ACEACE

Submission GuideSubmission
Opportunity to request Quick an AWS-funded
Guide |
Migration
v202202Assessment (keywords: OLA, Migration Evaluator, Cloudamize)
Updated 05.19.2023

CHEAT SHEET

Company name of end

customer

Website of end customer Industry of end customer.

If Education or
Government, RFx and
Contract Vehicle value
required. (Select from the
Country where end customer is located. drop-down menu).
Note: For international companies,
please specify the country of the
affiliate you are working with
Postal code where end
(website/domain should also
customer is located. Postal
correspond with affiliate country).
code must follow the
format of the country

*Use excel template

linked here to
Tool Name Assessment : Partner : Partner Name
populate Project Title
NOTE: Use excel template linked here on AWS Partner Central to fill out this *Use excel template
linked here to
section
Response required:
1. ~ Server Count in assessment:

populate
2. Target AWS region for pricing (Virginia/Sao Paulo/etc.):
3. Partner E-mail(s) (recommendation: use an alias):
4. Data collection method (flat file/install tool):
5. Sales stage (pre-sales/customer to migrate within 90 days):
6. ~ Win Svr Count in assessment: Description section.
7. More than 10 3rd party cloud servers in assessment scope (Azure, GCP, etc)?:
8. Partner’s Assessment Experience (Adv/Int/Beg):
-----------
Bold questions are
required. Others
Response recommended:
9. ~ Licensable SQL Server (Ent/Std edition) servers in scope:
10. Is Dependency Data required? If yes, which type (server/app)?

are optional.
11. Add-on Storage Assessment requested?:
------------
Response optional:
12. Licensing Delivery Partner (LDP) Requested?
13. Funding for LDP approved (see excel questionnaire for details)?:
Support needed from 14. Customer Technical Contact E-mail(s):
15. AWS E-mail(s) to include on assessment communications (if applicable):
AWS 16. Additional Comments?:

Sub Use Case provides a

Use case specifies the type of
deeper understanding of
workload/Solution you are
the workload. (Select from
working with the customer.
drop-down menu)
(Select from the drop-down
menu).
Expected incremental
monthly service fee to
AWS at standard catalog
pricing at 3 months post- Expected date when the
launch (Note: $250 per customer would move into
server can be used for production and AWS
estimation) Consumption would start

Delivery model of
opportunity

© 2023, Amazon Web Services, Inc. or its affiliates. All rights reserved
 ACEACE
Submission GuideSubmission
Opportunity to request Quick an AWS-funded
Guide |
Migration
v202202Assessment (keywords: OLA, Migration Evaluator, Cloudamize)
Updated 05.19.2023

REFERENCE
Introduction
The APN Customer Engagements (ACE) Program provides the framework to enable AWS Partners to drive successful
customer engagements across three sales motions: Partner Opportunity Referrals, AWS Opportunity Referrals, and
AWS Lead Referrals. This document provides guidance on Partner Opportunity Referrals, in particular, how to submit
an opportunity.

Value of Opportunity Submission

When submitting opportunities through ACE, it strengthens the co-sell journey by granting our AWS Sellers (AM, ISR,
etc.) insight into where you are engaging with our joint customers through pipeline visibility. It provides insights on
how you are supporting customer needs by displaying where you are winning and launching opportunities. This
visibility builds trust within the AWS Sellers on your competencies, which can grow into AWS sharing opportunities
with you, once you are ACE-eligible.

ACE Pipeline Manager

ACE Pipeline Manager is where you will be submitting and managing opportunities. To submit an opportunity, you
navigate to the ACE Pipeline Manager within APN Partner Central and (‘Sell’’ tab then “Opportunity Management” tab in
APN Partner Central):
❖ First, you must have an account in APN Partner Central. To register, go to APN Partner Central Self-
Registration page (link) and create a user account using your company email.
❖ Secondly, you will need access to ACE Pipeline Manager. The Alliance Lead of your organization can grant
access to each user account (Alliance Lead logs into APN Partner Central > Click “User Management” under ‘Profile’ on
the top right > Click “Manage ACE Pipeline Manager Users” > Click “Grant Access” beside the user account).

Opportunity Validation Criteria

All opportunities submitted through ACE Pipeline Manager should represent net-new AWS Business. The opportunity
must be prospected by your firm and include a clearly define the scope of the project. This scope includes the end-
customer’s needs, pain points, proposed solution, and the engagements you have had with the customer in regards
to the opportunity. Before you submit an opportunity, you are responsible for obtaining customer’s consent for you
to share their information with AWS. We’ve established criteria of what defines a qualified opportunity on AWS,
which is generally as follows (refer to “Project Description” sub-section for guiding questions):

© 2023, Amazon Web Services, Inc. or its affiliates. All rights reserved
 ACEACE
Submission GuideSubmission
Opportunity to request Quick an AWS-funded
Guide |
Migration
v202202Assessment (keywords: OLA, Migration Evaluator, Cloudamize)
Updated 05.19.2023
Opportunity Submission Form
Opportunity Submission Form helps you provide relevant information when submitting an opportunity. The form
resides within ACE Pipeline Manager. Below are 13 required fields and descriptions of each field.
Account Name (Customer Company Name) | Company name of end customer
The field helps you get connected to the correct AWS Seller (Account Manager, Inside Sales Rep., etc.), who owns the AWS
relationship with the customer and will support you in progressing this customer opportunity.
Industry Vertical | Industry of end customer
The field helps you showcase your expertise in specific industry.
Note: When Industry Vertical ‘Education’ or ‘Government’ is selected, additional ‘RFx/Public Tender Solicitation’ number and ‘Contract
Vehicle’ fields are required. If you do not have this information, user can enter ‘Unknown’.
Country | Country where end customer is located
Similar to “Account Name (Customer Company Name)”, the field helps you get connected to the correct AWS Seller.
Note: If you are working with a global/regional customer with multiple offices in different countries, please key in the country where
key decision makers are located.
Postal Code | Postal code where end customer is located
Note: Postal code must be in the country specific format
Similar to “Account Name (Customer Company Name)”, the field helps you get connected to the correct AWS Seller.
Customer Website | Website of end customer
Similar to “Account Name (Customer Company Name)”, the field helps you get connected to the correct AWS Seller.
Partner Project Title | Name of opportunity. This should be a summary of the project: customer name, workload, delivery.
The field helps you manage opportunities at a quick glance.
Project Description | Clear description of opportunity of the qualflfied opportunity.
The field helps you share the value of and increase visibility of your AWS-based services and solutions.
Note: Refer to the detailed guiding questions in a section below.
Partner Primary Need from AWS | Support needed from AWS
The field helps you gain relevant support from AWS in pursuing successful customer engagement.
Note: Refer to detailed description of options for the field.
Use Case | Use case of opportunity
The field helps you to showcase your expertise in specific use case, and gain more relevant resources from AWS.
Note: AWS Training Partners (ATP) should select ‘Training’ Use Case when submitting opportunities.
Expected Monthly AWS Revenue | Expected incremental monthly service fee to AWS at standard catalog pricing at 3 months post-
launch
The field helps you inform AWS Seller about the expected monthly usage of AWS.
Note: For AWS-based multi-tenant SaaS, you may enter $1.
Note: For AWS Training Partners (ATP), AWS revenue resulting from AWS Training kits should be entered as MRR.
Note: For AWS ProServ, enter the total contract value of the AWS ProServ opportunity.
Target Close Date | Expected date when significant AWS billing will start, when the project is complete and moved into production
The field informs AWS Seller about when the opportunity will launch & start to incur AWS usage.
Note: ‘Target Close Date’ should not be in the past.
Note: Partner Central supports 3 languages (English, Japanese, and Chinese). If the ‘Target Close Date’ entered is in the future but
you are receiving an error that states, “Target Close Date should be a future date,” please update the Partner user language to one of
the supported languages and update the language setting. In Partner Central: Go to View My Profile> Edit > Select one of the
supported languages> Submit.
Delivery Model | Delivery model of opportunity
The field helps you inform AWS Seller about how your AWS-based services and solutions are delivered to the end customer.
Note: Refer to detailed description of options for the field.
Is Opportunity from Marketing Activity? | Was opportunity sourced from a Marketing Activity?
This field helps you share information on Marketing Activity and whether MDF was used.

© 2023, Amazon Web Services, Inc. or its affiliates. All rights reserved
 ACEACE
Submission GuideSubmission
Opportunity to request Quick an AWS-funded
Guide |
Migration
v202202Assessment (keywords: OLA, Migration Evaluator, Cloudamize)
Updated 05.19.2023
Project Description

Below are guiding questions for “Project Description” field. Please feel free to share more details on the opportunity.
• What is the customer’s pain point / problem you are trying to solve?
• What is the goal of the project and the proposed solution that you are planning to use?
• What pre-sales activities have taken place with the end customer? (e.g. Partner SA validation, TCO analysis,
Architectural Sizing, Bill Of Material assessment, No pre-sales activity yet, others) Or what is the current sales stage?
• Will this opportunity result in an incremental consumption of AWS? If yes, please share the details (e.g. potential
AWS services to be utilized in this solution, or additional users/department using your AWS-based solution).
• What next steps would you like to share with AWS?
• AWS Training Partners (ATP) only: description should include number of people trained, or a course name as
the proposed solution in the Project Description.

Sales Stage

Below are descriptions of sales stage:

Lead | Meeting with end customer is yet to be scheduled.
Note: Lead needs to be further matured to a ‘Qualified’ opportunity before submission in ACE Pipeline Manager.
Prospect | Opportunity has been identified. Opportunity can be active (i.e. coming directly from the end customer via a lead,
etc.) or latent (i.e. your Account Team believes exists based on research, account plans, sales plays, etc.).
Note: ‘Prospect’ opportunity needs to be further matured to a ‘Qualified’ opportunity before submission in ACE Pipeline Manager.
Qualified | Your account Team has engaged with prospect / end customer to discuss viability, understand requirements, etc.
Prospect / End customer has agreed the opportunity is real, of interest, and may solve for key business / technical needs.
Technical Validation | Implementation plan is understood.
Business Validation | Pricing has been proposed and steps to close have been agreed upon.
Committed | Contract is signed by customer, billing has not started.
Launched | Workload is complete and billing has started on AWS.
Note: Opportunities which had launched before submission are NOT suitable for submission in ACE Pipeline Manager.
Closed Lost | Opportunity is lost and there are no steps to move forward.
Note: Opportunities which were closed/lost before submission are NOT suitable for submission in ACE Pipeline Manager.

Partner Primary Need from AWS

Below are descriptions of options from “Partner Primary Need from AWS” field:
Architectural Validation | Confirmation from AWS that the AWS Partner’s proposed solution architecture is aligned with AWS
best practices and poses minimal architectural risks
Business Presentation | Request AWS Seller’s participation in joint customer presentation
Competitive Information | Access to AWS Competitive resources and support for AWS Partner’s proposed solution
Deal Support | Request AWS Seller’s support to progress the opportunity (e.g. joint customer call, strategic positioning)
Pricing Assistance | Connect with an AWS Seller for support situations where an AWS Partner may be receiving an up-front
discount on a service (e.g. EDP deals)
Technical Consultation | Connection with an AWS SA to address AWS Partner’s questions of proposed solution
Total Cost of Ownership Evaluation | Assistance with quoting different cost savings of proposed solutions on AWS vs on-premises
or a traditional hosting environment

© 2023, Amazon Web Services, Inc. or its affiliates. All rights reserved
 ACEACE
Submission GuideSubmission
Opportunity to request Quick an AWS-funded
Guide |
Migration
v202202Assessment (keywords: OLA, Migration Evaluator, Cloudamize)
Updated 05.19.2023
For Visibility – No Assistance Needed | No assistance needed and submitted for tracking purposes only
Other | Assistance required not currently described

Delivery Model

Below are descriptions of options from “Delivery Model” field, whereby multiple options can be chosen:
SaaS or PaaS | Your AWS-based solution deployed as SaaS or PaaS in your AWS environment
BYOL or AMI | Your AWS-based solution deployed as BYOL or AMI in end customer’s AWS environment
Managed Services | Management of AWS Business of end customer (e.g. consulting, design, implementation, billing support,
cost optimization, technical support)
Professional Services | Collection of offerings to help enterprise end customers achieve specific business outcomes related to
enterprise cloud adoption (e.g. advisory, transformation planning)
Resell | Management of AWS accounts and billing for your customers
Other | Delivery model not described above

Status

Status is a key way to identify the status of submission and validation. Below are descriptions of status:
Draft | Not submitted for validation. Editable.
Submitted | Submitted for validation and not yet in review by AWS Validator. NOT editable.
In Review | Being researched by AWS Validator. NOT editable.
Action Required | Being researched by AWS Validator. Editable.
Note: For "Action Required" opportunities, you can provide requested details by adding them directly on ACE Pipeline Manager
(Click "Update" > Add details in Project Description field or other relevant fields > Click "Save & Submit").
Approved | Validated and converted into AWS Seller’s pipeline. Editable.
Rejected | Disqualified. NOT editable.

Disqualification Reason

Below are descriptions of disqualification reason:

Incomplete | There is limited information to determine if it meets the validation criteria and no additional information has been
provided upon request.
Duplicate | Your collaboration with AWS on this project is already captured in an AWS Opportunity or your previous submission.
This record is disqualified to prevent duplication.
Forecast Conflict | At this time, there is an already existing AWS Opportunity and discussion with the customer at an advanced
sales stage, and a significant partner need was not identified.
Invalid | Submission does not meet the validation criteria, including but not limited to following scenarios:
1) Outdated opportunity (e.g. Target Close Date is in the past)
2) Internal workload;
3) No incremental revenue for AWS;
4) Missing mandatory information (e.g. no postal code, no project description, invalid/incorrect website);
5) Sales activity that is not yet mature enough in the sales cycle; and
6) Staff augmentation

© 2023, Amazon Web Services, Inc. or its affiliates. All rights reserved
 ACEACE
Submission GuideSubmission
Opportunity to request Quick an AWS-funded
Guide |
Migration
v202202Assessment (keywords: OLA, Migration Evaluator, Cloudamize)
Updated 05.19.2023
Bulk Opportunity Import
The Bulk Opportunity Import feature helps partners maximize efficiency when seeking to upload multiple qualified
opportunities at one time into ACE Pipeline Manager. This feature allows you to submit up to 250 opportunities at
once in a single bulk. By downloading the Bulk Import template, the partner can enter the required information into
the designated fields within the excel template. Once all of the desired opportunities have been entered into the
template with their corresponding information, the user will save and upload the template back in ACE Pipeline
Manager. It is best practice to ensure information is accurate prior to using the feature, as edits cannot be made until
it has been reviewed. Step-by-step instruction can be found in the following webpage: Link.

Opportunity Exceptions
Please find below, common types of opportunities that are submitted in ACE Pipeline Manager but do not meet
Opportunity Validation Criteria (i.e. do not directly generate net-new AWS revenue), and whether each is suitable for
submission.
Well-Architected Foundational Review (WAFR) | WAFR opportunities are suitable for submission (in ACE Pipeline Manager).
Cost Optimization | Cost Optimization opportunities are suitable for submission.
Optimization and Licensing Assessment (OLA) | OLA opportunities are suitable for submission.
AWS Professional Services (ProServ) Engagement | AWS ProServ Engagement opportunities are suitable for submission, only if
there is net-new AWS workload tied to AWS contract Value as part of the AWS ProServ Engagement.
Note: AWS ProServ Engagement refers to engaging AWS ProServ team. It does not refer to providing your own professional
services to the end customer. If you are providing your own professional services, it is still suitable for submission if and only if
there is net-new AWS workload(s) as part of your own professional services.
Managed Services | Managed Services opportunities are suitable for submission, when there is net-new AWS consumption as
part of the Managed Services. Managed Service opportunities for renewal or Share Shift are NOT suitable for submission. Clear
description of incremental AWS consumption is required.
Advisory / Business Case | Advisory opportunities are suitable for submission, if and only if there is a specific net-new AWS
workload (e.g. migration of application) resulting from the activities outlined in the opportunity. Clear description of
incremental AWS consumption is required.
Staff Augmentation | Staff Augmentation opportunities are NOT suitable for submission.
Enterprise Discount Program (EDP) / Reserved Instances (RI) / Savings Plans & Renewal | EDP or RI or Savings Plans and its
renewals are suitable for submission. Clear description of AWS consumption is required.
AWS Marketplace | AWS Marketplace Private Offer opportunities are suitable for submission.
ISV Contract Renewal | Upcoming ISV Contract renewals with an opportunity for expansion (cross-sell or up-sell) are suitable
for submission. Clear description of incremental AWS consumption is required. Renewals of AWS Marketplace Private Offer are
suitable for submission.
Internal Workload | Workloads within your own company are NOT suitable for submission, unless the “end customer” is a
subsidiary or separate business segment within a different website domain.
Note: Internal workloads should be managed through the AWS Seller assigned to the AWS Partner’s account.
Past-Launched Engagement | Opportunities which had launched before submission are NOT suitable for submission.
Note: ‘Launched’ refers to ‘Workload is complete and billing has started on AWS.’
Previously Approved Opportunities | Previously submitted and approved opportunities for the same workload are NOT suitable
for re-submission.
Note: If the original submissions were marked as “Closed/Lost” for three months or more, a new opportunity is suitable for
submission. If the original submissions were marked as “Closed/Lost” within three months from the point of re-submission,
please work with AWS Seller to reopen the original submission.

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