How AWS scores the deals you share

What changed

On June 16, 2026, AWS moved co-sell to agents.¹ Every opportunity you share in Partner Central now gets an Opportunity Quality Score when you submit it, and a new one each time you update it.³

Each deal is also given one of three co-sell motions:³

• AWS Field-engaged. An AWS sales team works the deal with you.
• Agent-engaged. Partner Central agents help you strengthen it.
• Partner-led. You lead it, and no AWS seller is assigned.

A complete record is how you get AWS to lean in.

What the score reads

The score runs from 0 to 100.³ It reads four parts of your record: the customer's business problem, which weighs most, your next steps, what you need from AWS, and the solution and AWS services involved. AWS doesn't publish the weights and says the model will change.

It measures what you submitted, not the work behind it. It can't see how good your team is. It sees what you wrote down.

The score, plus how strategic the deal is to AWS, sets the motion. Two deals with the same score can land in different motions. AWS sellers see the same score you do and sort deals by motion first, then by score.³

That changes who does marketing in your company. Whoever fills in Partner Central now shapes how AWS sees you, whether they know it or not.

What a thin record costs

A thin record is not neutral. It tells an AWS seller to spend the hour somewhere else.

A boilerplate problem statement scores low. Leaving the Partner Central placeholder text Partner to complete scores lowest. The most common cause of a low score is a CRM that sends a product description instead of the customer's problem. And splitting one engagement into several records crowds out the one that matters.³

Partner Central agents suggest sales plays on every deal, and funding where a program fits.⁶ They can only work with what the record says.

It also matters past this deal. AWS's Solution Matching Engine reads your ACE history when it suggests partners to its sellers.⁵ And from 2027, AWS will use the revenue it attributes to you through Partner Revenue Measurement to set funding benefits, program by program.⁷ The deals you record well this year are the proof you show next year.

Before you share a deal

Six checks, matched to the fields AWS reads.³ Run them on every record before it goes to AWS.

1. 1The customer's problem in their words: what it costs them, and why they must act now.
2. 2The person who approves the budget, and your champion inside the customer.
3. 3The alternative they are weighing, even if it is doing nothing.
4. 4One or two next steps, each dated, with your owner and a named customer contact.
5. 5One specific ask of AWS: technical consultation, architecture validation, pricing help or a business presentation. "Deal support" alone doesn't count.
6. 6Your Marketplace listing or partner solution attached, and the AWS services the customer will adopt, with projected monthly AWS revenue.

What to do this quarter

Pick your five biggest open deals. Run the checklist on each, update the records, and watch what AWS does with them over the next 30 days.

It's the cheapest co-sell test you'll run this year.