# Co-Sell Fields in ACE

A reference for the AWS ACE fields you map and submit when co-selling opportunities through Suger.

---

## Overview

ACE stands for the **APN (AWS Partner Network) Customer Engagements** program. It helps AWS partners collaborate with AWS to sell their solutions together.

The fields on this page are part of that sales collaboration process. When you share an opportunity with AWS, you need to include the mandatory information AWS requires, and you can add optional details as needed.

To control how these fields are pre-filled from your CRM, see [Field Mapping](/cosell/cosell-configuration/) in the Co-Sell configuration guide.

## Field Mapping Best Practices

When you set up Field Mapping, keep the following in mind so data flows accurately between your CRM and ACE.

- **Customer Name** — Map to your CRM's Account Name.
- **Estimated AWS Monthly Revenue** — If your CRM only tracks yearly revenue (for example, in the `Amount` field), use an expression to convert it. A typical estimate uses `Amount * 0.025`. In Expression Mode you can write: `{{- multiply .Amount 0.025 -}}`.
- **Industry** — Map to your account's industry field. Use the **AI Generate** feature to auto-match your CRM values with ACE's expected values.
- **Customer Website** — Map to your Account Website.
- **Partner Project Title** — Usually maps to the Opportunity Name field.
- **Customer Business Problem** — Map to a specific field if you have one, use a default value, or use **AI Generate** to draft it from your CRM data. AWS expects a detailed description here; when you use AI Generate, Suger automatically instructs the AI to produce 500–1,800 characters and truncates anything over 1,800.
- **Target Close Date** — Map to your CRM's Close Date.
- **Stage** — Map to your CRM stage field, then align all stage values manually to their ACE equivalents (for example, Closed Lost, Qualified).
- **Delivery Model** — Use a default such as SaaS or PaaS.
- **Opportunity Type** — If not available, default to "Net New Business." If available, map values like Expansion, Renewal, and Net New accordingly.
- **Partner Primary Need from AWS** — Use the default value "Co-Sell Deal Support."
- **Sales Activities** — Optional; a default is sufficient in most cases.
- **Solutions Offered** — This field might not appear initially. Scroll to the bottom, choose **Add Field** to add it manually, then use a default or mapped value.
- **Use Case** — Use a default value unless your CRM contains this data.
- **Address Fields (City, State, Country, Postal Code)** — Use billing or shipping address fields based on your preference.
- **Primary Contact (Name, Email, Phone)** — Optional; map to your internal primary contact if desired. These fields are not required for AWS submission.

:::tip
For conditional logic, value conversions, and calculations like the AWS MRR estimate above, use **Expression Mode**. To align picklist values (for example, Stage and Industry) between your CRM and ACE, use **Picklist Value Mapping**. Both are covered in [Configuration](/cosell/cosell-configuration/).
:::

## Customer Information

| Field | AWS Description | Status |
| --- | --- | --- |
| Customer Company Name | Specifies the end customer company name. | Mandatory |
| Customer Website | Specifies the end customer website. | Mandatory |
| Industry | Specifies the industry of the end customer. | Mandatory |
| Country | Specifies the country where the end customer is based. | Mandatory |
| Postal Code | Specifies the postal or ZIP code corresponding to the end customer's business address. This is crucial for geo-mapping the company. | Mandatory |

## Project Information

| Field | AWS Description | Status |
| --- | --- | --- |
| Opportunity Type | Indicates whether the opportunity is a Net New Business, a Flat Renewal, or an Expansion. | Mandatory |
| Partner Project Title | Identifies the opportunity name. | Mandatory |
| Customer Business Problem | Describes the problem the end customer is facing and how the partner is helping with a solution. | Mandatory |
| Sales Activities | Specifies the sales activities conducted with the end customer that relate to the opportunity. | Mandatory |
| Partner Primary Need from AWS | Identifies the help required from AWS for the opportunity. | Mandatory |
| Delivery Model | Specifies the delivery model of your solution (SaaS or PaaS, Professional Services, etc.). | Mandatory |
| Solution Offered | Links solutions or offerings to the opportunity. Insert the Offering IDs associated with the solutions being evaluated to address the customer's business problem. When an Offering ID isn't available, enter "Other" and provide details in the Other Solution Offered field. Offering IDs are found in AWS Partner Central > Build > Offering > Offering Detail Page and follow the `S-1234567` pattern. | Mandatory |
| Use Case | Specifies the use case of the end customer that the opportunity is intended to address. | Mandatory |
| Expected Monthly AWS Revenue | The amount of revenue you expect the opportunity to generate for AWS. | Mandatory |
| Target Close Date | Indicates the date you expect the deal to close. | Mandatory |
| Is Opportunity from Marketing Activity? | A Yes or No field. | Mandatory |
| Rejection Reason | Specifies the reason for rejecting an AWS referral. AWS uses this to derive insights into why the opportunity was rejected. | Conditionally Mandatory |
| Parent Opportunity ID | Specifies the `apnCrmUniqueIdentifier` of the parent opportunity associated with the current opportunity. | Conditionally Mandatory |
| Other Solution Offered | Specifies the solution offered to solve the customer's business problem when the Solution Offered field is set to "Other". | Conditionally Mandatory |
| Does this opportunity contain classified National Security information? | Indicates whether the opportunity belongs to the national security category. | Optional |
| Customer Data Universal Number System (DUNS) | Specifies the Data Universal Numbering System (DUNS) that uniquely identifies a customer. The DUNS is a nine-digit identification number issued by Dun & Bradstreet (D&B). Each DUNS number is specific to a particular site, so separate numbers may be assigned to distinct physical locations of an entity, including branches, divisions, and headquarters. | Optional |
| AWS Products | Associates specific AWS products with the opportunity. Partners can indicate which AWS products are relevant to the opportunity's solution and align with the customer's needs. | Optional |
| Partner Contact Title | Job title or role of the partner's sales contact person associated with the opportunity. | Optional |
| Offer ID | Specifies the identifier of the AWS Marketplace Private Offer associated with this opportunity. | Optional |
| APN Programs | Specifies the APN (Amazon Partner Network) Program that influenced the opportunity. APN Programs are specific partner programs or initiatives that can impact the opportunity. | Optional |
| AWS Marketplace Engagement Score | Displays an estimate (High, Medium, or Low) of how likely the customer in an opportunity is to procure a solution through AWS Marketplace. Opportunities without a score don't yet have enough customer information to determine a Co-Sell score; the score surfaces once enough information is available. | Read Only |
| AWS Recommended Action | Indicates the recommended next best actions for the opportunity, offering insights and guidance on the optimal steps to progress it. These recommendations are based on the current status, context, and available data associated with the opportunity. | Read Only |

## Picklist Reference

AWS accepts only its own values in these fields. Use the lists below when you set up
**Picklist Value Mapping** — every active CRM value you send has to land on one of these,
or the submission fails.

### Customer fields

**Industry** — 28 values:

| Industry |
| --- |
| Aerospace |
| Agriculture |
| Automotive |
| Computers and Electronics |
| Consumer Goods |
| Education |
| Financial Services |
| Gaming |
| Government |
| Healthcare |
| Hospitality |
| Life Sciences |
| Manufacturing |
| Marketing and Advertising |
| Media and Entertainment |
| Mining |
| Non-Profit Organization |
| Energy - Oil and Gas |
| Other |
| Energy - Power and Utilities |
| Professional Services |
| Real Estate and Construction |
| Retail |
| Software and Internet |
| Telecommunications |
| Transportation and Logistics |
| Travel |
| Wholesale and Distribution |

### Project fields

**Opportunity Type** — 3 values:

| Opportunity Type |
| --- |
| Flat Renewal |
| Expansion |
| Net New Business |

**Delivery Model** — 6 values. This field accepts multiple selections:

| Delivery Model |
| --- |
| SaaS or PaaS |
| BYOL or AMI |
| Managed Services |
| Professional Services |
| Resell |
| Other |

**Sales Activities** — 8 values. This field accepts multiple selections:

| Sales Activities |
| --- |
| Initialized discussions with customer |
| Customer has shown interest in solution |
| Conducted POC / Demo |
| In evaluation / planning stage |
| Agreed on solution to Business Problem |
| Completed Action Plan |
| Finalized Deployment Need |
| SOW Signed |

**Partner Primary Need from AWS** — a two-level field. First choose the top-level answer:

| Top-level choice | What it means |
| --- | --- |
| **Co-Sell with AWS** | You want AWS involved, and you then pick one or more detail values below. |
| **Do Not Need Support from AWS Sales Rep** | Visibility only — no detail value is needed. |

When you choose **Co-Sell with AWS**, pick from these 8 detail values (multiple selections
allowed):

| Detail value |
| --- |
| Co-Sell - Architectural Validation |
| Co-Sell - Business Presentation |
| Co-Sell - Competitive Information |
| Co-Sell - Pricing Assistance |
| Co-Sell - Technical Consultation |
| Co-Sell - Total Cost of Ownership Evaluation |
| Co-Sell - Deal Support |
| Co-Sell - Support for Public Tender / RFx |

### Competitive and outcome fields

**Competitive Tracking** — 11 values:

| Competitive Tracking |
| --- |
| Oracle Cloud |
| On-Prem |
| Co-location |
| Akamai |
| AliCloud |
| Google Cloud Platform |
| IBM Softlayer |
| Microsoft Azure |
| Other- Cost Optimization |
| No Competition |
| *Other |

**Closed Lost Reason** — 19 values:

| Closed Lost Reason |
| --- |
| Customer Deficiency |
| Delay / Cancellation of Project |
| Legal / Tax / Regulatory |
| Lost to Competitor – Google |
| Lost to Competitor – Microsoft |
| Lost to Competitor – SoftLayer |
| Lost to Competitor – VMWare |
| Lost to Competitor – Other |
| No Opportunity |
| On Premises Deployment |
| Partner Gap |
| Price |
| Security / Compliance |
| Technical Limitations |
| Customer Experience |
| Other |
| People/Relationship/Governance |
| Product/Technology |
| Financial/Commercial |

## Conditional Fields

Four fields appear only once another field is set a particular way. If you map them
unconditionally you will see them sitting empty most of the time — that is expected.

| Field | Appears when | What to enter |
| --- | --- | --- |
| **Industry Other** | **Industry** is set to `Other` | Free text naming the customer's actual industry. |
| **Does this opportunity contain classified National Security information?** | **Industry** is set to `Government` | `Yes` or `No`. |
| **Other Solution Offered** | **Solution Offered** is set to `Other` | Free text describing the solution, when you have no `S-1234567` Offering ID. |
| **Competitive Tracking Other** | **Competitive Tracking** is set to `*Other` | Free text naming the competitor. |

## Editing a Referral in Action Required

When AWS moves a referral to **Action Required**, the referral is locked down to the
fields AWS expects you to correct. Only these **9** fields stay editable:

| Editable field |
| --- |
| Customer Address — City |
| Customer Address — Country |
| Customer Address — Postal Code |
| Customer Address — State or Region |
| Customer Address — Street Address |
| Customer Website |
| Target Close Date |
| Expected Customer Spend — Amount |
| Customer Business Problem |

Everything else on the referral is read-only until the referral leaves Action Required.
If AWS is asking for a change to a field outside this list, the change has to happen in
AWS Partner Central.

## AWS Marketplace Transactions

The ACE referral detail page has an **AWS Marketplace transactions** tab that ties the
referral to the private offer the deal actually transacts through.

From that tab you can:

- **Link Offer** — attach an AWS Marketplace offer to this referral.
- **Unlink Offer** — detach the currently linked offer.

:::note
Only **accepted AWS contract offers** can be linked. An offer that has not been accepted
by the buyer, or that is not an AWS contract offer, does not appear in the picker.
:::

![The AWS Marketplace transactions tab on an ACE referral — the AWS Marketplace offer card with the linked offer's ID, name and created/expiry dates and an Unlink Offer action in its header, and the AWS Marketplace agreement table below listing the agreement that came from that offer](images/61-ace-transactions.png)