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Manage AWS co-sell opportunities from Salesforce

Maintain and manage all your AWS co-sell opportunities and invitations, all from Salesforce.

Leslie avatar
Written by Leslie
Updated over a month ago

Preview feature

This feature is currently in preview and not yet accessible to all Tackle customers. For more information, contact [email protected].

Go to Tackle for Salesforce legacy version articles.

Co-selling with AWS through Salesforce helps drive a more strategic partnership, increasing your revenue growth and deal size, while ensuring that your pipeline is always up to date with the marketplace.

Feature capabilities when using the Tackle for Salesforce integration to manage your co-sell opportunities include:

  • Create a co-sell

  • Edit or update a co-sell

  • Close a co-sell (launch or lost)

  • Receive an invitation

  • Accept or reject and invitation

Before you start co-selling from Salesforce

Complete the setup and onboarding steps in the order below. After, get to know the Tackle for Salesforce view:

  1. Latest Tackle for Salesforce app installed, set-up (Tackle for Salesforce view placement and permissions set)

  2. Tackle Co-Sell onboarding

  3. Field mapping is setup and published

  4. Testing complete (optional)

Tackle for Salesforce view

For each opportunity in Salesforce, you’ll see the Tackle for Salesforce view. Use this view to create, view, edit, and close your co-sells, and stay informed while managing the important details of your co-sell with AWS. Through this view, you can track:

  1. Data and timestamp of last update

  2. Name

  3. Status

  4. Stage

  5. Target Close Date

  6. Expected Revenue

  7. Quick action buttons (edit, close lost or launch)
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Manage invitations from Salesforce

Invitations are the new AWS engagement referrals (formerly AWS originated - AOs) and part of the larger multi-party strategy AWS is developing. Tackle has integrated to allow you to receive, view, accept, or reject an AWS invitation in Salesforce.

To manage your invitations:

  1. In Salesforce, go to the left menu and search for Tackle AWS Co-sell Invitations. Tip: Save this tab to your navigation bar for future reference.
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  2. Review your invitation(s) and choose to accept or reject them:

    1. Accept - The invitation will be turned into a new co-sell opportunity. You will see this opportunity represented in Salesforce and ACE once accepted.You must link each co-sell to one of your Salesforce opportunities to ensure it stays in sync with ACE.

      1. Accept and link an existing opportunity - Locate the opportunity ID (alphanumeric ID) in your opportunity details or reference the opportunity URL. Insert this ID into the Opportunity ID field. In the example below, the ID required is between /Opportunity and /view in the URL.
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      2. Link after accept - If you cannot link at the time of acceptance, you may return to add the opportunity ID at a later time. Simply navigate to the Tackle Co-sell Opportunity view, click on the opportunity that requires the ID, and add the opportunity ID.

      3. 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 a launch or lost.
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    2. Reject - The invitation is declined and deleted or archived in ACE with an artifact you can still view in Tackle if needed.

Create a co-sell from Salesforce

  1. In Salesforce, go to Opportunities.

  2. Open an opportunity you’re ready to co-sell.

  3. On the Tackle for Salesforce view > Co-Sell tab, click Co-sell with AWS.
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  4. You’ll notice a tab opens to show your co-sell filled out with your Salesforce opportunity information for you to review, edit, and submit.

    Note: If there is an error or data missing, Tackle will highlight those at the top of the Create a co-sell form.
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  5. Once you submit the form, the co-sell is attached and aligned to your opportunity. This means your co-sell is linked to your Salesforce opportunity and now certain information will automatically stay updated in the following ways:

    1. Co-sell stages - You can map your salesforce stages to a respective AWS co-sell stage and while your deal moves through its sales stages, Tackle will ensure your co-sell opportunity stays aligned.

    2. Key fields - The below fields, when updated, will always stay in sync with your ACE co-sell (this capability is always on)

      1. Target Close Date

      2. Estimated Customer Spend - with sub fields:

        • Amount

        • Currency

        • Frequency

        • Target Company

    3. (Optional) Automatically close a co-sell - If/when your Closed Stages are mapped to AWS ACE Close stages (Launch and Close Lost), automation will trigger and either Launch or Close lost your co-sell opportunity that’s aligned to your Salesforce opportunity. These mappings are managed in the Field Mapper in Tackle’s Account Settings.

Edit a co-sell from Salesforce

  1. In the Tackle for Salesforce view, click the Co-Sell tab.

  2. Find the co-sell you want to edit.

  3. Click Edit co-sell.

    Note: Only certain fields are editable in certain stages and status. Tackle ensures you can only edit the editable fields.
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  4. When you’re done editing, click Submit to cloud. Your edits are sent and updated in Tackle and ACE.
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Close a co-sell as a launch from Salesforce

In Salesforce, choose a workflow:

  • Manual:

    1. Start from your co-sell widget that’s aligned to the opportunity you want to close.

    2. Click Launch.

    3. If you’re SRRP/ISVA, you will be prompted with the required Launch fields to review or provide inputs/edits.

    4. Click Save/Launch.
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  • Auto-Close: Launch

    1. Change your Salesforce opportunity stage to Closed Won (or your ACE “Launch” equivalent stage)
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      1. Note: this automation is tied to your Stage mappings in the Field Mapper. When you map the Launched field and publish your mappings, the automation is turned on.

      2. If you’re ISVA/SRRP, the fields that are required will be mapped and will be automatically sent along with the Launch update
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    2. Tackle syncs your opportunity/co-sell updates hourly. Tackle will send this update over to ACE automatically during this hourly sync

Close a co-sell as close lost from Salesforce

In Salesforce, choose a workflow:

  • Manual:

    1. Start from your co-sell opportunity widget and click View Co-sell. You’ll notice on the right hand side the option to Close.

    2. Click Close.

    3. Select your closed lost reason.

    4. Click Save/Close.
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  • Auto-Close: Close Lost

    1. Change your Salesforce opportunity stage to Closed Lost (or your ACE Launch equivalent stage), and choose a reason.

      Note: this automation is tied to your Stage mappings in the Field Mapper. When you map the Close Lost field, it turns on the automation.
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    2. Tackle syncs your opportunity/co-sell updates hourly. Tackle will send this update over to ACE automatically during this hourly sync

Build a co-sell review process

Some customers want to build a review process for your co-sell submissions to allow certain personas to create Draft co-sells and a different persona (usually an alliance/partnership lead), actually finalize them, and start the engagement.

Tackle enables this with our permission sets. If you want Draft only users, align them with the proper permission and they will only be able to submit draft co-sells to ACE. They will not be able to edit/close a co-sell once the engagement starts.

For the reviewer, set up a report that allows you to see your co-sell drafts that require review and submission to start your co-sell engagement with AWS.

Related Articles
Import co-sell opportunities from AWS (Legacy)
Create AWS co-sell opportunities (Legacy)
Manage AWS co-sell opportunities
Automate updates to AWS co-sell opportunities
Link and relink AWS co-sells to Salesforce opportunities
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