# Work AWS Co-Sell Leads

Work the earlier-stage prospects AWS sends you — accept the invitation, move the lead through the qualification funnel, and convert a qualified lead into a co-sell opportunity — without leaving Salesforce.

---

## Overview

A **lead** is an earlier-stage prospect than an ACE opportunity. AWS Partner Central invites you to a lead it has sourced; you accept or reject that 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 Salesforce and push it to AWS.

The Salesforce app reads leads **live from Suger** rather than from the backfilled `Suger__Lead__c` records, so what you see in the tab matches the [Suger Console](/cosell/cosell-leads/) even between backfill runs. Every action you take — accept, reject, qualify, convert, link — is written straight through to AWS.

## Prerequisites

- The Suger App must be installed and connected, and your org must have an AWS co-sell (ACE) integration. See [Install the Suger App](/salesforce-app/salesforce-app-install/).
- You need a permission set that grants **AWS referral** access — see [Who can see and work leads](#who-can-see-and-work-leads) below. Without one, the Leads tab is either missing or empty.

## Where to find leads

Open the **Suger** app in Salesforce and click the **Leads V2 (Suger)** tab. If it is not in the navigation bar, add it the same way you add the Referrals tab — see [App Settings](/salesforce-app/salesforce-app-settings/).

The tab renders a single **Co-Sell Leads** card listing every AWS lead in your organization.

<!-- screenshot needed: the "Leads V2 (Suger)" tab list view, showing the Co-Sell Leads card with the Filter combobox and refresh icon in the header and several rows covering different Invitation Status and Qualification values -->

### List columns

| Column | What it shows |
| --- | --- |
| **Name** | The lead's name, as AWS supplies it. Click it to open the lead. |
| **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). |
| **Status** | The single unified status that folds the invitation, the qualification, and conversion together. |
| **Readiness** | The AWS lead readiness score. |

A **Filter** dropdown in the card header narrows the list to **All**, **Not Accepted**, or **Accepted**, and the refresh icon beside it re-reads the list from Suger. There is no search box and the columns are not sortable — use the filter, or the [Suger Console](/cosell/cosell-leads/) list, when you need to narrow further. When your org has no leads yet the card reads *No co-sell leads found.*

:::note
The tab fetches every lead in your organization, 200 at a time, before it renders — on an org with a large lead history the card can sit on its spinner for a moment. The **Filter** then narrows what is already loaded.
:::

## The lead lifecycle

```d2
direction: down

pending: "Invitation Status = PENDING\nlead invitation from AWS"
decide: "Accept or Reject?" { shape: diamond }
rejected: "REJECTED\noptional reason sent to AWS"
expired: "EXPIRED\ninvitation lapsed"
accepted: "Invitation Status = ACCEPTED\nQualification picker appears"

group: "Qualification funnel" {
  qualify: "Set Qualification\nOpen · Research · Qualified\nDisqualified · Unqualified"
  save: "Save\nwrites the value to AWS"
  gate: "Saved Qualification = Qualified\nand not already converted?" { shape: diamond }

  qualify -> save
  save -> gate
}

blocked: "Convert to Opportunity\nstays disabled"
converted: "Converted Referral card appears\nco-sell opportunity created"

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

## Open a lead

Click a row's **Name** to open **Lead Detail (Suger)**. The detail page has two halves: four read-only cards on the left, and an **Actions** panel on the right.

<!-- screenshot needed: Lead Detail (Suger) for an ACCEPTED lead — the Lead, Customer, AI Readiness Insights and Interactions cards on the left, and the Actions panel on the right with the Qualification picker, Save and Convert to Opportunity -->

### The detail cards

| Card | What it holds |
| --- | --- |
| **Lead** | Name, Status, Invitation Status, Partner. |
| **Customer** | Company Name, Website, Industry, Market Segment, AWS Maturity, Country, City, State/Province. |
| **AI Readiness Insights** | Readiness Score, Qualification Status, Expiration, Marketplace Engagement Score, Solution Score, Solution Category, Solution Sub-Category. |
| **Interactions** | One block per interaction: Use Case, Business Problem, Customer Action, Date, Source, Source Type, Contact. Reads *No interactions recorded.* when AWS has sent none. |

A value AWS did not send renders as an em dash.

:::note
A **pending** lead carries only the invitation summary, which AWS masks — so the Interactions card shows a single reduced block (Use Case, Source, Source Type, Contact Title) and the customer contact details stay empty. Accepting the lead is what makes AWS release the full context.
:::

### The Actions panel

The panel opens with status badges for the lead's invitation status, status, and qualification, and then shows whichever controls apply:

| Section | Controls |
| --- | --- |
| **Status** | **Accept** and **Reject** while the invitation is `PENDING`; the **Qualification** picker, **Save**, and **Convert to Opportunity** once it is `ACCEPTED`. |
| **Opportunity** | **Link** when nothing is linked, **Edit** once something is. The linked ID is a link to the record. |
| **Account** | **Link** / **Edit**, the same way. |
| **Converted Referral** | Appears only after conversion, with a **View** button onto the resulting referral. |

## Accept or reject an invitation

While the invitation is `PENDING`:

- **Accept** takes the lead. The invitation status becomes `ACCEPTED` and the Qualification picker replaces the two buttons.
- **Reject** declines it. Salesforce prompts *"Reason for rejecting this lead (optional):"* — the reason is optional, and is passed on to AWS when you supply one. Cancelling the prompt cancels the rejection.

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 **Qualification** picker in the Actions panel offers exactly five values:

| Qualification | Meaning |
| --- | --- |
| **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. |
| **Unqualified** | The AWS default the moment you accept. Nothing has been worked yet. |

Choosing a value does not save it. Click **Save** to write the change to AWS; Suger stores it only after AWS accepts the write.

## Convert to an opportunity

**Convert to Opportunity** turns the lead into a co-sell opportunity that then follows the normal referral lifecycle. The button renders only on an `ACCEPTED` lead, and stays **disabled** unless all three of these hold:

- The qualification saved on the lead is exactly **Qualified**.
- You have no unsaved change sitting in the picker — click **Save** first.
- The lead has not already been converted.

After a successful conversion a **Converted Referral** card appears in the Actions panel; **View** opens the new referral.

## Link a lead to an Opportunity or Account

The **Opportunity** and **Account** cards attach the lead to your CRM records before or after conversion. **Link** opens a record picker (searchable by name — the Opportunity picker also shows Stage, Amount, and Close Date); **Edit** repoints an existing link. Saving one linkage preserves the other.

## Leads on the Opportunity page

You can also surface an opportunity's leads directly on its record page with the **Suger Cosell Leads Quick Panel** component — see [Page Components](/salesforce-app/salesforce-app-page-components/).

## Who can see and work leads

Lead API calls check your **AWS referral** permissions: reading the list and the detail needs AWS referral read, and every action — accept, reject, qualify, convert, link — needs AWS referral write.

| Permission set | Lead records | Leads tabs |
| --- | --- | --- |
| Suger Integrator, Suger Integrator (Salesforce Integration License) | Read/write | Visible |
| Suger User | Read/write | Visible |
| Suger User - Cosell | Read/write | Visible |
| Suger Cosell - AWS | Read/write | Visible |
| Suger User - Read Only, Suger Cosell (Read Only), Suger Cosell - AWS (Read Only) | Read only | Visible |
| Suger Cosell - Azure, Suger Cosell - GCP (and their Read Only variants) | No access | Visible |

:::warning
The Azure and GCP co-sell permission sets make the Leads tabs **visible without granting access to the Lead object**. A user holding only one of those opens the tab and sees nothing. Give them an AWS co-sell set — or `Suger User` — if they are meant to work leads. Marketplace-only permission sets do not carry the tabs at all.
:::

## Troubleshooting

| Issue | Possible cause | Resolution |
| --- | --- | --- |
| **Leads V2 (Suger)** tab is missing from the navigation bar | The tab was removed from the app's navigation items, or your permission set does not include it | Add it back via **Setup → App Manager → Suger → Navigation Items**, and confirm your permission set is one of the co-sell or user sets above. |
| The tab opens but the list is empty | Your org has no AWS leads yet, or your permission set grants the tab without the Lead object | Check the permission-set table above. Marketplace-only and Azure/GCP-only co-sell users cannot read leads. |
| **Convert to Opportunity** is greyed out | The qualification is not saved as **Qualified**, an edit is still unsaved, or the lead was already converted | Set the picker to **Qualified**, click **Save**, then convert. If a **Converted Referral** card is present the lead is already converted. |
| The customer's name, email and phone are blank | The lead is still `PENDING` | AWS masks the invitation payload. The contact fields fill in after you accept. |
| A lead's fields differ from the `Suger__Lead__c` record on a report | The tab reads live from Suger; the record is written by the periodic backfill | The tab is the current value. The record catches up on the next backfill run. |

## Related

- [AWS Partner Central Leads](/cosell/cosell-leads/) — the same lifecycle in the Suger Console, including the unified lead statuses and how often Suger pulls leads from AWS.
- [Custom Objects](/salesforce-app/salesforce-app-custom-objects/) — the `Lead__c` field reference, for reporting and automation.
- [Create Co-Sell](/salesforce-app/salesforce-app-cosell/) — what happens to the referral a converted lead becomes.
- [Permission Sets](/salesforce-app/salesforce-app-permission-sets/) — the full catalog behind the table above.