Opportunity pipeline analysis - AWS Partner Central

Opportunity pipeline analysis

Note

Data is available for download from January 2021 onward.

There are several filters in the Opportunities dashboard to help analyze co-sell pipeline. The below 4 charts respond and adjust based on the filter selections.

Partner Originated Opportunity Trends (TTM):

  • Dropdown filter to view the chart by All opportunities, launched opportunities, and validated opportunities. Users can start with the first table in which they can toggle between launched opportunities and partner validated opportunities.

  • The total estimated revenue and total number of opportunities with year-over-year details for all opportunities, or broken down to only AWS-originated opportunities, or only partner-originated opportunities.

Opportunity Analysis:

The opportunity analysis allows comparison information on the pipeline, followed by the performance benchmarks. Two identical charts display ACE data for side-by-side comparison. Either a bar chart will be displayed (if over 5 segments exist for the chosen category), or a donut chart will be displayed if 5 or fewer segments exist for the chosen category. The Opportunities By breakdown options are also available as filters for the full Opportunities dashboard.

For information about specific opportunities, leverage the filtering and sorting functionalities seen in the Opportunities Summary Data:

  1. Customize the table to only see critical metrics or All Data. Or Filter Displayed Data by just Open Opportunities, only Closed Opportunities, or All opportunities.

  2. Drill down to specific Opportunity IDs.

  3. Check for operational/data recording discrepancies between the opportunity Stage and the AWS Stage noted by AWS Sellers (mismatches highlighted in red).

  4. Sort table columns in ascending/descending order to focus on top priorities.

AWS Engagement Scores:

AWS co-sell recommendation score assesses how well your solutions are positioned to meet current and forecasted customer needs. The High, Medium, and Low scores help you identify your current strengths and opportunities to co-sell with AWS. These scores are currently available to ACE-Eligible partners in Services and Software paths. Scores will not be displayed where we do not have enough data to provide a match and are only available to partners with a specialization.

Opportunities summary data:

In this table, users can see partner stage vs. AWS stage. AWS Stage reflects AWS record keeping in the AWS Seller CRM, while the overall Stage value reflects the opportunity stage in ACE Opportunities page. For Open opportunities, some difference in status recording may be expected due to different systems being updated at different times with manual input. Finally, the user can see the AWS Marketplace Engagement Score and AWS Solution Engagement Score which indicates the likelihood for that customer to buy from AWS Marketplace.