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 co-sell opportunities include:
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:
Latest Tackle for Salesforce app installed, set-up (Tackle for Salesforce view placement and permissions set)
Tackle Co-Sell onboarding
Testing complete (optional)
Tackle for Salesforce view for AWS co-sells
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:
Data and timestamp of last update
Name
Status
Stage
Target Close Date
Expected Revenue
Quick action buttons (edit, close lost or launch)
Create an AWS co-sell from Salesforce
In Salesforce, go to Opportunities.
Open an opportunity you’re ready to co-sell.
On the Tackle for Salesforce view > Co-Sell tab, click Co-sell with AWS.
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.
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:
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.
Key fields - The below fields, when updated, will always stay in sync with your ACE co-sell (this capability is always on)
Target Close Date
Estimated Customer Spend - with sub fields:
Amount
Currency
Frequency
Target Company
(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 an AWS co-sell from Salesforce
In the Tackle for Salesforce view, click the Co-Sell tab.
Find the co-sell you want to edit.
Click Edit co-sell.
Note: Only certain fields are editable in certain stages and status. Tackle ensures you can only edit the editable fields.
When you’re done editing, click Submit to cloud. Your edits are sent and updated in Tackle and ACE.
Close an AWS co-sell as a launch from Salesforce
In Salesforce, choose a workflow:
Manual:
Start from your co-sell widget that’s aligned to the opportunity you want to close.
Click Launch.
If you’re SRRP/ISVA, you will be prompted with the required Launch fields to review or provide inputs/edits.
Click Save/Launch.
Auto-Close: Launch
Change your Salesforce opportunity stage to Closed Won (or your ACE “Launch” equivalent stage)
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.
If you’re ISVA/SRRP, the fields that are required will be mapped and will be automatically sent along with the Launch update
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
Start from your co-sell opportunity widget and click View Co-sell. You’ll notice on the right hand side the option to Close.
Click Close.
Select your closed lost reason.
Click Save/Close.
Auto-Close: Close Lost
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.
Tackle syncs your opportunity/co-sell updates hourly. Tackle will send this update over to ACE automatically during this hourly sync
Manage AWS 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.
Accept an AWS invitation in Salesforce
In Salesforce, go to the App launcher and search for “Tackle AWS Co-sell Invitations” and then click the selection.
Tip: Save this tab to your navigation bar for future reference.
A list of invitations opens.
Click the invitation you want to accept. The invitation details opens.
Review the invitation and then click Accept.
The Select opportunity menu opens.
You can select one of the following actions:
Note: Tackle recommends that you link each co-sell to one of your Salesforce opportunities to ensure it stays in sync with ACE.
Accept and associate to an existing opportunity –– This is the default selection. If you select this option, Tackle will search to find an opportunity that matches. If there’s no match, you can look up an opportunity to associate with your invitation. Once there’s a match, click Select for the opportunity you want.
Accept the invitation without linking –– Tackle will create a new co-sell in Salesforce without linking to an existing opportunity.
4. When you’re done selecting, click Accept. Your acceptance will be submitted and linked to the CRM ID if you associated your invitation to an existing opportunity. Once the invitation is accepted and the co-sell is created, click View co-sell to view details or see the list of Tackle AWS Co-sell opportunities in Salesforce.
Once the cloud provider receives your acceptance and releases details (typically within the hour), the opportunity status changes to Accepted. You should now see any opportunity details that were missing and you can connect with partner representatives or close the opportunity as a launch or lost.
Note
When viewing details, you'll see the related opportunity. However, if the opportunity is not linked to the invitation, the related opportunity will not show.
Here’s what you'll see in either case:
If the co-sell opportunity is linked to the invitation, the details will show a related opportunity with the Cloud ID of the co-sell. Click View co-sell to view details.
If the co-sell opportunity is not linked to the invitation or you don’t see a View co-sell button, the invitation may have been accepted outside of Tackle. You’ll see a View co-sell list option instead. Click it to find the co-sell in the Co-Sell list view with the same name as the invitation.
Reject an invitation in Salesforce
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.Review your invitation(s) and select Reject.
The invitation will be declined and deleted in ACE after five (5) days and you'll receive confirmation that you rejected the opportunity. You can still view an artifact for the invitation in Tackle if needed.
Build an AWS 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.