AWS partner-central medium security documentation change
Summary
Updated documentation about referral handling processes, including clarification of AWS-originated vs partner-originated opportunity workflows, data masking practices, and validation requirements
Security assessment
Added details about masking customer contact details (name, title, email, phone) in referrals and controlled access to unmasked data after acceptance. This demonstrates implementation of data protection measures for customer PII. The requirement to handle acceptance/rejection before a deadline with specific status fields shows access control mechanisms.
Diff
diff --git a/partner-central/latest/crm/crm-integration-business-flows.md b/partner-central/latest/crm/crm-integration-business-flows.md index 2b47a757c..232780ea9 100644 --- a//partner-central/latest/crm/crm-integration-business-flows.md +++ b//partner-central/latest/crm/crm-integration-business-flows.md @@ -5 +5,20 @@ -What is a referral?What is an AWS originated opportunity referral?What is a partner originated opportunity referral?Closing a referral +What is a referral?What is an AWS originated opportunity referral?What is a partner-originated opportunity referral?Closing a referral + +# Working with referrals, leads, and opportunities + +The following topics describe how sales referrals become leads and opportunities. The topics also explain the differences between opportunities originated by AWS and those originated by partners. + +###### Note + +The approval process for partner-originated referrals assumes that you use Salesforce and the CRM connector. + +###### Topics + + * What is a referral? + + * What is an AWS originated opportunity referral? + + * What is a partner-originated opportunity referral? + + * Closing a referral + @@ -7 +25,0 @@ What is a referral?What is an AWS originated opportunity referral?What is a part -# Business flows @@ -9 +26,0 @@ What is a referral?What is an AWS originated opportunity referral?What is a part -Referrals can be categorized as either a lead or opportunity. @@ -13 +30 @@ Referrals can be categorized as either a lead or opportunity. -The term _referral_ serves as a general descriptor for both leads and opportunities. A lead refers to a contact that has expressed interest in an Amazon Web Services (AWS) product or an AWS Partner solution. During the initial stages of the sales process, a sales representative assesses if the interested individual has the potential to become an AWS customer. This assessment and validation phase is referred to as _qualification_. If a lead is deemed qualified and is considered to have a higher probability of converting to a customer, it’s then classified as an _opportunity_. +The term _referral_ serves as a general descriptor for leads and opportunities. A _lead_ refers to a contact who expresses interest in an AWS product or partner solution. During the initial stages of the sales process, a sales representative determines whether the interested individual has the potential to become an AWS customer. This assessment and validation phase is referred to as _qualification_. If a lead is deemed qualified and has a higher probability of converting to a customer, it becomes an _opportunity_. @@ -17 +34,3 @@ The term _referral_ serves as a general descriptor for both leads and opportunit -A referral shared by AWS Sales with an partner for coselling is called an AWS originated (AO) opportunity referral. The AWS Sales team receives recommendations to attach a partner to an AWS sales opportunity based on multiple factors such as the quality of information in the solution listing, past opportunities, progress in the partnership journey, or past performance. +AWS Sales creates an AWS-originated opportunity referral by sharing the referral with you. The AWS Sales team receives recommendations to attach a partner to an AWS sales opportunity based on multiple factors, such as the quality of information in the solution listing, past opportunities, progress in the partnership journey, and past performance. + +You receive referrals with the customer contact details—contact name, title, email, and phone—masked. However, the referral contains AWS contact details, including the customer name and project title, that you use to decide whether to pursue the referral. To accept or reject the referral, you send an `Accepted` or `Rejected` value for the `partnerAcceptanceStatus` field. You must do that before the `acceptBy` date and time specified in the payload. If you reject a referral, you must provide a `rejectionReason`. @@ -19 +38 @@ A referral shared by AWS Sales with an partner for coselling is called an AWS or -When the AWS Sales team attaches a partner to an AWS sales opportunity, the opportunity is shared with the partner as a referral. The partner receives the referral with the customer contact details masked (contact name, title, email, and phone). The referral contains AWS contact details, customer name, project title, use case, stage, description, and other details that the partner can use to decide if they want to pursue the referral. The partner must accept or reject the referral before the `acceptBy` date and time specified in the payload. The partner sends an `Accepted` or `Rejected` value for the `partnerAcceptanceStatus` field. If rejected, partners should provide a `rejectionReason`. +When you accept or reject an AWS-originated referral, don't update any other values in the referral. Every update on a referral, from you or AWS, can take up to one hour to sync with your CRM system. When you accept a referral, AWS sends a new payload with the unmasked customer contact details. You then engage with the opportunity and provide regular updates to AWS. @@ -21 +40 @@ When the AWS Sales team attaches a partner to an AWS sales opportunity, the oppo -While a partner accepts or rejects the AO referral, they shouldn’t update any other values in the referral. Every update on a referral (from the partner or AWS) can take up to one hour to sync with the CRM. After acceptance, AWS sends a new payload with the unmasked details of the customer contact. Partners should actively engage the opportunity and provide regular updates to AWS. +## What is a partner-originated opportunity referral? @@ -23 +42 @@ While a partner accepts or rejects the AO referral, they shouldn’t update any -## What is a partner originated opportunity referral? +You create a partner-originated opportunity referral when you share a referral with AWS Sales for coselling or visibility. By default, all partner-originated opportunity referrals go through a validation (review) process, and they have a status of **Submitted**. When the review starts, the status changes to **In-review** and you can't update the opportunity until validation completes. @@ -25 +44 @@ While a partner accepts or rejects the AO referral, they shouldn’t update any -A referral shared by an AWS Partner with AWS for coselling or visibility, is called a partner originated (PO) opportunity referral. The status of the referral is initially set to `Submitted`. By default, all PO opportunity referrals go through a validation (review) process. During this process the status of the opportunity is set to `In-review` and no updates are accepted to the opportunity until validation is completed. +If the validation succeeds, the opportunity status changes to **Approved** , and you can update to the opportunity. If the validation fails, the status becomes **Action required** , and the validator’s comments appear in the **apnReviewerComments** field in Salesforce. Fix any issues and resubmit the referral. @@ -27 +46 @@ A referral shared by an AWS Partner with AWS for coselling or visibility, is cal -If the validation succeeds, the opportunity status is set to `Approved`, and partners can send updates to the opportunity. If the validation fails, the status of the opportunity is set to `Action required`, and the validator’s comments are shared as part of the `apnReviewerComments` field. In the `Action Required` state, the partner can only update a limited set of fields (refer to the field definitions for details). +After you update and resubmit the opportunity, it moves back to the **Submitted** state and the validation process starts again. When the opportunity passes, the referral state becomes **Approved** , and partners and AWS can share regular updates about the opportunity. The validation process can take up to five business days. @@ -29 +48 @@ If the validation succeeds, the opportunity status is set to `Approved`, and par -After the partner updates and resubmits the opportunity, it moves back to the `Submitted` state and the validation process starts again. When the validation passes, the referral is set to `Approved`, and partners and AWS can share regular updates about the opportunity. The validation process can take up to five business days. +For more information about the fields in partner-originated leads and opportunities, see [Leads-Fields](https://github.com/aws-samples/partner-crm-integration-samples/blob/main/lead-samples/Leads-Fields.csv) and [Opportunity-Fields](https://github.com/aws-samples/partner-crm-integration-samples/blob/main/opportunity-samples/Opportunity-Fields.csv) on GitHub @@ -33 +52 @@ After the partner updates and resubmits the opportunity, it moves back to the `S -AWS doesn’t currently support the `Partner Shares Lead with AWS` scenario. Partners that receive a lead through an external source typically pursue it themselves. After the lead becomes a viable opportunity that meets validation criteria, partners can submit it to AWS as a partner originated opportunity referral. +AWS doesn’t support the "Partner Shares Lead with AWS" scenario. Partners who receive a lead through an external source typically pursue it themselves. After the lead becomes an approved opportunity, partners can submit it to AWS as a partner originated opportunity referral. @@ -37 +56 @@ AWS doesn’t currently support the `Partner Shares Lead with AWS` scenario. Par -When a partner closes a referral as `Launched`, they’re must attach an AWS account associated with the customer. If the referral is being closed as `Closed Lost`, partners must give a `closedLostReason`. For a referral that relates to a sale on AWS Marketplace, partners must attach an AWS Marketplace offer to the opportunity. +When partners close referrals as **Launched** , they must attach an AWS account associated with the customer. To close a referral as **Closed Lost** , partners must provide a **closedLostReason**. For a referral that relates to a sale on AWS Marketplace, partners must attach an AWS Marketplace offer to the opportunity. @@ -39 +58 @@ When a partner closes a referral as `Launched`, they’re must attach an AWS acc -Partners can check if an opportunity is marked as `Launched` or `Closed Lost` on the AWS CRM by using the field `awsStage`. +To see an opportunity's status, partners can check the **awsStage** field in Salesforce. @@ -43 +62 @@ Partners can check if an opportunity is marked as `Launched` or `Closed Lost` on -The `awsStage` field is different from `stage`. The `stage` field is for sharing regular updates about a referral, while `awsStage` is a read-only field that indicates the current referral stage. +The **awsStage** field differs from the **stage** field. The **awsStage** field displays a referral's current stage as a read-only value. The `stage` field displays regular updates about a referral. @@ -51 +70 @@ To use the Amazon Web Services Documentation, Javascript must be enabled. Please -Options +Integration prerequisites @@ -53 +72 @@ Options -Setting up +Getting started