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 — and send your own Accounts to AWS for lead enrichment, 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 they reach you two ways:

From then on both kinds are qualified and converted the same way.

The Salesforce app reads leads live from Fours rather than from the backfilled Suger__Lead__c records, so what you see in the tab matches the Fours Console even between backfill runs. Accept, reject, qualify, convert, and enrich go straight through to AWS; linking a lead to an Opportunity or Account is saved in Fours.

Prerequisites

• The Fours App must be installed and connected, and your org must have an AWS co-sell (ACE) integration. See Install the Fours 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. Its title carries the count — Co-Sell Leads (38), or Co-Sell Leads (12 of 38) while a filter is narrowing the list.

List columns

The card header has three controls:

The list shows 20 leads at a time; once there are more, a pager under the table reads, for example, 1–20 of 38, with Previous and Next. There is no search box and the columns are not sortable — use the filter, or the Fours 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: the lead record on the left, and the action cards on the right.

The lead record

The record opens with a row of badges — the invitation status, the lead status, the qualification, and the AWS lead ID — so you can tell what the lead is before opening a section. The sections below it are read-only and each can be collapsed:

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

The Actions panel

The right-hand side is a column of separate cards. The Actions card opens with status badges for the lead’s invitation status, status, and qualification, and each card shows whichever controls apply:

Waiting for AWS. Accept, Reject, Save, and Convert each hand the change to AWS, which takes a few seconds to confirm it. Until it does, a notice at the top of the cards says what it is waiting for — for example Waiting for AWS to confirm this lead as Qualified. The page updates itself when it does — this usually takes a few seconds. — and the page re-reads the lead every few seconds until the change shows, so there is no need to reload.

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:

A lead created by enriching an Account starts at Open instead.

Choosing a value does not save it. Click Save to write the change to AWS; the toast reads Qualification sent to AWS. It appears here once AWS confirms., and Fours stores the value 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.

When one of them fails, the card says which, under the button:

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.

An outbound lead’s Account cannot be relinked: it is the Account the lead was enriched from, so the card shows the link with no Link or Edit button. Its Opportunity can be linked as usual.

Enrich an Account into an AWS lead

Enrichment works the other way round from an invitation: Fours sends one of your Salesforce Accounts to AWS Partner Central, AWS answers with what it already knows about that customer, and Fours creates a co-sell lead from the answer. The lead is Outbound in the Direction column, and you qualify and convert it like any other.

Where you enrich

The controls are in the Leads section of the Co-Sell tab:

• on an Account page, in Suger Account Insights, below the account’s referrals;
• on an Opportunity page, in the Suger Opportunity Quick Panel, above the referrals — for the Opportunity’s Account.

Leads are kept against the Account they were enriched from, so both places show the same leads for the same customer. A lead AWS sent you that is linked to the Account appears there too.

Before you start

• Your Fours admin has saved the lead-enrichment mapping in the Fours Console, under Settings → Co-Sell → Lead Enrichment Mapping Configs → Salesforce Account → AWS Lead. It maps the Account fields AWS needs: Company Name, Website URL, Industry, Country Code, and, for a US account, State or Region.
• The Account has a company name, a Website, and a country in the fields the mapping reads. Fours does not send an Account that lacks any of the three.
• The Account has a contact Fours can name as the person AWS requires on every lead. If your admin set a Primary contact field in the mapping — an Account lookup to a Contact — and it names a contact that belongs to this Account and has an email address, that contact is used as-is. Otherwise Fours takes the most recently active contact whose email address is at exactly the website’s domain. A subdomain does not count — a contact at partner.acme.com is not a match for acme.com.
• You have AWS referral write access — see Who can see and work leads.

Create & enrich sends the one Account you are looking at, whether or not your admin has turned on scheduled enrichment in the Console.

What the Leads section shows

The tiles appear only when AWS returned at least one of those scores, so a lead AWS sent you may show none, or only Readiness.

Re-enrich once every 30 days

An Account can be re-enriched once every 30 days. The help icon beside Re-enrich states the rule before you click — AWS enrichment can be re-run once every 30 days. This account is eligible now. or … Available again on {date}. — and the button stays disabled until that date. Fours enforces the same rule itself.

After you click

The section reads Enrichment started. AWS is working on this account now; the lead appears here once it answers — reload the page in a few minutes. A refusal shows its reason in red under the button instead. Reasons that come back from Fours start with a status code such as [400]:

The three contact checks apply to a re-enrichment as well. The last six apply only when the Account has no lead from an earlier enrichment: a re-enrichment works on the lead AWS already has rather than submitting a new one, so those six are skipped.

If the section still shows no lead a few minutes after Enrichment started, the enrichment did not produce a lead in Fours — for example because AWS has not enabled partner-originated leads for your Partner Central account, a capability enabled on the AWS side, or because AWS already holds an engagement for this Account that Fours has no lead for. Ask your Fours admin to look into it, or contact [email protected].

Working an enriched lead

An enriched lead has no invitation to accept. It starts with Invitation Status ACCEPTED and Qualification Open, so you go straight to qualifying and converting it. On its Lead Detail (Suger) page, the Source record section names the Account it was enriched from, and the Account card is read-only.

Leads on the Opportunity page

An opportunity’s page shows leads in two places: the Leads section of the Suger Opportunity Quick Panel’s Co-Sell tab, which covers the Opportunity’s Account and carries the enrichment controls, and the Suger Cosell Leads Quick Panel component, if you add it — see Page Components.

Who can see and work leads

Lead API calls check your AWS referral permissions: reading the list, the detail, and the Leads section of the Co-Sell tab needs AWS referral read, and every action — accept, reject, qualify, convert, link, Inbound Sync, Create & enrich, and Re-enrich — needs AWS referral write.

Troubleshooting

Related

• AWS Partner Central Leads — the same lifecycle in the Fours Console, including the unified lead statuses and how often Fours 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.