AWS Partner Central Leads

Accept the leads AWS Partner Central sends you, create leads from your Salesforce Accounts, and qualify, edit, and convert them.

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 they reach Fours in one of two ways:

Both kinds share the lead list and the same qualify, edit, and convert steps. Only an AWS invitation has to be accepted first: a lead created by enrichment starts out accepted.

Where to Find Leads

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

1. Open the co-sell referrals list in the Fours Console.
2. Pick Lead, one of three AWS views alongside ACE opportunity and Engagement invitation. Where you find it depends on how many cloud partners your organization has:
   • More than one cloud partner: hover over the AWS chip in the partner filter, then pick Lead.
   • AWS is your only cloud partner: there is no partner chip group. Pick Lead in the three-option control next to the search box.

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

Clicking the selected option again clears it. The same controls stay on the lead table’s toolbar, so you can switch back to ACE opportunities or engagement invitations at any time.

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 Fours 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.

A lead created by lead enrichment has no invitation, so it never offers Accept or Reject. It opens already ACCEPTED.

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. Fours stores it locally only after AWS accepts the write, so a rejected update can never leave Fours 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.

Edit a Lead

Once a lead is ACCEPTED, click Edit in the lead page header to open the Edit lead page and correct what AWS holds about the prospect. It has two sections:

Click Save lead to send the change to AWS. Before you save:

• What you empty is cleared at AWS. The page sends every field, so emptying Customer website or AWS maturity removes that value from the lead. The company name can’t be emptied: AWS requires one.
• A stale page is refused. The page remembers the version of the lead it opened. If the lead changed at AWS since then, the save is rejected with this lead changed at AWS since the form was opened, so the edit was not applied; reload the lead and re-apply the change. Reopen the lead, make your change again, and save.
• Sync first if the page asks. A lead that has no version from AWS yet can’t be edited safely. Use Sync on the lead page, then edit again.
• The contact isn’t edited here. The person on a lead belongs to its interactions, which record what happened rather than a record to revise.

Only an accepted lead can be edited. For one that is still PENDING, accept the invitation first.

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:

The Lead Detail Page

The lead page mirrors AWS Partner Central’s own lead page, block for block. Its header shows the lead’s name, invitation status, and status, with the actions that apply:

Below the header:

Lead enrichment and AWS insights

The Lead enrichment block leads with AWS’s scores:

When AWS has returned an enrichment result for the lead, an AWS insights section opens under them with AWS’s view of the customer: account name, geography, marketplace engagement score, industry, region, program eligibility, sub-industry, sub-region, segment, company size, country, and a public profile summary. A lead AWS has not enriched shows no AWS insights section, and a field AWS did not populate is blank.

How Leads Reach Fours

Fours 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.

What you change on a lead — accept, reject, qualification, an edit — is pushed to AWS as you do it rather than on a schedule. The one scheduled run in the other direction is lead enrichment, which creates new leads from your Salesforce Accounts once a day at 03:15 UTC while its automation is on.

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.

Create Leads from Salesforce Accounts

Lead enrichment turns your Salesforce Accounts into AWS leads. Fours submits an Account to AWS Partner Central, AWS creates a lead for it and returns what it knows about the company, and the lead joins your lead list next to the ones AWS sends. It is AWS-only and reads from Salesforce only.

Before you start, connect Salesforce and your AWS Partner Central (ACE) integration. Fours checks the mapping against your live Salesforce schema when you save it, so a mapping can’t be saved while Salesforce is unreachable. AWS also decides whether your Partner Central account may create leads this way. If it doesn’t, each Account is refused with PARTNER_LEAD_CREATION_NOT_ENABLED until the capability is enabled on the AWS side.

Open the mapping

1. In the Fours Console, go to Settings > Co-sell and scroll to Lead Enrichment Mapping Configs, the last section on the page.
2. On the Salesforce Account → AWS Lead card, click Configure — or Edit, once a mapping is saved.
3. Set up the Field Mapping and Sync Filter tabs described below, then click Save.

The card’s badge shows where things stand: Not configured, Automation off (saved, but nothing runs on a schedule), or Automation on. History lists every change to the mapping.

Map the Account fields

On the Field Mapping tab, each AWS input reads a field on the Salesforce Account. For each row, choose CRM field and pick an Account field, or choose Fixed value and type what to send for every Account. A blank row reads the input’s standard Account field:

• A new mapping starts filled in. Each row starts on its standard field, or, for company name, website, industry, and country, on the custom field your Account Mapping Configs already name.
• Website URL can’t be a fixed value. Fours matches each contact’s email domain against it, so it has to be read from each Account.
• Country needs a two-letter code. AWS accepts ISO 3166-1 alpha-2 codes. Fours converts a name such as United States, or a code such as USA, to US; an Account whose country it can’t convert is not submitted.
• Row ID is fixed. AWS keys each lead on the Salesforce record ID, which Fours always sends.

A row takes a field or a fixed value, not both. When you save, Fours lists every problem at once under Cannot save, and anything it could not check under Saved, with things we could not check.

Where the person on the lead comes from

AWS requires a named contact on every lead: first name, last name, email, and business title, with phone optional. A Salesforce Account holds no person, so these aren’t mapped. Fours uses the most recently active contact on the Account whose email domain matches the Account website, and the most recently created one when several tie.

The domain match is exact: a contact at partner.acme.com is not treated as an employee of acme.com. An Account with no website, no contacts with an email address, or no contact at a matching domain is skipped and counted. It is never submitted with a guessed person.

To name the person yourself, set Primary contact field to a Lookup-to-Contact field on the Account. Salesforce has no standard one, so pick whichever field your org uses. Where that field has a value, its contact is used as-is and the domain rule doesn’t apply. It must still be a contact on the same Account, with an email address; otherwise it is ignored, and the domain rule picks the person instead. The Account still needs a website: without one it isn’t submitted, even with a primary contact.

Translate industry values

AWS accepts a fixed list of industries. The Industry Value Mapping card maps each value of your Salesforce industry field to one of AWS’s, and it starts filled in for Salesforce’s standard Industry picklist. Add a row for any other active value your field offers: a value in use with no translation blocks the save, so no Account is sent with an industry AWS would reject.

Choose which Accounts to submit

On the Sync Filter tab, write the Salesforce condition that selects which Accounts to submit — the condition only, for example Type = 'Prospect' AND CreatedDate = LAST_N_DAYS:90. Fours builds the query itself and reads the fields your mapping names. Relationship fields such as Account.Industry aren’t supported, and the condition can’t carry its own SELECT, FROM, ORDER BY, or LIMIT. Which date literals can I use?, above the box, lists the Salesforce date literals you can use.

Click Validate to run the filter read-only against Salesforce. It reports how many Accounts match, with a sample of their IDs, and submits nothing.

The readiness panel at the top of the page tells you whether the scheduled run would work, without a save: Ready to run, or how many required inputs have nothing behind them and how many industry values have no translation. After Validate, it also counts how many of the most recently created matching Accounts can’t be submitted, and why:

Turn on automation

The Automation switch, Automatically create AWS leads from this filter, is off by default. Saving or validating a filter never creates anything; this switch is the only thing that does.

While it is on, Fours runs once a day at 03:15 UTC and submits the Accounts your filter selects:

• The scheduled run submits each Account once. An Account whose enrichment already finished is skipped, whatever the outcome, so turning automation off and on again never resubmits it.
• Up to 500 Accounts per organization per run. A larger backlog carries over to the next day’s run.
• An empty filter selects nothing. It is never read as “every Account”.

Nothing re-enriches an Account automatically. To enrich a single Account on demand, even with automation off, or to re-enrich one once 30 days have passed since its last enrichment, use the Fours widget in Salesforce. See Work AWS Co-Sell Leads.

An on-demand request for an Account that has no lead yet is checked before anything is sent to AWS, against the same input rules as the scheduled run: the company details, the country code, the state of a US Account, the industry translation, and the contact’s name, email, and business title — the first six reasons under What each Account becomes. An Account that fails one is refused at once, with the reason shown in the widget as this account cannot be submitted: …, instead of starting an enrichment that never produces a lead. Re-enriching an Account that already has a lead skips these six checks, because it works the existing lead rather than creating one; the Account still needs a contact Fours can pick (see Where the person on the lead comes from).

What each Account becomes

A submitted Account becomes a lead that starts ACCEPTED with qualification Open, so you can qualify, edit, and convert it straight away. Its Lead source reads Salesforce Account (enrichment), and its Source record block names the Account it came from.

To see what happened to each Account, open Metrics > Logs and set Workflow Type to Lead Enrichment. Each Account the run submits has its own row, with one of these outcomes:

A rejection names its reason:

Older mappings and deleting a mapping

• A mapping saved before the Account source. Lead enrichment used to read Salesforce Leads and Contacts. If your organization saved a mapping then, the section shows Your saved mapping predates the Account source: the old mapping is kept but no longer used, and scheduled enrichment doesn’t run until you save an Account mapping.
• Deleting the mapping stops scheduled enrichment, and enrichment from Salesforce is refused until a mapping exists again.

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.
• Configuration — how lead enrichment differs from Auto-Enrich Referrals and CRM intelligence-signal enrichment.