Co-Sell Fields in ACE
A reference for the AWS ACE fields you map and submit when co-selling opportunities through Suger.
Overview
ACE stands for the APN (AWS Partner Network) Customer Engagements program. It helps AWS partners collaborate with AWS to sell their solutions together.
The fields on this page are part of that sales collaboration process. When you share an opportunity with AWS, you need to include the mandatory information AWS requires, and you can add optional details as needed.
To control how these fields are pre-filled from your CRM, see Field Mapping in the Co-Sell configuration guide.
Field Mapping Best Practices
When you set up Field Mapping, keep the following in mind so data flows accurately between your CRM and ACE.
- Customer Name — Map to your CRM’s Account Name.
- Estimated AWS Monthly Revenue — If your CRM only tracks yearly revenue (for example, in the
Amountfield), use an expression to convert it. A typical estimate usesAmount * 0.025. In Expression Mode you can write:{{- multiply .Amount 0.025 -}}. - Industry — Map to your account’s industry field. Use the AI Auto Field feature to auto-match your CRM values with ACE’s expected values.
- Customer Website — Map to your Account Website.
- Partner Project Title — Usually maps to the Opportunity Name field.
- Customer Business Problem — Map to a specific field if you have one; otherwise use a default value.
- Target Close Date — Map to your CRM’s Close Date.
- Stage — Map to your CRM stage field, then align all stage values manually to their ACE equivalents (for example, Closed Lost, Qualified).
- Delivery Model — Use a default such as SaaS or PaaS.
- Opportunity Type — If not available, default to “Net New Business.” If available, map values like Expansion, Renewal, and Net New accordingly.
- Partner Primary Need from AWS — Use the default value “Co-Sell Deal Support.”
- Sales Activities — Optional; a default is sufficient in most cases.
- Solutions Offered — This field might not appear initially. Scroll to the bottom, choose Add Field to add it manually, then use a default or mapped value.
- Use Case — Use a default value unless your CRM contains this data.
- Address Fields (City, State, Country, Postal Code) — Use billing or shipping address fields based on your preference.
- Primary Contact (Name, Email, Phone) — Optional; map to your internal primary contact if desired. These fields are not required for AWS submission.
Customer Information
| Field | AWS Description | Status |
|---|---|---|
| Customer Company Name | Specifies the end customer company name. | Mandatory |
| Customer Website | Specifies the end customer website. | Mandatory |
| Industry | Specifies the industry of the end customer. | Mandatory |
| Country | Specifies the country where the end customer is based. | Mandatory |
| Postal Code | Specifies the postal or ZIP code corresponding to the end customer’s business address. This is crucial for geo-mapping the company. | Mandatory |
Project Information
| Field | AWS Description | Status |
|---|---|---|
| Opportunity Type | Indicates whether the opportunity is a Net New Business, a Flat Renewal, or an Expansion. | Mandatory |
| Partner Project Title | Identifies the opportunity name. | Mandatory |
| Customer Business Problem | Describes the problem the end customer is facing and how the partner is helping with a solution. | Mandatory |
| Sales Activities | Specifies the sales activities conducted with the end customer that relate to the opportunity. | Mandatory |
| Partner Primary Need from AWS | Identifies the help required from AWS for the opportunity. | Mandatory |
| Delivery Model | Specifies the delivery model of your solution (SaaS or PaaS, Professional Services, etc.). | Mandatory |
| Solution Offered | Links solutions or offerings to the opportunity. Insert the Offering IDs associated with the solutions being evaluated to address the customer’s business problem. When an Offering ID isn’t available, enter “Other” and provide details in the Other Solution Offered field. Offering IDs are found in AWS Partner Central > Build > Offering > Offering Detail Page and follow the S-1234567 pattern. | Mandatory |
| Use Case | Specifies the use case of the end customer that the opportunity is intended to address. | Mandatory |
| Expected Monthly AWS Revenue | The amount of revenue you expect the opportunity to generate for AWS. | Mandatory |
| Target Close Date | Indicates the date you expect the deal to close. | Mandatory |
| Is Opportunity from Marketing Activity? | A Yes or No field. | Mandatory |
| Rejection Reason | Specifies the reason for rejecting an AWS referral. AWS uses this to derive insights into why the opportunity was rejected. | Conditionally Mandatory |
| Parent Opportunity ID | Specifies the apnCrmUniqueIdentifier of the parent opportunity associated with the current opportunity. | Conditionally Mandatory |
| Other Solution Offered | Specifies the solution offered to solve the customer’s business problem when the Solution Offered field is set to “Other”. | Conditionally Mandatory |
| Does this opportunity contain classified National Security information? | Indicates whether the opportunity belongs to the national security category. | Optional |
| Customer Data Universal Number System (DUNS) | Specifies the Data Universal Numbering System (DUNS) that uniquely identifies a customer. The DUNS is a nine-digit identification number issued by Dun & Bradstreet (D&B). Each DUNS number is specific to a particular site, so separate numbers may be assigned to distinct physical locations of an entity, including branches, divisions, and headquarters. | Optional |
| AWS Products | Associates specific AWS products with the opportunity. Partners can indicate which AWS products are relevant to the opportunity’s solution and align with the customer’s needs. | Optional |
| Partner Contact Title | Job title or role of the partner’s sales contact person associated with the opportunity. | Optional |
| Offer ID | Specifies the identifier of the AWS Marketplace Private Offer associated with this opportunity. | Optional |
| APN Programs | Specifies the APN (Amazon Partner Network) Program that influenced the opportunity. APN Programs are specific partner programs or initiatives that can impact the opportunity. | Optional |
| AWS Marketplace Engagement Score | Displays an estimate (High, Medium, or Low) of how likely the customer in an opportunity is to procure a solution through AWS Marketplace. Opportunities without a score don’t yet have enough customer information to determine a Co-Sell score; the score surfaces once enough information is available. | Read Only |
| AWS Recommended Action | Indicates the recommended next best actions for the opportunity, offering insights and guidance on the optimal steps to progress it. These recommendations are based on the current status, context, and available data associated with the opportunity. | Read Only |