👍 We've made several enhancements to improve the user experience and streamline processes:
Users can now skip selecting solutions after indicating their cloud preference, proceeding directly to the Labra Referral Form.
- Smoother navigation for users who bypass the 'Enable description in detail screen' option on the Onboarding page.
- Improved validation in the Referral Form to ensure accurate solution entries, especially for opportunities beyond the "Committed" stage.
- When updating fields in a referral accepted from ACE in CRM, one solution must be attached.
Up-gradation in some ACE v14 fields
Co-sell field changes in ACE v14
ACE v14 is the latest version of AWS's APN Customer Engagements program. Basically, it's a program that helps AWS partners collaborate and sell their services together.
Now, AWS is making a change.If you're part of the ACE program, you need to switch to this new version of the Labra.io Salesforce package by July 1, 2024. Switching is important to maintain a smooth collaboration with AWS for selling services.
In ACE v14, AWS has introduced some new fields that you can use when sharing opportunities. These fields are part of the process for collaborating on sales with AWS partners. So, when you're sharing opportunities, you'll have some additional information to include, thanks to these new ACE fields.
New ACE Fields
| Field | AWS Description | Status |
| 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) to uniquely identify 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, meaning that separate DUNS numbers may be assigned to distinct physical locations of an entity, including branches, divisions, and headquarters. | Optional |
| AWS products | Enables the association of 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 |
| Opportunity Type | Specifies the type of opportunity, categorizing it as a renewal opportunity, new opportunity, or expansion opportunity. | Optional |
| Other Solution Offered | Specifies the Solution offered for solving the customer's business problem when the Solution Offered field takes the value "Other" | Conditionally Mandatory |
| Parent Opportunity ID | Specifies the apnCrmUniqueIdentifier of the parent opportunity associated with the current opportunity. | Conditionally Mandatory |
| Sales Activities | Specifies the sales activities conducted with the end customer that are related to the opportunity. | Mandatory |
| Solution offered | Enables the linkage of solutions or offerings to opportunities. Insert the Offering IDs associated with the solutions being evaluated for addressing the customer's business problem. When an Offering ID isn't accessible, input "Other" and provide details in the "otherSolutionOffered" field. Offering IDs can be found AWS Partner Central > Build > Offering > Offering Detail Page. The ID's format follows S-1234567 pattern. | Mandatory |
| Partner Contact Title | Job title or role of the partner's sales contact person associated with the opportunity. | Optional |
| AWS Marketplace Engagement Score | Indicates the prioritization value that displays an estimate (High, Medium, or Low) of how likely the customer in an opportunity is to procure a solution through AWS Marketplace. For opportunities that do not have a score displayed, we were not able to determine their Co-Sell score given the currently available customer information. The scores will be surfaced once enough information is available. | Read Only |
| AWS Recommended Action | Indicates the recommendations for the next best actions to be taken on the opportunity. It offers insights and guidance on the optimal steps to progress the opportunity further. These recommendations are based on the current status, context, and available data associated with the opportunity. | Read Only |
| Offer ID | Specifies the identifier of the AWS Marketplace Private Offer that is associated with this opportunity. | Optional |
| Rejection reason | Specifies the reason for rejecting an AWS referral. Used by AWS for deriving insights as to why the opportunity was rejected. | Conditionally Mandatory |
Updated ACE fields
AWS has also updated a number of existing ACE fields:
| Fields | Descriptions |
| Country | Specifies the country of the end customer associated with the opportunity |
| Postal Code | Specifies the postal code or ZIP code that corresponds to the end customer's business address. This information is crucial for the geo-mapping of the company. |
| Partner primary need from AWS | Identify the help required from AWS for the opportunity |
| Customer Business Problem | Describes the problem that the end customer is facing and how the partner is helping with a solution |
| Use Case | Specifies the use case of the end customer that the opportunity is intended to address. |
| APN Programs | Specifies the APN (Amazon Partner Network) Program that influenced the opportunity. APN Programs refer to specific partner programs or initiatives that can impact the opportunity. Notice that the field name on the JSON does not reflect the function of the field. |
Deprecated ACE fields
- Did AWS Account Rep support you on this?
- Contract Vehicle
- Partner Primary Need From AWS Other
- Is this a public reference?
- Is this for Marketplace
- Is This Net New Engagement With the Customer
- Public Reference Title
- Public Reference URL
- RFx/Public Tender Solicitation No.
- Customer Sub-Use Case
Reference Videos
🎞️ Demo Opportunity - Salesforce
🎞️ Creating Labra Referral with Cloud Partner Button