About the EPO program
Can I offer EPO with no discount, at list price only?
Yes. Set your maximum discount to 0%. This automates offer generation and delivery without discounting anything, useful if what you're after is speed, not a lower price.
How are discounts calculated when I combine rate card types?
Multiplicatively, not additively. A 10% TCV discount combined with a 5% buyer-profile discount works out to 0.90 x 0.95, a 14.5% total discount, not 15%.
Can buyers negotiate beyond the EPO price?
No. The system doesn't negotiate, it generates offers strictly from your configured rules. A buyer who wants custom terms gets routed to your sales team instead, either by exceeding your TCV maximum or failing a qualification rule.
Does AWS verify buyer-profile responses?
No. Buyer-profile answers are self-reported, and AWS doesn't validate what a buyer enters (company size, industry, and so on). Build your qualification rules with that in mind.
Can I change my rate card configuration after it's live?
Yes, any time, through AWS Partner Central. Changes apply to new requests going forward and don't affect offers already generated.
How long do generated offers stay valid?
Whatever you set as the expiration window when configuring your rate card. Standard practice is 7-14 days, but you can configure what fits your sales cycle.
Does the consumption portion of a SaaS Contract with Consumption Pricing product get discounted through EPO?
No. Only the committed contract portion is subject to your rate card discounts. The consumption component keeps your public offer pricing.
Tackle integration
Do I need to build both paths?
No. Build Path A if you want accepted EPO deals to show up automatically. Build Path B if you want EPO-routed sales-assist requests to show up automatically. Most teams that adopt EPO want both, since a single rate card produces both outcomes depending on the buyer.
What if I already have public contract linking or AWS co-sell automation set up? Path A doesn't reuse that flow, it creates Salesforce records directly instead of going through a Lead. So, you'll build it fresh either way. Path B reuses your existing co-sell automation as-is, no changes needed unless AWS confirms a distinguishing signal for EPO-routed co-sells specifically, in which case that condition would go on the lead-creation flow there.
Does this replace manually creating private offers? No. EPO runs alongside your existing private offer workflow. You can still create manual, rep-led private offers for any customer. These flows only pick up the ones that came through EPO specifically (Path A) or were routed to sales by EPO (Path B).
What happens if the offer-name match in Path A doesn't catch a deal? The Account and Opportunity won't be auto-created, but the Tackle Contract still exists and is visible in Salesforce and in Tackle. Nothing is lost, the automation just won't have fired.