Creating an opportunity - AWS Partner Central
Create an opportunity

Creating an opportunity

Opportunities can be added individually, by bulk import or managed through a CRM integration. We encourage AWS Partners to submit opportunities early in the sales cycle after the discovery phase is complete, once the opportunity is at a stage of Qualified or higher.

Opportunities can be classified as requiring AWS support or partners can choose to manage their opportunities independently. Opportunities progress through defined stages from Prospect to Launched/Closed and include data attributes such as revenue estimates, customer details and customer use case.

Partners can share opportunities with AWS sellers, which are routed through an internal validation process. Once an opportunity has been submitted, it undergoes validation to ensure it meets AWS criteria for deal size, solution alignment, and customer engagement status.

Partners can now use deal sizing when creating opportunities to receive AI-powered Monthly Recurring Revenue (MRR) forecasts and AWS product recommendations based on opportunity details. Partners can also import AWS Pricing Calculator URLs to automatically populate service selections and receive enhanced insights including Migration Acceleration Program (MAP) eligibility indicators and optimization recommendations.

Create an opportunity

  1. Navigate to Sell, Opportunities in the left-side navigation.

  2. Choose Create opportunity.

  3. Enter customer details and choose Next.

    • All fields are required except for Customer DUNS. Information such as the customer website and zip code are necessary to align the opportunity with internal stakeholders.

    • If you enter Government for Industry Vertical, make sure you select a Classified National Security Information option.

  4. Enter project details and choose Next.

    • Select Co-Sell with AWS if you want AWS Sales support. If you select Co-Sell with AWS, make sure you choose one or more Partner specific needs from AWS for Co-Sell options.

    • For Opportunity Type, if there are existing contracts between the end customer and partner with the potential for incremental revenue, choose Expansion. Choose Flat Renewal if no potential for incremental revenue exists. If you select Expansion or Flat Renewal, you can enter an optional parent opportunity ID.

    • AWS Training Partners (ATPs) should enter Training for Use Case, and enter AWS revenue from AWS training kits for Estimated AWS Monthly Recurring Revenue on the next step as part of deal sizing.

    • Enter a future date for Target Close Date. Do not submit opportunities with Launched or Closed Won status.

    • If you select Yes: Sourced from marketing activity, make sure you select Yes or No for Marketing development funds.

  5. Enter APN program details and choose Next.

    Select the APN program related to this opportunity. Some APN programs may require additional details and adding contact details.

    If you select Migration Acceleration Program, you can provide additional details about your migration project.

    • Select Migration workload you plan to migrate.

    • Select Migration source as the platform or environment where your workload currently resides.

    • Select Migration phase as your current stage in the migration journey: Assess, Mobilize, Migrate & Modernize, and Manage.

    • Select Managed services offered to customer as Yes, if you plan to help the customer manage workloads by offering managed services after the project is delivered. Select No, if you do not plan to offer managed services to the customer after the project is delivered.

    • Enter Migration details about your migration project, including: current environment specifications, business drivers for migration, expected outcomes, and key challenges or requirements etc.

  6. Configure deal size and choose Next.

    Deal sizing provides AI-powered insights to help you estimate opportunity value and identify relevant AWS products. You can choose between two calculation methods based on your preference and available information.

    Choose your MRR calculation method:

    • Manual entry with AI insights – View AI-forecasted MRR estimates and AWS product recommendations based on your opportunity details, then enter your own MRR estimate. This method allows you to review AI forecasts while maintaining control over the final estimate.

    • Pricing Calculator URL – Import an AWS Pricing Calculator URL to automatically populate MRR and product selections. This method provides enhanced insights including MAP eligibility indicators, optimization recommendations, and potential cost savings analysis.

    Using Manual entry with AI insights

    When you select Manual entry with AI insights, the system analyzes your opportunity details to provide recommendations.

    Note

    AI-forecasted MRR and product recommendations are available for opportunities in Prospect, Qualified, Technical Validation, and Business Validation stages. These features are not available for opportunities in Committed, Launched, or Closed Lost stages.

    1. AI-forecasted MRR:

      • We provide an estimate of the median monthly recurring revenue (MRR) based on your past AWS opportunities and current opportunity details, including the Customer business problem field.

      • Review the AI-forecasted MRR using your judgment and knowledge of the opportunity to assess its accuracy independently. Update the estimate as you gather more information about the deal and progress through the sales cycle.

    2. AWS product recommendations:

      AWS products with a purple badge are AI-recommended based on your Customer business problem and opportunity details. We analyze your customer's technical requirements and typical use cases.

      Review these suggestions and customize the product selection to match your customer's specific needs.

      To refine your selection:

      • Search for and add additional AWS products to associate with your opportunity.

      • Uncheck products in the AWS products table.

      • Remove products from the Selected AWS products list.

    Using Pricing Calculator URL

    When you select Pricing Calculator URL, you can import estimates directly from the AWS Pricing Calculator.

    1. Import your Pricing Calculator URL:

      • Copy the share URL from your AWS Pricing Calculator estimate.

      • Paste the URL into the Estimate URL field.

      • Choose Calculate MRR to import the estimate.

      • The Total MRR automatically populates based on the imported calculation.

    2. Review URL-imported products:

      • All products from your Pricing Calculator estimate are automatically included in your opportunity.

      • The products table displays detailed information for each imported product, including MRR amount, optimized spend, potential savings, and recommendations.

      • Review potential savings calculations to quantify cost optimization opportunities.

      • Review optimization recommendations to understand how to improve cost efficiency. Recommendations appear in the Recommendation column with specific guidance such as "Use Reserved Instances or Savings Plans."

      • Review MAP eligibility indicators to identify products that qualify for Migration Acceleration Program funding. Eligible products display an "Eligible" status in the MAP eligible column.

      • Modernization options display an "Eligible" status in the Modernization column.

    3. Modify your estimate:

      • To modify products or pricing after importing, you must update your Pricing Calculator estimate URL and reimport.

  7. Enter optional details as desired and choose Next.

  8. Enter optional customer contact details and choose Next. For more information, refer to Opportunity contacts.

  9. Review the opportunity details and choose Submit.

Partners can add up to two (2) partner contacts on a given opportunity. These designated contacts serve as the primary points of communication with AWS sellers and receive all relevant notifications about the opportunity's progression. This includes automated alerts for status changes, requests for additional information, and validation updates.

Once the opportunity is accepted by AWS, partners can collaborate with assigned AWS sellers, access deal support resources, and receive guidance on technical validation and pricing assistance. See more details in the Accepting opportunities section.

Partners can utilize the natural-language search and filter capabilities to easily sort and find specific opportunities in both the Opportunities and Opportunity invitations tabs.

Note

See IAM guide for help with Access.