The AWS Opportunity Quality Score, explained.
Sources: AWS Partner Central agent announcements (2026) and the AWS Partner Central sales guide. AWS controls this feature and its naming; this page is reviewed quarterly.
What changed in Partner Central
For most of co-sell's history, a shared opportunity was read by a human — a partner development manager, an AWS seller, someone with context and patience. In 2026 AWS introduced agents into Partner Central that review shared opportunities, assess their quality, and help route them to the right co-sell motion.
The practical consequence is that the quality of what you share is now assessed consistently, at scale, on every opportunity. Thin pipeline was always a bad idea. It is now a measured one.
That reframes where the work belongs. You cannot improve a score by editing a record after the fact. You improve what you share by changing what you create — which happens long before an opportunity exists.
Since June 2026 the scores are also readable through the AWS Partner Central API, so partners can see them in their own CRM rather than only in the console. In August 2026 AWS extended the same idea to engagement invitations, which now arrive carrying lead-readiness and marketplace-engagement context.
What makes a shared opportunity worth AWS's attention
Is the opportunity real?
A named buyer with the authority to act, a verified fit between what you sell and what they need, and a conversation that actually happened. Opportunities created to hit a number are the ones that erode a partner's standing.
Is it complete and evidenced?
Customer, use case, solution, value, and next step — filled in properly, not placeholder text. AWS's own guidance for partners has always emphasised complete opportunity records; the agent era makes incompleteness costlier.
Is the timing real?
A reason this customer would move now: a migration underway, funding available, a compliance deadline, a launch. Timing rationale is what turns a plausible account into an opportunity a seller wants.
Is it tied to your solution?
Opportunities connected to a listed Marketplace solution carry further in the AWS motion — AWS has been tightening the link between co-sell progression and Marketplace association.
What AWS actually exposes
The scoring is not just a console badge. AWS returns it as structured data on the opportunity summary, which is why it can appear in a partner's own CRM. These are AWS's fields and AWS's definitions.
| Field | What AWS returns | Values |
|---|---|---|
| Opportunity quality score | Deal quality based on how complete the opportunity content is and on sales-methodology criteria | 0–100 |
| Quality trend | Direction of change since the last scoring pass | Improving · Declining · No change |
| Engagement score | AWS's read on the level of engagement and potential success for the opportunity | High · Medium · Low |
| Co-sell motion | Which motion AWS routed the opportunity to. Null until the opportunity has been scored | AWS field-engaged · Agent-engaged · Partner-led |
| Recommendations | Agent-generated suggestions attached to the opportunity — up to five | Quality · Solution · Specialist |
| Next best actions | Suggested next steps on the opportunity | — |
Read-only
Partners can read the scores; there is no field to write them. The assessment is AWS's.
On the summary, not the list
The insights come back on the AWS opportunity summary rather than the plain opportunity record, and they can't be filtered or sorted on in list calls.
Method undisclosed
AWS describes the inputs as content completeness and sales-methodology criteria. The weighting behind the number is not published.
Seeing the score where you work
A score that lives only in the console gets checked once a quarter. Wyra brings AWS's assessments back through the Partner Central sync so they sit on the record your sellers already open: the quality score and its trend, the co-sell motion AWS routed the opportunity to, and AWS's recommendations and next best actions.
The account carries AWS context too — a solution score, the workload area the account is in-market for, the programs it qualifies for, and its AWS segment and territory. That is the part a seller can act on before the first conversation rather than after the deal is shared.
Where Wyra fits
Quality is decided before the opportunity exists.
Wyra qualifies every prospect in writing before any outreach sends — a written assessment of who they are and why the offering fits, plus a why-now rationale. Prospects that don't fit are excluded with the reason written out. What reaches your CRM has already survived that filter, and what your team chooses to share with AWS carries that evidence with it.
AWS scores what it receives. Wyra decides what it receives — and then puts AWS's read back on the same record as its own, so you can see the deal the way AWS sees it and the way it was built.
Opportunity quality: common questions
What is the AWS Opportunity Quality Score?
It is a score AWS applies to co-sell opportunities partners share through AWS Partner Central. AWS introduced agents into Partner Central in 2026 that review shared opportunities and help route them to a co-sell motion. According to AWS, the quality of a shared opportunity influences how AWS engages with it. The score is AWS's, calculated by AWS — partners influence it only through the quality and completeness of what they share.
Does a high score guarantee AWS engagement?
No. AWS matches each shared opportunity to a co-sell motion based on quality and fit, and AWS decides how it engages. No partner, and no tool, can promise AWS field engagement. What partners control is the quality of the opportunity: whether it is real, complete, well-evidenced, tied to a solution, and timed to something happening at the customer.
How do partners improve the quality of what they share?
By fixing the problem upstream. Most weak ACE opportunities are weak because the underlying deal was thin — a name pulled from a list, no verified fit, no reason the customer would act now. Partners who qualify before outreach — documenting who the buyer is, why the offering fits, and what makes the timing real — have something worth sharing by the time an opportunity exists.
Can partners see the score programmatically, or only in the console?
Both. Since June 2026 the scoring comes back through the AWS Partner Central API on the AWS opportunity summary — the quality score and its trend, the engagement score, the co-sell motion AWS routed the opportunity to, and AWS's recommendations and next best actions. It is read-only: partners can read the assessment, not write it. In August 2026 AWS extended this to engagement invitations, which now carry lead-readiness and marketplace-engagement context.
What does the quality trend tell a partner?
It shows the direction of change since the last scoring pass — improving, declining, or no change. That matters more than the absolute number on any single day, because it reflects whether the opportunity is being kept current and complete as it progresses, rather than filled in once and left.
Where does Wyra fit?
Wyra creates the pipeline that becomes co-sell opportunities. Every prospect is scored and qualified in writing — or excluded with the reason written out — before any outreach sends, and each qualified prospect carries a why-now rationale. Qualified deals land in your CRM and sync two-way with AWS Partner Central when your team chooses to share them, and AWS's own scoring comes back onto the record alongside Wyra's intelligence. The score itself is AWS's — calculated by AWS, on what AWS receives.
Share opportunities worth sharing.
Book a demo and see how Wyra qualifies — and disqualifies — every prospect in writing before anything sends.
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