Co-sell

Co-selling is how you bring a cloud provider into a deal your team is already working: you share the opportunity, their sellers engage, and the deal often transacts through the marketplace afterwards. Suger connects your CRM — Salesforce or HubSpot — to AWS Partner Central (the APN Customer Engagement, or ACE, program), Azure Co-Sell, and Google Cloud Partner Advantage, so your reps share opportunities, accept the referrals the cloud sends back, and watch all of it in one list instead of three partner portals.

This section covers the full referral lifecycle — configuring the field mappings, sharing outbound, accepting inbound, and keeping every record aligned afterwards — plus the AWS-specific programs that hang off it: POC and MDF funding, engagement scores and AI insights, and automated outreach to the AWS sales rep on the deal. Once a referral exists, Suger keeps your CRM, Suger, and the cloud partner in step for the life of the deal, with no manual re-entry.

Start here

1. Configuration — the translation layer between your CRM and each partner portal: field mappings, templates, picklist conversions, and which fields stay in sync.
2. Outbound Referral — pick an opportunity out of the Outbox and share it with a cloud partner, one at a time or in bulk.
3. Inbound Referral — accept or decline referrals the cloud sends you, and let Suger create the matching account, opportunity, and contacts in your CRM.
4. Status & Stage — read one unified Suger status instead of learning AWS stages, Azure sub-statuses, and GCP states separately.

Qualify and configure

• The Benefits of Co-Selling with AWS — why teams co-sell in the first place: wider reach, shorter deal cycles, and joint revenue.
• ACE Eligibility — the steps you complete in AWS Partner Central to become eligible for AWS leads and opportunities, from joining APN through the Foundational Technical Review.
• Configuration — where you set outbound and inbound behaviour, expression-mode calculations, picklist value mapping, and the Co-sell Intelligence signals shown in your CRM widget.

Share deals and work what comes back

• Outbound Referral — the Outbox, the share dialog, bulk sharing, and auto-enrichment of missing referral fields.
• Inbound Referral — the Co-sell Inbox, what happens when you accept, and when AWS releases the customer contact details.
• Referral Syncing — what keeps a referral current once it exists: which direction each change flows, how often scheduled syncs run, and how to force one.

Track the deal and bring AWS in

• Status & Stage — the status mapping table across all three clouds, plus how to read the error behind a failed submission.
• Co-Sell Insights — the Insights tab in the Suger widget: warning cards, opportunity and funding insights, and recommended next actions.
• AWS Funding — apply for POC and MDF funding, respond to reason codes when a request is sent back, file cash claims, and watch your funding wallets.
• Automate AWS Sales Rep Outreach — email the AWS rep attached to a shared opportunity automatically, from a team alias, on the events you choose.

Look up fields and automate co-sell

• Co-Sell Fields in ACE — what AWS expects in each ACE field, which ones are mandatory, and how to map them well from your CRM.
• Create a Referral via API — the request payload for POST /org/{orgId}/cosell/referral; one endpoint serves all three clouds.
• Co-Sell with AI (MCP) — run the referral lifecycle from Claude, Cursor, VS Code, or another MCP client in plain language.

Scope and limits