Co-Sell

Accelerate sales through cloud provider co-selling programs.

---

Overview

Co-selling with cloud providers (AWS, Microsoft Azure) allows you to leverage their sales teams, customer relationships, and resources to close deals faster and larger. Automatum helps you manage co-sell opportunities, track referrals, and coordinate with partner sales teams.

Benefits of Co-Selling:

• Access to cloud provider sales teams
• Customer introductions and referrals
• Deal acceleration and support
• Marketplace incentives and credits
• Increased deal sizes
• Faster sales cycles

---

Supported Programs

AWS Partner Network (APN)

ACE (AWS Customer Engagement)

• Share opportunities with AWS sales
• Receive customer referrals from AWS
• Track co-sell pipeline
• Access AWS resources and support

ISV Accelerate

• Co-selling with AWS field teams
• AWS sales incentives on your deals
• Enhanced customer support

Microsoft Partner Network

Co-Sell Ready Status

• Publish offers in Microsoft Appsource
• Access Microsoft seller network
• Customer referrals from Microsoft
• Co-sell incentives

Azure IP Co-Sell

• Co-sell with Azure field sellers
• Azure consumption credits
• Priority customer introductions
• Enhanced deal support

---

Getting Started

Prerequisites

For AWS Co-Sell:

1. Active AWS Partner Network membership
2. Published AWS Marketplace listing
3. Completed partner profile
4. Co-sell opt-in enabled

For Microsoft Co-Sell:

1. Microsoft Partner Network membership
2. Co-sell ready status achieved
3. Published Azure Marketplace listing
4. Solutions listed in Partner Center

Enable Co-Sell in Automatum

1. Go to Settings > Integrations
2. Navigate to Co-Sell
3. Connect your partner accounts:
   • AWS Partner Central credentials
   • Microsoft Partner Center credentials
4. Configure sync settings
5. Enable opportunity sharing

---

Managing Opportunities

Create Co-Sell Opportunity

1. Go to Co-Sell > Opportunities
2. Click Create Opportunity
3. Fill in details:

Customer Information:

• Company name
• Contact name and email
• Industry
• Company size
• Website

Opportunity Details:

• Deal value
• Expected close date
• Sales stage
• Products involved
• Customer needs

Cloud Provider:

• Select AWS or Microsoft
• Engagement type
• Requested support

4. Click Submit

Opportunity Fields

Field	Description	Required
Customer Name	Company name	Yes
Contact Email	Primary contact	Yes
Deal Value	Estimated contract value	Yes
Close Date	Expected close date	Yes
Sales Stage	Current pipeline stage	Yes
Cloud Provider	AWS or Microsoft	Yes
Support Needed	Type of help requested	No
Notes	Additional context	No

Opportunity Stages

Stage	Description
Prospect	Initial identification
Qualified	Confirmed budget and authority
Engaged	Active discussions
Proposal	Solution proposed
Negotiation	Terms being finalized
Won	Deal closed successfully
Lost	Deal did not close

---

AWS ACE Integration

Sharing Opportunities with AWS

When you create an opportunity:

1. Select AWS as cloud provider
2. Choose engagement type:
   • Referral from Partner - You found the customer
   • Referral from AWS - AWS introduced the customer
   • Co-Sell - Joint selling effort
3. Submit opportunity

Automatum automatically syncs with AWS Partner Central ACE.

AWS ACE Fields Mapping

Automatum Field	ACE Field
Customer Name	Company Name
Contact Email	Customer Contact
Deal Value	Expected Revenue
Close Date	Target Close Date
Sales Stage	Stage
Products	Solutions Involved
Notes	Description

Receiving AWS Referrals

When AWS shares an opportunity:

1. Automatum receives via ACE API
2. New opportunity created in Co-Sell
3. Notification sent to your team
4. Follow up within required timeframe

Response Time

AWS requires partners to respond to referrals within 5 business days. Late responses may affect your partner standing.

AWS Co-Sell Requirements

• Respond to referrals within 5 days
• Update opportunity status regularly
• Report wins within 30 days
• Maintain accurate customer information

---

Microsoft Co-Sell Integration

Sharing Opportunities with Microsoft

When you create an opportunity:

1. Select Microsoft as cloud provider
2. Choose deal type:
   • IP Co-Sell - Your solution on Azure
   • Services Co-Sell - Implementation services
3. Select solutions (your marketplace offers)
4. Submit opportunity

Automatum syncs with Microsoft Partner Center.

Microsoft Referral Fields

Automatum Field	Partner Center Field
Customer Name	Customer Name
Contact Email	Customer Contact
Deal Value	Deal Value
Close Date	Estimated Close Date
Sales Stage	Deal Stage
Products	Solutions
Notes	Notes

Receiving Microsoft Referrals

When Microsoft shares an opportunity:

1. Automatum receives via Partner Center API
2. New opportunity created in Co-Sell
3. Notification sent to your team
4. Accept or decline within timeframe

Microsoft Co-Sell Requirements

• Respond to referrals within 14 days
• Update opportunity monthly (minimum)
• Report won deals promptly
• Maintain contact information

---

Opportunity Workflow

Standard Co-Sell Flow

┌──────────────┐     ┌──────────────┐     ┌──────────────┐
│ Create       │     │ Cloud        │     │ Joint        │
│ Opportunity  │────▶│ Provider     │────▶│ Selling      │
│              │     │ Engagement   │     │ Activities   │
└──────────────┘     └──────────────┘     └──────────────┘
        │                   │                    │
        ▼                   ▼                    ▼
┌──────────────┐     ┌──────────────┐     ┌──────────────┐
│ Share with   │     │ Receive      │     │ Close        │
│ Partner      │────▶│ Support      │────▶│ Deal         │
│              │     │              │     │              │
└──────────────┘     └──────────────┘     └──────────────┘

Request Types

When creating an opportunity, specify what help you need:

Request Type	Description
Customer Introduction	Need intro to customer contacts
Technical Support	Need solution architect
Executive Sponsorship	Need exec-level engagement
Deal Support	Need help closing the deal
Joint Proposal	Need co-branded materials
POC Support	Need proof of concept help

Follow-Up Actions

After creating an opportunity:

1. Monitor for partner response
2. Schedule collaboration calls
3. Update opportunity status
4. Log activities and notes
5. Report outcome when closed

---

Tracking & Analytics

Co-Sell Dashboard

View co-sell performance in Co-Sell > Dashboard:

Pipeline Metrics:

• Active opportunities
• Pipeline value
• Win rate
• Average deal size
• Time to close

Partner Engagement:

• Referrals received
• Referrals given
• Response rates
• Collaboration score

Opportunity Reports

Generate reports:

1. Go to Co-Sell > Reports
2. Select report type:
   • Pipeline summary
   • Win/loss analysis
   • Partner activity
   • Referral performance
3. Set date range
4. Export as PDF or CSV

KPIs to Track

Metric	Description	Target
Referral Response Rate	% responded in time	> 95%
Win Rate	% opportunities won	> 30%
Average Deal Size	Mean contract value	Track trend
Time to Close	Days from creation to close	< 90 days
Partner Engagement Score	Quality of collaboration	> 80%

---

Best Practices

1. Quality Over Quantity

• Only share qualified opportunities
• Include complete customer information
• Clearly state the ask
• Be realistic on timelines

2. Timely Updates

• Respond to referrals quickly
• Update status weekly
• Report wins promptly
• Notify of changes immediately

3. Clear Communication

• Provide detailed notes
• Be specific about needs
• Share customer context
• Document all interactions

4. Mutual Success

• Focus on customer outcomes
• Recognize partner contributions
• Share credit appropriately
• Build long-term relationships

5. Data Accuracy

• Keep contact info current
• Accurate deal values
• Realistic close dates
• Proper stage tracking

---

Notifications

Co-Sell Alerts

Configure notifications in Settings > Notifications:

Event	Default	Customizable
New referral received	Email + In-App	Yes
Referral response due	Email	Yes
Opportunity updated by partner	In-App	Yes
Deal closed (won/lost)	Email	Yes
Monthly summary	Email	Yes

Slack Integration

Get co-sell notifications in Slack:

1. Connect Slack in Settings > Integrations
2. Enable co-sell notifications
3. Choose channel (e.g., #co-sell)
4. Configure event types

---

API Reference

List Opportunities

GET /api/co-sell/opportunities?status=active
Authorization: Bearer YOUR_API_KEY

Create Opportunity

POST /api/co-sell/opportunities
Authorization: Bearer YOUR_API_KEY
Content-Type: application/json

{
  "customerName": "Acme Corporation",
  "contactEmail": "buyer@acme.com",
  "dealValue": 150000,
  "expectedCloseDate": "2026-06-30",
  "stage": "qualified",
  "cloudProvider": "aws",
  "supportNeeded": ["customer_introduction", "technical_support"],
  "notes": "Customer evaluating cloud migration..."
}

Update Opportunity

PUT /api/co-sell/opportunities/:id
Authorization: Bearer YOUR_API_KEY
Content-Type: application/json

{
  "stage": "proposal",
  "dealValue": 175000,
  "notes": "Proposal submitted, awaiting feedback..."
}

Get Referrals

GET /api/co-sell/referrals?provider=aws&status=pending
Authorization: Bearer YOUR_API_KEY

---

Troubleshooting

Opportunities Not Syncing

1. Verify partner account credentials
2. Check API connection status
3. Review sync logs for errors
4. Ensure required fields are complete
5. Contact support if persistent

Referrals Not Appearing

1. Check partner portal directly
2. Verify notification settings
3. Review filter criteria
4. Confirm account linking
5. Check for sync delays

Partner Response Issues

1. Verify opportunity was received
2. Check for rejection reasons
3. Review partner requirements
4. Contact partner directly
5. Escalate if needed

---

Next Steps

• AWS Marketplace Setup
• Azure Marketplace Setup
• Analytics & Reporting

---

Need Help?

Contact support@automatum.io for co-sell assistance.