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.

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.
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.

Lead list columns

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

The Lead Lifecycle

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.)

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

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:

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.

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.

Lead Statuses

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

AI Readiness Insights

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

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

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: running one does not run the other.

Related

• Work AWS Co-Sell Leads — the same lifecycle worked from the Leads V2 (Suger) tab in Salesforce, without leaving your CRM.
• Inbound Referral — accepting the ACE opportunities AWS sends, which is where a converted lead ends up.
• Status & Stage — the unified statuses a converted lead’s referral moves through.
• Co-Sell Fields in ACE — the AWS fields on the resulting opportunity.