you're connected, go to Tackle > Co-Sell to get a historical view of your co-sell activity from ACE.
Note
Depending on the amount of historical co-sells you have, the process to sync your complete history into the Tackle could take up to an hour. You can view and review your co-sells as they load but may see some as incomplete while the sync is processing.
Create an AWS co-sell opportunity
In Tackle, go to the left menu and click Co-Sell.
Click Create co-sell. A co-sell form opens.
Enter required information about the opportunity.
Note: All required and optional co-sell fields are available to fill in.
When you’ve finished the required fields at a minimum, click Submit to cloud. This sends the completed form to the cloud marketplace to review and approve.
If you’re not ready to submit your form, click Save draft to save it and submit at a later time.
Tip
Once AWS Marketplace reviews your opportunity, you can track the status in Tackle and make any necessary changes or updates, ensuring your co-sell opportunity is approved and updated with AWS.
How to use the AWS Co-Sell opportunities form
Each section in the form requires you to enter details specific to the opportunity you're creating. See each section to know the information you need and what you can skip for a later time:
Partner Project Title
Consider using a deal naming convention that represents the opportunity to AWS Marketplace. Keep it short yet clear to get the attention of AWS sellers. Include your customer's name, your company name, solution offered, and primary need from AWS.
Solutions
This is a prefilled picklist. When you’re in Account Settings to complete your Co-sell onboarding, there’s a section for Solutions. The Solutions input here will be available through the picklist in the Project Details > Solutions Offered of your co-sell.
Project details
These details are for the estimated revenue amount that you expect to make on the deal by the partner:
Target company - only AWS will be available and pre-selected
Frequency - only Monthly is available.
Marketing details
You can enter marketing details. Select YES to add details. Additional fields appear. Enter information for campaign, activity use case, activity channel, and development funds.
Select NO if you want to skip adding details.
Additional details
Only use this section if you use a competitive tracking system. Include the AWS account ID and any additional information.
Customer contact
This is the contact information for the customer. Include first and last name, title, email, and phone.
Partner account manager contact
Add partner account manager details like first and last , phone, title, and email. You can complete this section and/or complete Opportunity owner contact.
Opportunity owner contact
This is contact information for the opportunity owner in ACE and AWS Partner Central. Enter a first and last name, and an email address.
Note: The contact must already be configured in ACE and Partner Central for this option to be available when creating and submitting a co-sell opportunity in Tackle.
Edit an AWS co-sell opportunity
Note
Only opportunities in Approved status can be edited. You can edit only select information; uneditable fields show in gray and are locked.
In Tackle, go to the left menu and click Co-Sell.
Click the Opportunities tab.
Go to the opportunity you want to edit and click the opportunity to view details.
Tip: To search for specific opportunities, you can click the filter icon at the top of the page and find co-sells by source, status, stage, or conditions.
You can also search by keywords to narrow your results.
When you're in the opportunity details, click Edit co-sell opportunity and edit as needed.
Note: Only opportunities in Approved status can be edited. You can edit only select information; uneditable fields will be locked.
When you’re done, click Update. This submits the updated opportunity to ACE. Important: Any changes made to the current form will supersede information from the last submission. ACE does not allow you to restore previous co-sell updates.
Launch an AWS co-sell opportunity
Now that your customer has purchased your solution and AWS should expect to see revenue from this transaction, you can launch your co-sell opportunity.
To launch an opportunity:
In Tackle, go to the left menu and click Co-Sell.
Go to the opportunity you want to launch and click the opportunity to view details.
Review the opportunity for accuracy.
Note: If you need to update the opportunity before you launch, click Edit co-sell opportunity. This allows you to update selected information as needed, and then you can submit your update. Once your changes are updated, you can launch the opportunity with the updates. Edits can take a few minutes to update.When you’re ready, click Launch. A Launch Co-Sell pop-up form opens.
Confirm the information provided and enter details as needed.
Note: ISVA/SRRP members are required to provide additional information during a launch.When you’re done completing the form, click Launch. The opportunity will update based on your confirmation and any other information provided. Wait a few moments and click Refresh to see next steps.
Note
If you received errors when launching, click Edit co-sell opportunity to edit and resubmit the opportunity. Once it’s updated and approved, click Launch.
Close an AWS opportunity as lost
Note
Only opportunities in Approved status can be closed lost. Once a deal is marked as close lost, it cannot be reopened.
In Tackle, go to the left menu and click Co-Sell.
Find the opportunity you want to close and click the opportunity to view details.
In the right panel, click Close lost. A Close lost window appears asking you for a required field (Reason for closing), and an optional field (Additional comments).
In Reason for closing, click the field to make a selection - you can select only one reason.
In Additional comments, enter more details as needed and then click Close lost.
Invitation management
As you’re co-selling with AWS, you’ll receive inbound opportunities called invitations. Invitations are the new AWS engagement referrals (formerly AOs) and part of the larger multi-party strategy AWS is developing.
Note
You will have five (5) days to accept or reject an opportunity before it expires.
Accept an AWS co-sell invitation
In Tackle, go to the left menu and click Co-Sell.
Click the Invitations tab.
Search the invitation you want and then click on it to view.
Review the opportunity details.
Note: Only a small subset of the opportunity details may available before you accept the opportunity. You can view full details once you accept the opportunity.
Customer details - Name, website, industry, country
Project Details - Partner Project, Business Problem, target completion date, estimated revenue by partner.
When you’re ready, click Accept.
You will receive confirmation that you accepted the opportunity and the status of the opportunity changes to Pending Review. Once the cloud provider receives your acceptance and releases details (usually within the hour), the opportunity status changes to Accepted. You should now see any opportunity details that were missing, and you can proceed to connect with partner representatives or to close the opportunity as lost or launch it.
Reject an AWS co-sell opportunity
In Tackle, go to the left menu and click Co-Sell.
Select AWS.
Click the Invitations tab.
Search the invitation you want and then click the opportunity to view details.
Review the opportunity details.
Note: You can view full details once you accept the opportunity. You can also see the contact details appear after you reject the invitation.When you’re done, click Reject.
You’ll receive confirmation that you rejected the invitation to co-sell and the opportunity will appear as declined.