Metric 1: Assess Conversion Rate
What it measures: Your ability to convert AWS-funded Assess projects into signed migration commitments.
How it's calculated:
Win Rate = (Number of Assess-funded Won migrations) / (Number of Assess-funded Won + Lost migrations) in the past 24 months
Performance thresholds:
| Performance Level | Win Rate |
|---|---|
| High Performance Track (3 points) | 75% or higher |
| Core Program Track (2 points) | 45% - 75% |
| Turnaround Track (1 point) | Below 45% |
Why it matters:
High conversion rates indicate that you're:
Effectively qualifying opportunities before requesting funding
Aligning assessment findings with customer priorities
Making efficient use of AWS funding resources
Building strong customer commitment early in the process
How to improve:
Strengthen your opportunity qualification process
Ensure thorough customer discovery before submitting funding requests
Align assessment outcomes with specific customer business drivers
Maintain regular communication with customers throughout the assessment phase
Partner closely with AWS account teams during the sales cycle
Example: If you've received Assess funding for 100 projects and 85 of them converted to signed migrations while 15 were lost, your win rate is 85/100 = 85%, earning you 3 points (High Performance Track).
