APN Customer Engagements

Pipeline Manager
User Guide

December 2020
Version 9.0

This document is provided for informational purposes only and does not create any offer, contractual commitment,
promise, or assurance from AWS. Any benefits described herein are at AWS’s sole discretion and may be subject to
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change or termination without notice. This document is not part of, nor does it modify, any agreement between
AWS and its customers and/or AWS Partners.
Contents
Getting Started ............................................................................................................................. 4
Terms and Conditions .............................................................................................................. 4
Permissions ................................................................................................................................ 5
My Customers Tab .................................................................................................................... 6
Sales Funnel and Key Actions .................................................................................................. 7
List Views and Column Picker...................................................................................................... 7
Creating Custom List Views ..................................................................................................... 7
Editing Custom List Views........................................................................................................ 8
Deleting List Views.................................................................................................................. 10
Transfer View........................................................................................................................... 10
Column Picker ......................................................................................................................... 13
Search ........................................................................................................................................... 13
Opportunities .............................................................................................................................. 13
Add New................................................................................................................................... 14
Cloning Opportunities ............................................................................................................ 16
Accept Opportunities ............................................................................................................. 17
Opportunity Updates ............................................................................................................. 19
Opportunity Contacts......................................................................................................... 21
Transferring Ownership of a Single Opportunity ........................................................... 22
Leads ............................................................................................................................................ 23
Accept Leads ........................................................................................................................... 23
Lead Updates .......................................................................................................................... 23
Lead Details ......................................................................................................................... 24
Contact Details .................................................................................................................... 24
Convert Leads.......................................................................................................................... 25
Export Leads ............................................................................................................................ 26
Bulk Actions ................................................................................................................................. 26
Import Opportunities ............................................................................................................. 26
Export Opportunities .............................................................................................................. 30
Update Opportunities ............................................................................................................ 30
Glossary ........................................................................................................................................ 32
Notifications ............................................................................................................................ 32

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Lead Definitions ...................................................................................................................... 34
Lead Fields ............................................................................................................................... 34
Lead Status .............................................................................................................................. 37
Lead List Views ........................................................................................................................ 37
Opportunities Definitions ...................................................................................................... 38
Opportunities List Views ........................................................................................................ 41
AWS Sales Stages ................................................................................................................... 42

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Introduction
The APN Customer Engagements Pipeline Manager is an exclusive benefit for participating AWS
Partners in the APN Customer Engagements (ACE) Program. The ACE Pipeline Manager provides
AWS Partners full service management of their pipeline of AWS customers, allowing for joint
collaboration with AWS on those engagements. This guide walks through how to use the ACE
Pipeline Manager and equips you with the necessary skills to drive successful customer
engagements on AWS.

Getting Started
The ACE Pipeline Manager is located within APN Partner Central. The core features are located
under “My Customers,” which are discussed extensively in sections Opportunities and Leads in
this guide. In this section, we will start by taking a tour of the different components of the overall
ACE Pipeline Manager.

Add and View

Engagements

Permissions

Summarized and Actionable

Engagements

Terms and Conditions

Prior to participation in the ACE Program, including access to the ACE Pipeline Manager, AWS
Partners are required to accept the ACE Terms and Conditions. Only the Alliance Lead at your
firm is able to accept the Terms and Conditions. The Alliance Lead is prompted to accept the
Terms and Conditions the first time the ACE Pipeline Manager is attempted to be accessed.

Alliance Leads can accept the ACE T&Cs by following the steps below:
1. Login to APN Partner Central
2. Select ‘My Customers’
3. Carefully read through the Terms and Conditions that appear and select ‘Accept’

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If you’re not the Alliance Lead of your firm and the ACE T&Cs haven’t been accepted, you will
receive the message below. Please reach out to your Alliance Lead with a reminder to accept the
ACE T&Cs.

Alliance Leads can reference the ACE T&Cs after they have been accepted by following the steps
below:

1. Login to APN Partner Central

2. Select ‘View my Partner Scorecard” on the left navigation menu
3. Click “View” next to ACE Program Terms Link in the General Details

Permissions
The ACE Pipeline Manager is permission based. Upon acceptance of the ACE Terms and
Conditions, only the Alliance lead will have access to the ACE Pipeline Manager and will need to
enable permissions for other Partner Central users (Partner Users).

The Alliance Lead must follow the steps below to grant users permissions:
1. Navigate and login to APN Partner Central
2. Select "View My APN Account" from left navigation
3. Scroll down to “Manage APN Customer Engagements Pipeline Manager Users”

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4. Click “Manage APN Customer Engagements Pipeline Manager Users” to open
5. Search and Select ‘Grant Access’ for the desired individual from the list of “Available Users”

Available Users are individuals in your firm with an active Partner Central Login (account). To
enable new users to create a Partner Central Account, share this APN Partner Central Self
Registration link.

My Customers Tab
Once the Terms and Conditions and Permissions are enabled, you're ready to use the ACE
Pipeline Manager. To get started, in APN Partner Central, navigate to 'My Customers.' This is
where you can add new and manage existing customer engagements on AWS.

Leads Tab
For ACE Eligible Partners, the Leads tab allows you to receive, accept, and manage lead referral
engagements shared from AWS.

See section on Leads for more

information.

Opportunities Tab
The Opportunities tab allows you
to add new and manage existing
opportunity engagements. For ACE
Eligible Partners, this is also where
opportunity referral engagements
shared from AWS can be reviewed,
accepted, and managed.

See section on Opportunities for more information.

Import Manager Tab

The Import Manager tab allows you to review all of your bulk imports. You can review the
timestamp as well as which records were successful and unsuccessful with import.
See section on Bulk Actions > Import Opportunities for more information.

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Sales Funnel and Key Actions
The Sales Funnel and Key Actions feature provides a summary of your pipeline and highlights
calls to actions that AWS recommends to help maximize your sales performance.

All Customer Engagements summarizes and surfaces all engagements you've shared to and have
been shared from AWS
Shared by AWS in the last 7 days summarizes and surfaces engagements received from AWS in
the previous 7 days
Date of last provided update exceeds 2 weeks summarizes and surfaces engagements which
haven't been updated in the recommended bi-weekly cadence

Click any link to open a view of those

engagements in the 'My Customers’ tab

List Views and Column Picker

List Views
Upon every login, the Opportunities Tab will automatically display 'All Customer Engagements,'
but you can alternate views by clicking on the drop-down beneath the main tabs. For a full list of
list view definitions, see section for Opportunity List Views in the glossary.

Creating Custom List Views

Partner Users have the ability to create custom list views for both leads and opportunities to
keep their AWS pipeline organized.

1. Start on the tab you want to create a view for (ex. Click on the ‘opportunities’ tab if you want
to create a custom list view for opportunities and click on the ‘leads’ tab if you want to create
a custom list view for leads)

2. Click on the arrow next to ‘All Customer Engagements’ to surface the drop-down menu

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3. Click on ‘Create New View’

Arrow to populate drop-down

menu

Click on the ‘opportunities’ tab to

create a new view for opportunities.
Click on the ‘leads’ tab to create a new
view for leads.

4. Enter in the desired View Name and apply the appropriate filters and click ‘Save’

Note helpful tip for filtering here

Editing Custom List Views

Partner users can make edits to any custom list view including changing the name as well as
adding or removing columns. Start on the tab where you want to edit a view (ex. Click on the

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‘opportunities’ tab if you want to edit a custom list view for opportunities and click on the ‘leads’
tab if you want to edit a custom list view for leads)

1. If you are already in your custom view, click on the down arrow to reveal options to edit,
transfer, or delete. If you are not in your custom view, click on the downward arrow and scroll
to the desired view. Click on the vertical dots to the right of the desired view to display
further options.

2. Click on either ‘Edit View’ option

3. Make the desired updates to the view name and/or filters and click ‘Save’

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Deleting List Views
Partner Users can delete any custom list view. Start on the tab with the view you want to delete
(ex. Click on the ‘opportunities’ tab if you want to delete a custom list view for opportunities and
click on the ‘leads’ tab if you want to delete a custom list view for leads).

1. If you are already in your custom view, click on the down arrow to reveal options to edit,
transfer, or delete. If you are not in your custom view, click on the downward arrow and scroll
to the desired view. Click on the vertical dots to the right of the desired view to display
further options.

2. Click on either option to delete the view.

Note: Deleting the view will not delete the leads or opportunities. They will still appear in ‘All
Customer Engagements’ respectively.

Transfer View
Partner Users have the ability to transfer views to another Partner User within the same org.
Alliance Leads will continue to have access to viewing all opportunities even after a view has
been transferred. To transfer a single lead, you must create a custom list view to transfer. To
transfer a single opportunity, please refer to section on transferring ownership of a single
opportunity.

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Note: A notification confirming the transfer is sent to both the Partner User transferring and
receiving the list view.

1. Start on the tab with the view you want to transfer (ex. Click on the ‘opportunities’ tab if you
want to transfer a custom list view for opportunities and click on the ‘leads’ tab if you want to
transfer a custom list view for leads).

2. If you are already in your custom view, click on the down arrow to reveal options to edit,
transfer, or delete. If you are not in your custom view, click on the downward arrow and scroll
to the desired view. Click on the vertical dots to the right of the desired view to display
further options.

3. Click on either option to transfer the view.

4. Type in the first or last name to locate the Partner User intended to receive the custom list
view. Searching only by pasting in the email may not pull up the error.

Note: You can only transfer leads and opportunities to individuals who have been granted
ACE Pipeline Manager User access.

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 Search by first or last name and click
on the correct contact found

5. Click on the Partner User contact to confirm and click ‘Save’

6. You will receive a pop-up confirming that the transfer is complete. Click ‘done’

7. You will be brought back to the main ACE Pipeline Manager view where you can download a
CSV of successful transfer and unsuccessful transfers. Click on the ‘X’ to remove the pop-up.

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Column Picker
The Column Picker feature allows you to modify the columns that are displayed across all list
views. See section for Lead Definitions for a complete list of definitions for each column option.

Once display columns are modified, they will remain intact across all list views aligned with their
respective tabs (i.e. Opportunities tab, Leads tab) and upon every subsequent login to Partner
Central.

To modify columns:
1. Hover over the icon that displays 'Select Columns' (add arrow pointing to icon for select
columns in word)

2. Select or deselect available columns

Column picker to customize view
3. Select 'Apply Changes'

Search
Leverage the search functionality to easily locate a specific record.

Note: To search through the entire list of opportunities, ensure you are in the view that shows
“All Customer Engagements.” Beginning a search in a specific list view will only pull results
generated from that list view.

Opportunities
Opportunities can be added individually or by bulk import (see section for Bulk Actions > Import
Opportunities). The SLA for initial review after submission is 5-7 business days. If a submission is
under secondary review (Incomplete, Forecast Conflict) or is a bulk import, the SLA for review can
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be extended. It is encouraged that Partners submit opportunities early in the sales cycle after the
discovery phase is complete.
Note: Only the Alliance Lead is able to see a complete view of opportunities. Individuals granted
access to the ACE Pipeline Manager would see their own submitted opportunities.
Add New
1. To submit an individual opportunity, click on the “+Add” button on the right.

2. Fill out the core fields

Tip: Opportunity Submission Quick

Guides are available to help you fill in
all of the core fields.

Note: When Industry Vertical Education or

Government is chosen and Country is
United States, an additional mandatory
field is added to the submission form
entitled Contract Vehicle.

Tip: We do not require customer

contact details, but we do need the
customer website in order to align this
opportunity correctly with our internal
stakeholders.

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 Tip: Should include a clear description
regarding pain points, customer need,
and proposed solution. Include any
AWS services if already identified.

Tip: Tag opportunities

with marketing
program or campaign
Tip: Should always be a future
date. Previously ‘Launched’ or
‘Closed Won’ opportunities
should not be submitted

Tip: If you need help

estimating monthly recurring
revenue, click on the AWS
Pricing Calculator for help

Tip: Should reflect the most applicable

deployment or consumption model. Select the
pick-list option(s) and use the arrows to add or
remove.

3. Optional: Select “All Fields” to populate optional fields within the submission form.

4. Indicate if Marketing Development Funds were used for the opportunity or if it was AWS
Marketplace related. Under “Additional Comments,” add the specific marketing activity or

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 campaign and/or include the campaign ID [e.g. Global-FY20-PMDG IPC] if provided by AWS.

5. Review your entered information, make any necessary edits, and to submit click “Save &
Submit” on the bottom right.

6. A message will display confirming your submission was successful.

Cloning Opportunities
Partner Users can now clone opportunities to reduce manual entry points required for
opportunity submission.

Note: Opportunities with a status of “Draft” cannot be cloned.

1. Open the opportunity you want to clone by clicking the customer name.

2. Click on the “Actions” drop down in the upper-right and select “Clone”

4. Make any changes to appropriate fields and save or submit the opportunity

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Accept Opportunities
ACE eligible AWS Partners are able to receive
Opportunity Referrals from AWS. These
opportunities are generated by AWS where consent
was captured to allow for an AWS Partner to assist
with their proposed solution or workload. The
Alliance Lead has visibility to all Opportunities that
are shared. For detailed information please view our
FAQs here.

Note: AWS Partners have limited information prior to

accepting an opportunity. Accepting the opportunity
will unlock further information pertaining to the
customer. It is expected that opportunities are
accepted within 5 business days or they will be
removed from your view.

The following fields are visible prior to accepting an opportunity:

Customer company fields shared:
- End User (Company Name), End User Website, Country, Postal Code, Industry Vertical
Opportunity fields shared:
- Use Case, Created Date, Partner Project Title, Project Description, Next Step, Delivery
Model, Monthly Recurring Revenue, Target Close Date, Lead Source, Opportunity
Ownership
AWS contact fields shared:
- Name and email of AWS Sales Rep, AWS Account Owner, Partner Success
Manager/ISV Success Manager, and Partner Development Manager/ Partner
Development Representative, WWPS PDM

To accept an opportunity, follow the steps below:

1. From the Opportunities Tab, click “All Customer Engagements” and navigate to
'Opportunities Pending Acceptance’

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2. Click on the Customer Company Name to view all opportunity details visible prior to
acceptance.

3. Hover over and select 'Accept' when viewing the opportunity detail page or on ‘Opportunities
Pending Acceptance’ digest page next to any desired opportunity.

4. Once an opportunity has been “Accepted,” a confirmation will display. If '”Rejected” is

selected, it will remove the opportunity from your pipeline.

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Opportunity Updates
AWS Partners are expected to update validated opportunities with new sales activities on a bi-
weekly basis through the end of its lifecycle: Launched or Closed/Lost. Updates can span from
expected Revenue to Target Launch Date, but if it's inapplicable, at minimum, next steps should
be updated. For Consulting Partners, setting an opportunity to ‘Launched’ will require an AWS
Account ID.

Note: If 14 days have passed the Target Launch Date on Partner submitted opportunities, AWS
automation will automatically close out the opportunity.

Validated opportunities are identified as Status “Approved.” They can be updated individually or
in bulk. For updating in bulk, please see section Bulk Actions > Updating Opportunities.
To update an active opportunity individually:

1. Navigate to view “Validated Open Opportunities”

2. Select the validated opportunity you want to update and click on “Update”.

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3. Click on the “Update Button” in the upper-right

Click on the tabs to display

different types of information to
update. Grayed out fields cannot be
updated.

4. Make any necessary updates and click on “Save”

5. To add Next Steps, click on the “Next Steps” tab and click on “Add”
6. Enter in the information desired and click on “Save”

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7. The information should display with a timestamp and “Created by”

Opportunity Contacts
The ACE Pipeline Managers provides users with the ability to stay organized by surfacing the
AWS contacts aligned to each validated opportunity. Follow the steps below to understand
where to access this information.

1. Navigate to a validated opportunity. A validated opportunity will show a status of ‘Approved’

2. Click into the opportunity by clicking on ‘Update’ or the ‘Customer Company Name’

3. Click on ‘Contacts’

Leverage this chart to understand what contacts are surfaced and what their respective roles are.

Contact Name Role

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 AWS Sales Rep The primary contact from the AWS Sales
organization on this opportunity.
Partner Sales Contact The primary contact from your organization
for this opportunity. AWS sales team may
reach out to this contact regarding the
opportunity.
AWS Account Manager The AWS account manager for the customer
on this opportunity.
Partner Development Manager Your go-to AWS person. PDMs help Partners
through their APN journey and is your key
resource.
WWPS Partner Development Manager Your go-to AWS person if you are working on
a Public Sector opportunity. Worldwide Public
Sector PDMs help Partners in their APN
Journey for Public sector competencies.
AWS Partner Success Manager (PSM) PSMs are in the field connecting AWS Sales
teams directly to the vast community of AWS
Partners. They are experts on Partner
solutions and help drive Partner go to market
strategies for Sales teams.
AWS ISV Success Manager (ISM) ISMs help ISVs co-sell with AWS (e.g. sales
pipeline review, sales enablement activities,
lead generation and management to ensure
no lead gets left behind).

Transferring Ownership of a Single Opportunity

ACE Pipeline Manager users and Alliance Leads have the capability to transfer ownership of
active opportunities. To transfer leads or opportunities in bulk, see section for List Views and
Column Picker > Transfer View.

1. Click on the “Customer Company Name” of the opportunity you want to transfer and select
“Transfer” under the “Actions” button on the right-hand side

2. Type in the name of the new Opportunity Owner to search and click “Save”

Note: Opportunities can only be transferred to users with permissions to the ACE Pipeline
Manager. See section on Permissions for further information.

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Leads
The Leads tab allows you to accept, manage, and report back updates on lead engagements
shared by AWS and convert those lead engagements to opportunities.

The Alliance Lead maintains sole ownership, edit access, and visibility to lead information. In
circumstances where lead ownership is assigned to a non-alliance lead, only the selected non-
alliance Lead and Alliance Lead will have visibility and edit access of leads.

Note: AWS Partner Solutions Finder (PSF) Leads are only visible to the Alliance Lead and they will
receive an automated notice each time a lead is generated through their PSF listing.

Accept Leads
AWS Partners have the option to either 'Accept' or 'Reject' incoming lead engagements. Any new
lead that is surfaced to you will need to be 'accepted' before the entire lead detail, including
contact information, is made visible. Rejected leads will automatically be removed from the Leads
tab.

To accept a lead, follow the steps below:

1. From the Leads Tab, click “All Customer Engagements” and navigate to 'Leads Pending
Acceptance’

2. Hover over and select 'Accept' next to any desired lead

3. Once accepted, you will see an option to 'update' appear

Lead Updates
Accepted leads can be edited to reflect new updates regarding the progression of the lead
engagement.

To update leads:

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1. Navigate to any lead and select 'update' in column 'Action'

Click for update options

2. Select 'Edit'

3. Make relevant updates and select

'Save'

The following are editable fields that highlight your progress

with the lead

Lead Details
Lead Status select from Open, Research, Qualified and
Disqualified
Lead Status Reason free form field to detail current lead
status
Project Description free form field to add notes of the
ongoing engagement
Industry select single value from picklist

Contact Details
First Name free form field to provide end customer contact
Last Name free form field to provide end customer contact
Title free form field to provide end customer contact
Email free form field to provide end customer contact
Phone free form field to provide end customer contact
Country free form field to provide end customer contact
State/Province free form field to provide end customer
contact
Street free form field to provide end customer contact
City free form field to provide end customer contact
Zip/Postal Code free form field to provide end customer
contact
Website free form field to provide end customer contact

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Convert Leads
Lead engagements nurtured to a sales qualified stage can be converted to opportunities to
receive AWS validation and support. See section in glossary for AWS Sales Stages for further
information.

To convert leads:
1. Navigate to desired lead and select 'update' in column 'Action'
2. Select 'Convert'

3. Complete applicable fields in the opportunity submission form and select 'Submit'

4. Once submitted click 'Back to Opportunities Dashboard'

5. The new opportunity can be found in the 'Opportunities Tab' and will display as 'Status'
submitted

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Export Leads
The Export Leads feature allows you to export all of your existing lead information into an easy
to read CSV file. To view all available lead information, ensure all leads are accepted (link to
accept leads section).

To Export click
“Export Leads”

Bulk Actions
Bulk actions can help maximize efficiency when utilizing the ACE Pipeline Manager. This includes
the ability to submit, export, update, and transfer multiple opportunities at once.
Bulk actions such as Import,
Export, and Update

Import Opportunities
The Bulk import function allows a user to submit opportunities of up to 250 in bulk. It is best
practice to ensure information is accurate and complete prior to import, as edits cannot be made
until a member of the Validation team has reviewed it.

1. To upload opportunities in bulk, click on the drop-down for “Bulk Actions” and select “Import
Opportunities”

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2. Click on “Download Excel Template file”

3. Fill out the Excel template with the required fields and ensure formatting is correct. Reference
the text under “Prepare CSV File for Import” to review an extensive list of formatting criteria.

Note: List on import page will

include the full list of formatting
criteria and required field checks

4. Click on “Select File” to select the (*.csv) you just saved, and click on “Upload CSV file”

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5. Preview a sample of the information you are importing and ensure it is the intended file.
Resolve any missing fields it may have surfaced.
Click to prior screen or
continue here

6. Click on “Import” to continue

7. A high-level overview of successful and unsuccessful uploads will appear

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8. Click on “Done” to return to the ACE Pipeline Manager or continue to optional steps 9-12 to
resolve any unsuccessful uploads.

9. Optional: Click on “Download Generated Template File” to download a file of unsuccessful

uploads. Open the file and scroll to the far right to review the errors found by row.

Errors specified here

10. Resolve the specified errors and delete the column titled “Error Details”

11. Save as a (.csv) comma delimited file

12. Import the remaining unsuccessful opportunities by clicking on “Select File” under Import
CSV and click on “Upload”

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 Should reflect the new CSV file
saved with resolved errors

Export Opportunities
The Bulk Export functionality allows a user to export a list of all opportunities in their view into a
CSV file. Opportunity referrals that have not been accepted will not appear in the export.

To export, click on the Bulk Actions drop-down and select “Export Opportunities” to
automatically generate a file of your opportunities.

Update Opportunities
The bulk update functionality provides the ability to export validated opportunities to make
changes to in bulk. This feature is meant to be a scalable way to provide internal AWS teams
visibility into the sales activities surrounding each engagement.

1. Click on the Bulk Actions drop-down and select “Update Opportunities”

2. Select the option to “Download XLS” to generate a download of validated AWS opportunities.

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3. Open the Excel and make any necessary changes and save the file as a Comma Delimited
(*.csv).
4. Click on Upload File, select the (*.csv) file that was just saved, and click on “Update”

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5. A screen will pop-up confirming the process.

6. After clicking “close,” a review of the upload can be seen on the bottom of the page. On the
right, files can be generated to see which were successful and which ones resulted in error.

Glossary
Notifications
Notifications are sent via email about key activities on opportunities and are usually sent from an
alias such as APN-No-Reply. This section provides you with best practices to manage the email
notifications you may receive.

Setting up email inbox rules and creating folders by category make it easier for you to manage
email notifications. The table below highlights the activities, identifies what notifications are sent
and to who, and lists what actions are recommended.

Category Activity Key Identifier Recipient Action

Opportunity AWS needs In Subject Primary Please respond to AWS
Validation additional Line: Contact with requested
information from Additional Email information.
Partner to validate Information
opportunity Required
Partner-submitted In Subject Primary Please continue to update
opportunity is Line: Contact opportunity in APN Partner
successfully Validated Email Central, until the
validated (i.e. opportunity is "Launched"
'Status' field = or "Closed/Lost".
Approved).
Partner-submitted In Subject Partner If you believe this is in
opportunity is not Line: Not Contact error or would like more
approved (i.e. Approved Email (i.e. details, please connect
'Status' field = (Incomplete) APN Partner with your partner manager
Rejected). Central (PDM/PDR).
account used

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 to submit If you would like a
opportunity) secondary review, please
resubmit the opportunity
with the additional
information requested
previously.
Partner-submitted In Subject Partner If you believe this is in
opportunity is not Line: Not Contact error or would like more
approved (i.e. Approved Email details, please connect
'Status' field = (Invalid) with your partner manager
Rejected). (PDM/PDR).

Please ensure that your

future submissions do not
fall under any of the
following cases.
1) Internal Workload
2) Past won opportunity
3) Lead or sales activity
that is not mature enough
4) Missing mandatory
information
5) No consumption of net
new services (e.g.
consolidated billing, cost
optimization, managed
services etc)
Partner-submitted In Subject Partner If you believe this is in
opportunity is not Line: Not Contact error or would like more
approved (i.e. Approved Email details, please connect
'Status' field = (Forecast with your partner manager
Rejected). Conflict) (PDM/PDR).
Partner-submitted In Subject Partner If you believe this is in
opportunity is not Line: Not Contact error or would like more
approved (i.e. Approved Email details, please connect
'Status' field = (Duplicate) with your partner manager
Rejected). (PDM/PDR).

Please ensure that your

future submissions are not
already existing in APN
Partner Central and/or
were not introduced by
AWS Seller.

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 Partner Partner referred In AWS Email sent to AWS
Opportunity opportunity has Body: AWS Opportunity opportunity owner to
Referral been validated Partner Owner review information shared
opportunity Partner by Partner and engage.
submission Contact Partner is copied in this
has been Email email as an introduction to
validated the AWS sales contact.
and assigned
AWS AWS Seller shares In Body: To Primary Please accept/decline the
Opportunity a new opportunity accept Contact opportunity within 5
Referral with the partner. opportunities Email business days. If accepted,
and access Alliance Lead please continue to update
more details Email opportunity in APN Partner
Central.

AWS Seller shares In Body: Alliance Lead Please accept/decline the

a new opportunity Opportunity Email & opportunity within 5
with a specific was intended Primary business days and assign it
email address to be shared Contact to the appropriate owner.
within the partner with the Email If you accept the
organization, but following opportunity, please
account is not email continue to update
registered in APN address opportunity in APN Partner
Partner Central Central.
and does not have
access to ACE
Pipeline Manager.
Lead A list of leads has In Subject Partner Sales -
Management been transferred Line: A lead Contact
within APN list view has receiving
Partner been lead view,
organization. transferred Partner
Contact
transferring
leads &
Alliance Lead
Opportunity AWS Seller In Subject Alliance Lead Please continue to update
Management updates the AWS- Line: Next Email opportunity in APN Partner
referred Steps were Central.
opportunity. updated

Lead Definitions

Lead Fields
Label Description Values
Action Specific Actions that can  Accept
be taken on a lead  Reject
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  Update
Status Statuses to define on-  Open
going engagement with  Research
the lead  Qualified
 Disqualified
Lead Status Reason Free-form text field to
provide notes associated
to a change in lead status
Lead ID Unique Identifier e.g. L2686
associated to every lead
Lead Age Number of days since the
lead was shared by AWS
Company Company Name of Lead
Industry Industry vertical of the lead  Aerospace
 Agriculture
 Automotive
 Computers & Electronics
 Consumer Goods
 Education
 Financial Services
 Gaming
 Government
 Healthcare
 Hospitality
 Life Sciences
 Manufacturing
 Marketing & Advertising
 Media & Entertainment
 Mining
 Non-Profit Organization
 Oil & Gas
 Other
 Power & Utilities
 Professional Services
 Real Estate &
Construction
 Retail
 Software & Internet
 Telecommunications
 Transportation &
Logistics
 Travel
 Wholesale & Distribution
Use Case/Workload Proposed solution or  Archiving
workload focus related to  Backup & Storage
the lead engagement  Batch Processing

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  Big Data, Analytics, &
Business Intelligence
 Business Applications -
Microsoft
 Business Applications -
Oracle
 Business Applications -
Other
 Business Applications -
SAP
 Content Delivery
 Data Center Migration
 Database & Data
Warehouse
 Development & Test
 Disaster Recovery
 High Availability
 High Performance
Computing
 Hybrid Architecture
 Internet of Things
 Mobile
 Other
 Web & Web Apps
Segment Company Size Company size of the lead  1-19 Employees
as defined by number of  20-99 Employees
employees  100-499 Employees
 500-999 Employees
 1,000-9,999 Employees
 10,000 Employees or
More
Project Description Free-form text field to add
notes regarding the
progression of the lead
engagement
Level of AWS Usage Level of experience on  Do not use AWS today
AWS of the lead  Evaluating/experimenting
with AWS
 Run dev/test workloads
on AWS
 Run a single production
workload on AWS
 Run multiple production
workloads on AWS
Campaign Name AWS Friendly naming
convention for AWS
Marketing Campaigns

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 Campaign Member Status Status to identify a leads  Attended
interaction with the  Registered
associated AWS Campaign  On-demand
source  Sales Nominated
 LDR Owned
 Prospect
 Nurture
Lead Source Category of asset or source  3rd Party
of lead generation Event/Tradeshow
 AWS Marketplace
 AWS Sales/BD
 AWS Website
 AWS Website Contact Us
 AWS Website Lead Form
 Blog
 Reference
 Gated Content
 Partner Solutions Finder
 Purchased List
 Training and Certification
 Solution Space
 Web Case
 Webinar
Last Modified Date Date you last provided an
update on an editable field
on a lead
Flag Marker to label
opportunities requiring
follow-up

Lead Status
Lead Status Description
Open The lead has been accepted by the Partner but no
customer contact has been made
Research The lead is being reviewed by the Partner to understand
customer needs, use case
Qualified Partner Account Team has engaged with prospect / end
customer to discuss viability, understand requirements,
etc. Prospect / End customer has agreed the opportunity
is real, of interest, and may solve for key business /
technical needs.
Disqualified The lead cannot be nurtured to an opportunity

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Lead List Views
Label Description
Leads Pending Acceptance Leads shared by AWS that haven’t been accepted or
rejected
Open Leads Leads in status ‘Open’ that have been accepted
Qualified Leads Leads in status ‘Qualified’
Disqualified Leads Leads in status ‘Disqualified’
Leads in Research Leads in status ‘Research”
Flagged Leads Leads you’ve flagged for follow-up
Partner Solution Finder Leads Leads generated from your AWS Partner Solutions Finder
Directory Listing
Leads with Campaigns Leads generated from AWS Marketing Activities i.e.
service webinars
Shared by AWS in the last 7 days Leads shared by AWS in the last 7 days
Shared by AWS this Quarter Leads shared by AWS this Quarter
Date of last provided update Leads that haven’t been edited and updated in the
exceeds 2 weeks previous two weeks

Opportunities Definitions
Label Description Values
Action Specific Actions that can be taken  Edit
against an opportunity  Accept
 Reject
 Update
Status Status of lead in the AWS Validation  Draft
Process  Submitted
 In Review
 Approved
 Rejected
Stage Stages of an opportunity as defined  Prospect – opportunity
by the AWS Sales Cycle has been identified
 Qualified – actively
engaged and discussing
to understand
requirements
 Technical Validation –
Solution is technically
validated by the customer
and they have agreed to
next steps
 Business Validation –
Business stakeholders
have communicated and
agreed upon the financial
viability of the solution

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  Committed – Customer
has agreed on the
solution and is moving
forward
 Launched – billing on
AWS begins
 Closed Lost – No longer
an active opportunity
Target Close Date Projected date of launch for the
opportunity
Delivery Model The most applicable deployment or  SaaS or PaaS
consumption model for your solution  BYOL or AMI
or services.  Managed Services
 Professional Services
 Resell
 Other
Closed Lost Reason Reason the opportunity will no longer • Customer Deficiency
be pursued • Delay/ Cancellation of
Project
• Legal/ Tax/ Regulatory
• Lost to Competitor – Google
• Lost to Competitor –
Microsoft
• Lost to Competitor –
SoftLayer
• Lost to Competitor –
VMWare
• Lost to Competitor – Other
• No Opportunity
• On Premises Deployment
• Partner Gap
• Price
• Security/ Compliance
• Technical Limitations
Next Steps Summary of next steps for an
opportunity
AWS Account ID End User Company's AWS Account ID
Opportunity ID Unique Identifier associated to each e.g. O98012
opportunity beginning with ‘O’
Partner Project Title Partner Opportunity Name
Project Description Opportunity details demonstrating
Partner has prospected and is actively
engaged with the end user on the
opportunity; Partners should include a
clear description regarding pain
points, customer need, business
drivers, and what they as a Partner are
proposing to solve
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Partner Primary Need Support desired from AWS for the  Architectural Validation
opportunity  Business Presentation
 Competitive Information
 Pricing Assistance
 Technical Consultation
 Total Cost of Ownership
Evaluation
 Other
 For Visibility - No
Assistance Needed
Use Case Proposed solution focus or type of  AI/Machine Learning
workload  Big Data
 Business Applications
 Cloud Management Tools
& DevOps
 Containers & Serverless
 End User Computing
 Energy
 Financial Services
 Healthcare & Life Sciences
 Hybrid application
Pipeline Manager
 Industrial Software
 IoT
 Media & High
performance computing
(HPC)
 Migration
 Networking
 Security
 Storage
Expected Monthly Expected Monthly AWS Billings tied to
AWS Revenue the solution/workload at 3 months
Campaign Name Label to associate an opportunity to a  APN Marketing Central
APN program/promotion focus  AWS Field Event
 Integrated Partner
Campaign
 Partner Led Event
 Partner Prospecting
 The Next Smart
 VMware Cloud
 Well-Architected
 Partner Launch Initiative
 Windows RMP
 Partner Opportunity
Acceleration Funded
 ISV Workload Migration

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  Migration Acceleration
Program (MAP)
 WWPS NewBE
 AWS Marketplace
Campaign
 Workspaces/AppStream
Accelerator Program
 WWPS Marketing
 APN Immersion Days
 APN Solution Space
Is this for Opportunity is expected to land on  Yes
Marketplace? the AWS Marketplace  No
Competitive Tracking Name of competitor (if any) for the  Oracle Cloud
opportunity  On-Prem
 Co-location
 Akamai
 AliCloud
 Google Cloud Pipeline
Manager
 IBM Softlayer
 Microsoft Azure
 VMware vCloud
 Other- Cost Optimization
 No Competition
 Other
Primary Sales Name of sales contact within the  I am the Primary Sales
Contact Partner's firm who is working the Contact
opportunity  Select a Primary Sales
Contact
Partner Sales Contact Sales contact within the Partner's firm  Name
who is working the opportunity  Email
 Phone
Flag Marker to label opportunities requiring
follow-up

Opportunities List Views

Label Description
All Customer Engagements All opportunities you’ve submitted and have been shared
by AWS
Draft Opportunities All opportunities you’ve created, but, have not completed
and submitted
Opportunities in Review All opportunities you’ve submitted that are being
reviewed by AWS
Validated Open Opportunities All opportunities that you’ve submitted, have been
validated by AWS are in are in an open sales stage (not
“Launched” or “Closed Lost”)

41
 Committed Opportunities All opportunities you’ve created or were shared by AWS
that are in stage “Committed”
Closing this Month All opportunities you’ve created that have a close date
this month.
Launched Opportunities All opportunities you’ve created or were shared by AWS
that are in stage “Launched”
Opportunities Pending Opportunities shared by AWS that are pending
Acceptance acceptance or rejection
Partner Referred Opportunities All opportunities you submitted that were Validated by
AWS
AWS Referred Opportunities Accepted opportunities shared by AWS
Flagged Opportunities All opportunities you’ve flagged for follow-up
Shared by AWS in the last 7 days Opportunities shared by AWS in the last 7 days
Shared by AWS this Quarter Opportunities shared by AWS in the existing AWS quarter
(January-March, April-June, July-September, October-
December)
Date of last provided update All opportunities that lack edits and updates in the
exceeds 2 weeks previous two weeks
Submitted to AWS in the last 7 All opportunities Submitted to AWS in the last 7 days
days
Submitted to AWS this Quarter All opportunities Submitted to AWS this Quarter

AWS Sales Stages

Stage Description
Prospect Opportunity has been identified. Can be: Active–Came
directly from customer/ prospect via lead, etc. Latent–
Account Manager believe exists based on research,
account plans, sales plays, etc.
Qualified Account Team has engaged with prospect / customer to
discuss viability, understand requirements, etc. Prospect /
Customer has agreed the opportunity is real, of interest,
and may solve for key business / technical needs.
Technical Validation Once implementation plan is understood.
Business Validation Once pricing has been proposed and steps to close have
been agreed upon.
Committed Once launch date is committed and final obstacles
understood.
Launched When workload is complete and billing has started on
AWS
Closed Lost When opportunity is lost and there are no steps to move
forward

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