# Automate AWS Sales Rep Outreach

Automatically email the AWS Sales Representative attached to any opportunity you share via Fours Co-Sell.

---

## Overview

Engaging the AWS Sales Representative early and consistently can be the difference between a stalled opportunity and a co-sell win. With email automation in Fours, every opportunity you share with AWS is accompanied by a timely, personalized message — without adding manual work for your team.

The moment a Co-Sell opportunity is submitted, Fours sends a message to the associated AWS Sales Rep, driving better alignment, faster collaboration, and stronger AWS pipeline. The message is populated automatically with details from your Co-Sell opportunity and your Salesforce record.

This is ideal for Go-to-Market, Alliances, and Sales Operations teams strengthening their AWS co-sell motion. It builds on your existing Fours + Salesforce setup and only requires a team-managed Gmail alias and a defined email template to get started.

You can configure the automated emails to trigger on key Co-Sell opportunity events, such as:

- A new opportunity shared via Co-Sell
- Status updates (for example, In Progress or Closed Won)
- Deal launch or private offer creation
- Custom lifecycle stages based on your sales motion

## Referral Trigger Events

Two referral events are worth calling out, because they behave differently from each
other.

### New AWS team member

Fours fires a **New AWS team member** event the first time an AWS-side role is filled on
a referral. It covers these roles:

| AWS role |
| --- |
| AWS Sales Rep |
| AWS Account Owner |
| WWPS PDM |
| PDM |
| PSM |
| ISV SM |

The event fires **on the first time a role is populated** — it is the "AWS has staffed this
deal" signal, not a change notification for every later edit.

**Roles filled in the same sync are batched into one event.** If AWS staffs several roles at
once, you get a single notification naming all of them together rather than one per role — for
example `AWS PDM, PSM assigned - <referral name>`. Build your workflow to read the list of roles
from the message rather than assuming exactly one.

:::warning
This event **sends no email**, and it has **no row in Settings → Notification**. There is
nothing to switch on there. The only way to consume it is as a **Workflow trigger**, where
it is listed as **New Aws Team Member - Referral**.
:::

Use it when you want to act the moment AWS assigns someone — for example, to notify your
alliances channel, or to kick off the outreach described on this page.

### Referral accepted

The referral **Accept** event fires when a referral is accepted, and it now also fires on
the **first APN opportunity attach** — so a referral that becomes a real AWS opportunity
raises the event even if the acceptance itself happened earlier.

Unlike **New AWS team member**, this event is fully configurable:

- It **is** email-configurable in **Settings → Notification**.
- It routes to **Slack** and **Microsoft Teams** as well as email.

### AWS-side lifecycle change

The referral **update** event also fires when AWS changes the deal on their side, even when AWS
does not bump the opportunity's last-modified date — which previously meant such a change could
pass unnoticed until something else touched the referral.

It fires when any of these AWS-owned lifecycle fields moves **to a non-empty value**:

| Field | What it signals |
| --- | --- |
| **Stage** | AWS advanced the opportunity. |
| **Next Steps** | The AWS seller recorded what happens next. |
| **Target Close Date** | AWS set or revised the expected close date. |
| **Closed Lost Reason** | AWS closed the deal as lost, with a reason. |

A field being **cleared** does not fire the event — only a move to a real value does. Because an
opportunity AWS has not touched yet carries empty values, the **first** time AWS fills any of
these counts as a change and raises the event.

## Step 1: Connect a Google Mail Alias to Fours

Connect a Google Mail alias account to your Fours organization. This account is the sender for all automated AWS Sales Rep communications. See [How to integrate Google Mail with Fours](/integrations/google-mail).

:::tip
Use a neutral, team-managed alias such as `partners@yourcompany.com` or `aws-cosell@yourcompany.com` for consistency and visibility.
:::

## Step 2: Create Your Email Template

Draft the message you want AWS Sales Reps to receive. Fours populates this template automatically with details from your Co-Sell opportunity, such as:

- Opportunity name
- Salesforce Opportunity Owner
- Relevant Salesforce contact(s)
- Any specific call-to-action or ask

Once finalized, share the template with your Fours Customer Success Manager (CSM).

Here's an example:

```plain
Subject: Co-Sell Opportunity for {{Account.Name}} with AWS

Hi {{aws_rep_name}},

I wanted to reach out to introduce myself and share details about a new Co-Sell opportunity we've submitted via ACE.

Opportunity Name: {{Opportunity.Name}}
Customer Name: {{Account.Name}}
Estimated Close Date: {{Opportunity.CloseDate}}
Opportunity Owner: {{sf_opportunity_owner_name}} ({{sf_opportunity_owner_email}})

We're excited to partner with AWS on this and would love to collaborate further to ensure mutual success. Please let us know how we can support the deal from our side or if you need any additional context.

Looking forward to working with you!

Best regards,

{{Signature}}
```

## Step 3: Define Additional CC Recipients

Decide which additional recipients should be CC'd on the automated emails. Common examples include:

- Your Salesforce Opportunity Owner
- Your Partner Account Manager (PAM)
- Internal stakeholders (for example, your BD or Alliances team)

Include this list along with your template when you send them to your CSM.

## Step 4: Request Email Automation Setup

Open a support ticket with Fours to trigger setup of the automation workflow. Be sure to include:

- Confirmation that your alias email account is connected
- The finalized email template
- The list of CC recipients and any dynamic fields (for example, Salesforce contacts)

Open a ticket from the [Fours support page](https://console.suger.io/support). The Fours team then configures the automation to send emails whenever an opportunity is shared with AWS via Co-Sell.