# AWS Partner Central Leads

Accept, qualify, and convert the leads AWS Partner Central sends to your organization.

---

## Overview

A **lead** is an earlier-stage prospect than an ACE opportunity. AWS invites you to a lead it
has sourced; you accept or reject the invitation, work the prospect through a qualification
funnel, and — once it is genuinely qualified — convert it into a co-sell opportunity that
follows the normal [referral lifecycle](/cosell/cosell-status/).

Leads are **AWS-only** and **inbound-only**. There is no outbound lead flow: you never create a
lead in Suger and push it to AWS. Everything on this page describes what happens to a lead AWS
has already sent you.

## Where to Find Leads

Leads live in the co-sell referrals list, under the AWS partner filter:

1. Open the co-sell referrals list in the [Suger Console](https://console.suger.io).
2. Filter the partner to **AWS**.
3. Pick the **Lead** sub-filter chip, next to **ACE opportunity** and **Engagement invitation**.

The list switches to the lead table. Click any row to open the lead detail page.

:::note
The **Lead** chip appears only on the co-sell referrals list. It is not offered in the
Partner Management (PRM) view of the same table, because leads are an AWS relationship rather
than a partner-to-partner one.
:::

### Lead list columns

| Column | What it shows |
| --- | --- |
| **Name** | The lead's name, as AWS supplies it. |
| **Cloud Partner** | Always `AWS`. |
| **Company** | The prospect's company name. |
| **Invitation Status** | Where the AWS invitation stands: `PENDING`, `ACCEPTED`, `REJECTED`, or `EXPIRED`. |
| **Qualification** | How far you have worked the prospect — see [Qualify the lead](#qualify-the-lead). |
| **Readiness Score** | The AWS lead readiness score from the lead's AI insights. |
| **Status** | The single unified status that folds the two axes above together — see [Lead statuses](#lead-statuses). |
| **Expiration** | When the invitation lapses if you do not act on it. |
| **Creation Time** | When the lead was created. |

Use the **Columns** control to show or hide any of them.

<!-- screenshot needed: co-sell referrals list, partner filter set to AWS, with the "Lead" sub-filter chip selected so the lead table is showing. Capture the toolbar chips (ACE opportunity / Engagement invitation / Lead) and at least three lead rows covering different invitation statuses. -->

## The Lead Lifecycle

```d2
direction: down
pending: "PENDING\ninvitation from AWS"
decide: "Accept or reject?" { shape: diamond }
rejected: "REJECTED\nreason required"
expired: "EXPIRED\ninvitation lapsed"
accepted: "ACCEPTED\nqualification starts at Unqualified"
qualify: "Set qualification\nUnqualified · Open · Research\nQualified · Disqualified"
gate: "Qualification = Qualified?" { shape: diamond }
blocked: "Convert to Opportunity\nstays disabled"
converted: "CONVERTED\nco-sell opportunity created"

pending -> decide
decide -> accepted: "Accept"
decide -> rejected: "Reject"
pending -> expired: "no action before expiration"
accepted -> qualify
qualify -> gate
gate -> blocked: "no"
blocked -> qualify: "keep working the prospect"
gate -> converted: "yes — Convert to Opportunity"
```

## Accept or Reject an Invitation

While the invitation status is `PENDING`, the lead detail page offers two actions:

- **Accept** — takes the lead. The invitation status becomes `ACCEPTED` and AWS sets the
  qualification to `Unqualified` to start the funnel.
- **Reject** — declines the lead. In the Suger Console a **reason is required**: the Reject
  button in the dialog stays disabled until you enter one. (Working the same lead from the
  Salesforce app, the reason is optional — see
  [Work AWS Co-Sell Leads](/salesforce-app/salesforce-app-leads/).)

If you act on neither, the invitation lapses at its **Expiration** date and the lead becomes
`EXPIRED`.

<!-- screenshot needed: lead detail page in the PENDING state, showing the Accept and Reject buttons in the header alongside the invitation-status and status tags. -->

## Qualify the Lead

Once a lead is `ACCEPTED`, the detail page header shows a **Qualification** picker. Setting it
is what moves the lead down the funnel:

| Qualification | Meaning |
| --- | --- |
| **Unqualified** | The AWS default the moment you accept. Nothing has been worked yet. |
| **Open** | You have picked the prospect up. |
| **Research** | You are actively investigating fit. |
| **Qualified** | The prospect is a real opportunity. **This is the only value that unlocks conversion.** |
| **Disqualified** | Not a fit — the lead stops here. |

Changing the picker writes the new value to AWS. Suger stores it locally only after AWS accepts
the write, so a rejected update can never leave Suger showing a qualification AWS does not have.

:::note
AWS treats the qualification as a free-text field capped at **255 characters**, not a strict
enum, so a lead can arrive carrying a value outside the five above. Suger displays whatever AWS
sent. A qualification is **required** on any update to an accepted lead — an empty one is
rejected with `qualificationStatus is required to update an accepted lead`, and one over the cap
with `qualificationStatus exceeds the 255-character limit`.
:::

You can also use **Link With CRM** to attach the lead to an existing CRM record before
converting it.

## Convert to an Opportunity

**Convert to Opportunity** turns the lead into a co-sell opportunity that then follows the
normal referral lifecycle. The button is enabled only when every one of these holds:

- The invitation status is `ACCEPTED` — otherwise: `only an accepted lead can be converted`.
- The lead has not already been converted — otherwise: `lead is already converted`.
- The qualification is exactly **Qualified** — otherwise: `lead must be Qualified to convert`.

After a successful conversion the lead's status becomes `CONVERTED` and the new referral appears
in the co-sell list.

<!-- screenshot needed: lead detail page in the ACCEPTED state with qualification set to Qualified, showing the Qualification picker, Link With CRM, and an enabled Convert to Opportunity button. -->

## Lead Statuses

The **Status** column collapses the invitation status, the qualification, and whether the lead
has been converted into one value:

| Status | When you see it |
| --- | --- |
| `PENDING_ACCEPTANCE` | The invitation is still `PENDING`. |
| `REJECTED` | You rejected the invitation. |
| `EXPIRED` | The invitation lapsed before you acted. |
| `OPEN` | Accepted, and the qualification is `Unqualified`, `Open`, or a value Suger does not recognise. |
| `RESEARCH` | Accepted, qualification `Research`. |
| `QUALIFIED` | Accepted, qualification `Qualified` — ready to convert. |
| `DISQUALIFIED` | Accepted, qualification `Disqualified`. |
| `CONVERTED` | Converted into a co-sell opportunity. |
| `DELETED` | The lead was deleted. |

## AI Readiness Insights

The lead detail page carries an **AI Readiness Insights** panel built from what AWS returns for
the lead:

| Field | What it tells you |
| --- | --- |
| **Readiness Score** | The AWS lead readiness score. |
| **Qualification Status** | The current qualification, repeated here for context. |
| **Expiration** | When the invitation lapses. |
| **Marketplace Engagement Score** | How engaged the prospect already is with AWS Marketplace. |
| **Solution Score** | How well the prospect matches a solution. |
| **Solution Category** | The solution category AWS matched. |
| **Solution Sub-Category** | The narrower match within that category. |

A field AWS did not populate is simply blank.

## How Leads Reach Suger

Suger pulls leads from AWS Partner Central on a schedule, **every three hours** — at 01:30,
04:30, 07:30, 10:30, 13:30, 16:30, 19:30, and 22:30 UTC. The lead sweep is deliberately offset
by 30 minutes from the referral inbound sync so the two do not start at the same moment.

There is no lead **outbound** cron. Because leads are inbound-only, anything you change (accept,
reject, qualification) is pushed to AWS as you do it rather than on a schedule.

To pull immediately instead of waiting, use the **Inbound Sync** button above the lead table. That
manual run is a **full sync** — it re-reads every lead rather than only what changed recently, so
it is the way to recover a lead the scheduled run missed.

Leads sync on their own track, independent of the [referral inbound sync](/cosell/cosell-syncing/):
running one does not run the other.

## Related

- [Work AWS Co-Sell Leads](/salesforce-app/salesforce-app-leads/) — the same lifecycle worked
  from the **Leads V2 (Suger)** tab in Salesforce, without leaving your CRM.
- [Inbound Referral](/cosell/cosell-inbound/) — accepting the ACE opportunities AWS sends,
  which is where a converted lead ends up.
- [Status & Stage](/cosell/cosell-status/) — the unified statuses a converted lead's referral
  moves through.
- [Co-Sell Fields in ACE](/cosell/cosell-ace-fields/) — the AWS fields on the resulting
  opportunity.