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.

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 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.
• You need a permission set that grants AWS referral access — see 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.

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

List columns

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 list, when you need to narrow further. When your org has no leads yet the card reads No co-sell leads found.

The lead lifecycle

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.

The detail cards

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The Actions panel

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

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:

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.

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.

Troubleshooting

Related

• AWS Partner Central Leads — the same lifecycle in the Suger Console, including the unified lead statuses and how often Suger pulls leads from AWS.
• Custom Objects — the Lead__c field reference, for reporting and automation.
• Create Co-Sell — what happens to the referral a converted lead becomes.
• Permission Sets — the full catalog behind the table above.