Co-sell engagement
Every opportunity is assigned a co-sell motion and an Opportunity Quality score. Together they determine how AWS engages on the deal and what the AWS Partner Central agent does to help.
Co-sell motion
A co-sell motion is assigned to every opportunity and determines who leads it:
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AWS Field-engaged – Your opportunity is co-sell ready and matched with an AWS sales team for direct collaboration. The agent moves to a supporting role, preparing research, tracking actions, and keeping the record current.
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Agent-engaged – The agent qualifies and enriches the opportunity directly with you and surfaces insights and recommendations to strengthen the submission.
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Partner-led – You own and drive the opportunity with agent support, including sales plays, customer insights, and resources.
Opportunity Quality score
Each opportunity receives an Opportunity Quality score from 0 to 100, shown as [score] / 100 with an indicator showing whether the score moved up, down, or stayed flat since the last update. The score updates continuously as you and the agent improve the opportunity.
A higher Opportunity Quality score may increase the likelihood that an AWS field seller engages with your opportunity, but it does not guarantee engagement.
The AWS Partner Central agent knows about your opportunity and returns the co-sell motion, the Opportunity Quality score and trend, and recommendations to strengthen the submission.
Improve opportunity hygiene
Keep your opportunity complete and current so AWS can accelerate the co-sell engagement. Enrich these fields manually or with the agent:
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Title: Name the customer, the workload, and the delivery model so the deal is easy to identify.
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Customer business problem: Describe this customer's specific situation, what is forcing them to act now, and the outcome they expect. Avoid generic descriptions that could apply to any customer.
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Stage: Keep the stage accurate, and move the opportunity to Launched or Closed Lost as soon as the deal closes.
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Next steps: Include a specific action with a deliverable, a named owner, and a concrete date, and refresh it each time the deal moves.
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Estimated monthly recurring revenue: Base the estimate on the AWS Pricing Calculator
rather than a guess. -
Industry and use case: Select accurate values rather than leaving them as Other.
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AWS services: List the AWS services the customer is adopting, in the description and the products field, not services your own product runs on.
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Partner solution: Tag your registered AWS solution so the deal links to a validated offering.
The agent can help you strengthen each of these. For details, see Agents for opportunity management.
