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Automate your AWS co-sell opportunity workflows

Set up automation for your AWS Marketplace co-sell workflows to increase efficiency and improve your team output.

Leslie avatar
Written by Leslie
Updated this week

Use this guide to enable and set up automation that best fits your business needs. You can:

Note: Tackle for Salesforce integration is required to set up Salesforce automation.

Important

Auto-Create requires that you choose one method –– using the Tackle user interface to enable or building a flow in Salesforce –– to set up automation. Learn more about choosing the method that's right for you.

Automate your AWS co-sell opportunity workflows from Tackle

Automating your AWS Marketplace co-sell workflows helps take your manual updates to "set it and forget it," enhancing your sales process. Complete the workflows to enable auto creation, auto syncing data, and auto closing for all your AWS co-sell opportunities.

Auto-create AWS co-sell opportunities from Salesforce

Automatically create AWS co-sell opportunities in the APN Customer Engagements (ACE) program when a Salesforce opportunity hits a stage you select. You’ll need to first enable auto-create in Tackle before you can use it.

Important

To enable auto-create from Tackle:

  1. In Tackle, go to the left menu and click Account Settings.

  2. Click the Co-Sell tab. The tab opens to your cloud partners connections.

  3. In AWS, go to AWS automation and click the section
    ​


    The AWS automation menu opens.
    ​

  4. For Opportunities, click the toggle to ON to enable auto-creating. Then click the Sales stages field and select the sales stage(s) you want to use to trigger an AWS co-sell. You can select more than one stage.

  5. When you’re done, click Apply. Once auto-create in enabled, any opportunity that hits your defined stage will auto-create an AWS co-sell opportunity in ACE.

Auto-sync Salesforce opportunity data to co-sell opportunities

Sync stages and important fields between Salesforce and AWS co-sell opportunities, keeping records up to date and error-free.

What’s synced automatically:

  • Sales stage

  • Target close date

  • Expected customer spend amount

To auto-sync data:

  1. In Tackle, go to the left menu and click Account Settings.

  2. Click Field mapper. The field mapper opens.
    ​

  3. For Tackle objects, click Co-Sell and then click the AWS tab.

  4. Map your Salesforce fields to the corresponding AWS fields.

  5. Map your Salesforce stages to the corresponding AWS stages.

  6. When all edits to the field mapper are complete, publish your mapping. Once the mapping is published, the stages and important fields will update on your co-sell automatically when changed.

Note

Tackle will only make automatic updates when AWS allows edits to the co-sell opportunity. If a change has been made while the AWS co-sell opportunity is not editable, Tackle will queue the change and update the co-sell opportunity once it’s in a state that AWS allows edits. For example, you cannot edit the co-sell opportunity when it is in Cloud review status.

You can view the last date the co-sell was updated in the Tackle for Salesforce view in the Salesforce opportunity.

Auto-launch AWS co-sell opportunities from Salesforce

Instantly launch AWS co-sell opportunities in ACE when Salesforce deals move to Closed Won.

To set up auto-launch:

  1. In Tackle, go to the left menu and click Account settings.

  2. Click the Field mapper tab. The Field mapper page opens.

  3. Map your Close Won opportunity stages in the Field mapper to the AWS Launched Sales stage to enable the automation.
    ​

  4. Map any fields required for launching co-sells in the field mapper to ensure auto-launch automation works as expected (for example, ISVA/SRRP Close Won requirements; procurement type, customer software value, currency, contract date).

  5. After you publish this mapping, the automation will be on and operational.

Auto-close AWS co-sell opportunities as Closed Lost from Salesforce

Automatically close AWS co-sell opportunities as Closed Lost when Salesforce opportunities move to Closed Lost.

To set up auto-close:

  1. In Tackle, go to the left menu and click Account Settings.

  2. Click Field mapper. The field mapper page opens.

  3. Map your Closed Lost sales stage in the field mapper to the AWS Closed Lost sales stage for the automation to work.

  4. Map any required fields (for example, Closed Lost reason).

  5. After you publish, the AWS co-sell will close automatically when a Salesforce opportunity moves to Closed Lost.
    ​

Auto-accept AWS co-sell opportunities from Salesforce

Automatically accept AWS Marketplace inbound invitations from your partners to reduce manual workflows.

To enable auto-accept:

  1. In Tackle, go to the left menu and click Account Settings.

  2. Click the Co-Sell tab. The Co-Sell page opens to your cloud partners.

  3. In AWS, go to and click AWS automation.
    ​


    The AWS automation menu opens.
    ​

  4. For Invitations, click the toggle to enable auto-accepting all AWS invitations and then click Apply. You’ll automatically return to the Account Settings > Co-Sell screen.

Once you’ve enabled auto-create, it’ll be applied to your Co-Sell workflow > AWS invitations in Salesforce, and all your AWS inbound invitations will be automatically accepted. After, you can go into your invitations and track acceptance activity and view co-sell details.
​

Build flows to automate your AWS Co-sell acceptance workflows in Salesforce

Use custom flows to create automated workflows in Salesforce for Salesforce Lead, Account, and Opportunity creation, triggered automatically from a new AWS Marketplace-originated Co-sell Opportunity.


To learn more about Salesforce Flows in general, see Salesforce Flow builder tour🔗 and Automate tasks in Flows🔗.

Before you get started

You’ll need:

Set up your Salesforce org for automation

Properly set up your Salesforce organization to use Flow Builder to create automated workflows. To complete the required setup:

  1. Create a Tackle Co-sell custom field in Salesforce and then

  2. Add AWS Referral as a Lead Source option.

Create a Tackle Co-sell custom field in Salesforce

Create a new field on the Lead object to allow Tackle to link Tackle inbound co-sells from Salesforce Opportunities.

  1. In Salesforce, go to Settings and click Setup.

  2. Search for and click Object Manager.
    ​

  3. In Object Manager, search for and click Lead.
    ​

  4. In Lead, click Field & Relationships. The Field & Relationships page opens.

  5. Click New.
    ​

  6. In Lead > New Custom Field: Step 1, select Lookup Relationship and then click Next.
    ​

  7. In Step 2, click the field and select Tackle AWS Co-sell Opportunity, and then click Next.
    ​

  8. In Step 3, keep the default values for Field Label, Field Name, and Child Relationship Name, and the selected items to clear the value of this field and auto add to customer report type. Then click Next.
    ​

  9. In Step 4, select the Visible checkbox to select all items if it’s not already selected, and then click Next.
    ​

  10. In Step 5, select Lead Layout if it’s not already selected, and then click Next.
    ​

  11. In Step 6, select Tackle AWS Co-sell Opportunity Layout and select the check box if it’s not already selected. Then click Save.
    ​

  12. Once your selection is saved, you’re redirected back to the Lead page.

Tip

As an optional step after your selection is saved, you can click Page Layouts to view the updated layout and verify Lead details.
​


Click Lead Layout.
​


In Lead Detail > Lead Information, find the Tackle AWS Co-sell Opportunity field and drag-and-drop it under Lead Source in Additional information. This helps to keep all related lead information in one section.
​

When you’re done, click Save at the top to save the page layout.

Add AWS Referral as a Lead Source option

After you’ve created the new field, add a referral as a Lead Source to allow Tackle to narrow down conditions.

  1. In Salesforce, go to Settings and click Setup.

  2. Search for and select Object Manager.

  3. In Object Manager, search for and click Lead.
    ​

  4. In Lead, click Field & Relationships. The Field & Relationships page opens.

  5. Search for and click Lead Source.
    ​

  6. In Account/Lead Source Picklist Values, click New.
    ​

  7. In Account/Lead Source, add a new picklist value: AWS Referral. Make sure to read the conditions to include valid information. Values must be unique. After, click Save to save your changes.
    ​

  8. For Lead Source, scroll down to Account/Lead Source Picklist Values and you’ll now see the value you added. For example, if you added “AWS Referral”, the same value would show here.
    ​

    Tip: You can customize the order of your picklist values to show your newly added AWS Referral value near the top to follow alphabetical order. Click Reorder and then click the arrows to reorder. Click Save to save your changes.
    ​

Create flows in Salesforce Flow Builder

After setting up your Salesforce organization, start building custom logic-based flows through the Tackle for Salesforce integration. Custom flows include:

Important


Flow 1: Create a Lead from a Tackle inbound co-sell

Important

If you haven’t already, set up your Salesforce organization for automation to support creating this flow in Salesforce.

  1. In Salesforce, go to Settings and click Setup.

  2. Search for “Flows” and select Flows: Process Automation.
    ​

  3. In Flows, click New Flow.
    ​


    The New Automation menu opens.
    ​

  4. Click Categories > Triggered.

  5. In Triggered Automations, click Record-Triggered Flow. The configuration page opens.
    ​

  6. Enter Configuration Start details:

    1. For Object, search and select Tackle AWS Co-sell Opportunity. Configure Trigger will automatically select A record is created.

    2. For Set Entry Conditions, select All Conditions Are Met (AND) and then select the conditions:
      ​

      • Field: Origin

      • Operator: Equals

      • Value: AWS Referral

    3. Keep the Optimize Flow default selections as they are.
      ​
      ​

  7. In the flow on the left, click + Add scheduled paths (optional).
    ​Note: When the co-sell is created, Tackle will create a lead from the contact that’s created after the triggered record is created. The schedule prevents the system from processing both at the same time to avoid errors.
    ​

  8. Enter Configure Scheduled Paths details for New Scheduled Path.
    ​


    Once you add the path details, you’ll see a new path in the flow. Here’s an example with example field information:
    ​Note: Example images and information are for reference purposes only.
    ​

  9. Click + to add a new element for your scheduled path: Get Records.
    ​


    The Get Records details opens.
    ​

    1. Enter details. For Label, enter “Get Tackle AWS Co-sell Contact”. API Name will automatically copy the label name. For Get Records of This Object, select Tackle AWS Co-sell Contact.
      ​

    2. For Filter Tackle AWS Co-sell Contact Records, select All Conditions Are Met (AND).

    3. Click + Add Condition to add a condition that includes a Field, Operator, and Value. Conditions help Tackle differentiate among other contact types you may not want to include. For example, maybe you want to include a business contact and not a cloud contact and so on. Select the options that best fits your needs.
      ​
      Here are some scenarios:
      ​Note: If you’re selecting Option 2, you’ll need to add a second condition.
      ​

      1. Option 1 (most common scenario)

        • Field: Detail Type

        • Operator: Equals

        • Value: Customer Contact
          ​

      2. Option 2

        • Field:Detail Type

        • Operator: Equals

        • Value:Cloud Team Member
          ​
          and
          ​

        • Field: Business Title

        • Operator: Equals

        • Value: AWSSalesRep

    4. Click + Add Condition to add another condition and enter the following conditions:
      ​

      • Field: Tackle AWS Co-sell Opportunity

      • Operator: Equals

      • Value: Type Triggering tackleio__TackleAwsCosellOpportunity__c and then click the selection, and then select Record ID or {!$Record.Id}
        ​

        Note: Keep the Sort Tackle AWS Co-sell Contact Records default selections as they are.
        ​

  10. Under the same flow, click + to add a new element: Create Records.

  11. Enter Create Records details:
    ​

    1. For Label, type “Create Lead”. API Name will automatically copy the label name. To set record field values, select Manually. For Create a Record of This Object > Object, select Lead.
      ​

    2. For Set Field Values for the Lead, you’ll need to add fields and values. Company and Last Name fields will display by default. Select values for each:

      1. To find the Company (name) value: Type Triggering tackleio__TackleAwsCosell and click the selection, and then select Customer Company Name.
        ​

      2. For the Last name value, type Tackle AWS Co-sell Contact and click the selection, and then select Last Name.
        ​

    3. Click + Add Field to add more Field/Value combinations. You can type to search:
      ​Tip: You can always add more fields based on your business needs. For now, add these key fields and values to create a lead.
      ​

      • Field: First Name. For the value, type Tackle AWS Co-sell Contact and click the selection, and then select First Name.

      • Field: Lead Source. For the value, select Picklist Values > AWS Referral.

      • Field: Email. For the value, type Tackle AWS Co-sell Contact and click the selection, and then select Email.

      • Field: Website. For the value, type Triggering tackleio__TackleAwsCosell and click the selection, and then select Customer Website.

      • Field: Tackle AWS Co-sell Opportunity. For the value, type Triggering tackleio__… and select Record ID. The input will be {!$Record.Id}

  12. When you’re done, click Save.
    ​


    The Save the flow menu appears.
    ​

  13. Enter a flow label. For example: “Create Lead from Tackle Inbound.” Flow API Name will automatically copy the label name. Add a description if needed, and then click Save. After the flow is saved, the menu closes and returns to the Flow Builder.

  14. Click Activate at the top right. Once the flow you created is activated, you’ll see a green success message.

Now that you’ve created a flow in Salesforce, you can start auto-creating leads from when accepting your inbound co-sell invitations. You can then view all your Leads in Salesforce.

Flow 2: Link Tackle inbound co-sells to Salesforce Opportunities

Create this flow to link inbound co-sells in Tackle to Salesforce opportunities once leads are converted into opportunities.

Important

Flow 2 requires that you complete both the setup and Flow 1 before your start.

  1. In Salesforce, go to Settings and click Setup.

  2. Search for “Flows” and select Flows: Process Automation.
    ​

  3. In Flows, click New Flow.
    ​


    The New Automation menu opens.
    ​

  4. Click Categories > Triggered.

  5. In Triggered Automations, click Record-Triggered Flow. The configuration page opens.
    ​

  6. Enter Configure Start details:

    1. For Object, search and select Opportunity. Configure Trigger will automatically select A record is created.

    2. For Set Entry Conditions, select None.

    3. For Optimize Flow, select Actions and related records.

    4. Click the Add Asynchronous Path toggle to ON.
      ​


      A newly added Run Asynchronously path displays.
      ​

  7. In the Run Asynchronously path, click + to add a new element: Get Records.
    ​

  8. Enter Get Records details: For Label, enter “Get Lead”. API Name will automatically copy the label. For Object, search and select Lead.
    ​


    Once you select the object, a Filter Lead Records section opens.
    ​

    1. For Condition Requirements, select All Conditions Are Met (AND). Then enter the following conditions:

      • Field: Converted Opportunity ID

      • Operator: Equals

      • Value: Search and select Triggering Opportunity and then select Opportunity ID.
        ​Note: To search, enter the value and then select Opportunity ID.
        ​

    2. Click + Add Condition to add a second condition and enter the following information:

      1. Field: Search for “Tackle AWS Co-sell Opportunity” which is tackleio__Tackle_AWS_Co_sell_Opportunity__c

      2. Operator: Is Null

      3. Value: False
        ​
        ​Note: Keep all other information below the conditions as is.
        ​

  9. In the Run Asynchronous > Get Records flow, click + to add a new element: Decision.
    ​

  10. Enter Decision details: For Label, enter “Tackle Co-sell Lead Exists”. API Name will automatically copy the label.
    ​

    1. In the OUTCOME ORDER > New Outcome section:

      1. For Label, type YES. API Name will automatically copy the label name.

      2. For Condition Requirements to Execute Outcome, select All Conditions Are Met (AND).

      3. For Resource, select Lead from Get Lead and then select Lead ID. Select Is Null for Operator and False for Value.
        ​

    2. When you’re done, click Default Outcomes and change the label to No.
      ​

  11. In the flow below Yes, click + to add a new element: Link Opportunities.
    ​

  12. Enter Link Opportunities details:
    ​

    1. For Label, type “Link Tackle Co-sell to Opportunity”. API Name will automatically copy the label name.

    2. For Set Input Values, select the Record Id and Tackle Cosell Id:
      ​

      • Record Id: Select Triggering Opportunity and then select Opportunity ID. The result is: {!$Record.Id}

      • Tackle Cosell Id: Select Triggering Opportunity and then select Tackle AWS Co-sell Opportunity. The result is: {!Get_Lead.tackleio__Tackle_Co_sell_ID__c}
        ​

  13. When you’re done, click Save.
    ​


    The Save the Flow menu opens.
    ​

  14. Enter a flow label. For example: “Link Co-sell to Opportunity on Lead Conversion”. Flow API Name will then automatically copy the label. Add a description if needed, and then click Save. After the flow is saved, the menu closes and returns to the Flow Builder.

  15. Click Activate at the top right. Once the flow you created is activated, you’ll see a green success message.

With these flows activated, converting the Lead to an Opportunity will link the Opportunity to the Tackle Co-sell.

Flow 3: Create a Tackle Co-sell Opportunity upon Salesforce Opportunity creation

Build a flow to automate creating Tackle Co-sell Opportunities when you create an Opportunity in Salesforce. Once the flow is activated, Tackle Co-sell Opportunities will be auto-created and auto-linked to the existing Salesforce Opportunity without having to manually search and link.

Important

  • If you haven’t already, set up your Salesforce organization for automation to support creating flows in Salesforce. This is a standalone flow –– no need to build Flows 1 and/or 2 to create Flow 3.

  • You must have a published Field Mapper for flows to create a co-sell

  • Make sure you don’t already have auto-create AWS co-sells enabled in Tackle. Using both methods could cause conflicts, including duplication, based on existing Salesforce conditions and workflows. Tackle recommends you use one or the other to avoid possible errors in ACE.
    ​
    ​Read below to know which method is right for you.

Choosing your Auto-Create co-sell automation method

To prevent duplicate co-sell opportunities and potential errors, you should only use one automation method at a time. You can choose one of two ways to automate co-sell creation:

  1. Tackle platform automation: A simple, no-code toggle within the Tackle UI to create a co-sell opportunity when a Salesforce opportunity reaches a specific stage.

  2. Custom Salesforce Flows: A flexible method using the Salesforce Flow Builder to create a co-sell opportunity based on complex and custom logic.

Using both methods simultaneously can create a "race condition." For example, if the Tackle platform is set to create a co-sell when an opportunity stage changes to "Proposal," and you also configure a Salesforce Flow that triggers on that same stage change, both systems will attempt to create the co-sell at the same time. This will likely result in duplicate records or processing errors.

Decide which method is right for you:

Tackle platform automation for simple workflows

The built-in automation in Tackle is the perfect "set-it-and-forget-it" solution if your needs are straightforward.
​

Choose this method if:

  • Your only trigger for creating a co-sell opportunity is a specific stage change in Salesforce.

  • You prefer a simple, out-of-the-box configuration without needing to build a custom Salesforce Flow.

OR
​

Custom Salesforce Flows for advanced flexibility

Using a custom Salesforce Flow unlocks the full power of Salesforce's Flow Builder, giving you granular control over your automation logic.
​

Choose this method if:

  • You want to trigger co-sell creation based on multiple criteria. For example, when an opportunity stage is "Negotiation" and the amount is over $50,000.

  • You need to create the co-sell at different points in your process, such as immediately upon opportunity creation or when a custom field is updated.

  • You have complex internal workflows and need to precisely control when the co-sell creation call is made.

Key takeaway

Before you build a custom Salesforce Flow for co-sell creation, go to your Co-Sell settings page in Tackle and ensure the standard Auto-Create toggle is disabled. This guarantees that only your custom flow is responsible for creating co-sell opportunities.

  1. In Salesforce, go to Settings and click Setup.

  2. Search for “Flows” and select Flows: Process Automation.
    ​

  3. In Flows, click New Flow.
    ​


    The New Automation menu opens.
    ​

  4. Click Categories > Triggered.

  5. In Triggered Automations, click Record-Triggered Flow. The configuration page opens.
    ​

  6. Enter Configure Start details:

    1. For Object, search and select Opportunity. Configure Trigger will automatically select A record is created. For Set Entry Conditions, select None.
      ​Note: Depending on your specific workflow, you can select different Configure Trigger and Set Entry Conditions as needed. If you do, consider other Flow automations that could affect or interfere with your expected outcome.
      ​

    2. For Optimize Flow, select Actions and related records.

    3. Click the Add Asynchronous Path toggle to ON.
      ​


      A newly added Run Asynchronously path displays.
      ​

  7. In the Run Asynchronously path, click + to add a new element: Action. An Action search function opens.
    ​

  8. Search and select “Create AWS Co-sells”.
    ​


    A Create AWS Co-sell form opens.
    ​

  9. Enter Create AWS Co-sell details:

    1. For Label, type “Create AWS Co-sells”.

    2. API Name will automatically copy the label name.

    3. For Set Input Values > Record Id, search and select Triggering Opportunity and then select Opportunity ID.
      ​

  10. When you’re done, click Save.
    ​


    ​The Save the Flow menu opens.
    ​

  11. Enter a flow label. For example: “Create Co-sell upon Salesforce Opportunity Creation”. Flow API Name will automatically copy the label. Add a description if needed, and then click Save. After the flow is saved, the menu closes and returns to the Flow Builder.

  12. Click Activate at the top right. Once the flow you created is activated, you’ll see a green successful message. ​

Now that you’ve created and activated this flow in Salesforce, you can create a Salesforce Opportunity, and after a few minutes, see that a Tackle AWS Co-sell is auto-created and linked. To create an opportunity and view your auto-created co-sells:

  1. In Salesforce, go to Opportunities and click New. The New Opportunity form opens.
    ​

  2. Enter information about your opportunity, and then click Save. A new opportunity is created.

  3. Go to the App Launcher and search “Tackle AWS Co-sell Opportunities”. Then click View All. You should see the Tackle AWS Co-sell Opportunity that was automatically created.

Note

If there are errors in the Tackle AWS Co-sell Opportunity you created, you’ll need to fix or edit any information and submit the opportunity to AWS Marketplace. If there are no errors, the co-sell opportunity created will be automatically submitted to the cloud.

Automation FAQs

When do co-sell automatic updates happen?

Tackle automatically looks for changes to any Salesforce co-sell opportunity that is linked to an AWS co-sell opportunity on an hourly basis. When a change is detected, Tackle will automatically queue a change for the AWS co-sell opportunity. If the AWS co-sell is in a mutable state, the update on the AWS co-sell opportunity will occur immediately. If the AWS co-sell is not in a mutable state, the change will be placed on a queue, and executed when the co-sell changes to a mutable state.

Related Articles
Create AWS co-sell opportunities (Legacy)
Configure Co-Sell (Legacy)
Manage AWS co-sell opportunities
Link and relink co-sells to Salesforce opportunities
Manage AWS co-sell opportunities from Salesforce
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