--- title: Co-sell went agentic. Here's your new playbook. description: Learn how AWS's Partner-led, Agent-engaged and AWS Field-engaged co-sell models work, how Opportunity Quality Scores influence engagement, and how CloudSmart AiR helps teams move deals forward. image: https://www.cloudsmart.global/hubfs/Co-sell%20went%20agentic.%20Heres%20your%20new%20playbook.%20CloudSmart%20%281%29.png --- [![CloudSmart logo](https://www.cloudsmart.global/hubfs/FullColor250.png)](https://www.cloudsmart.global) - [SOLUTIONS](https://www.cloudsmart.global/solutions) - [AWS Marketplace Onboarding](https://www.cloudsmart.global/solutions/aws-marketplace-onboarding) - [AWS Marketplace GTM Enablement](https://www.cloudsmart.global/solutions/aws-marketplace-gtm-enablement) - [AWS Co-sell Strategy](https://www.cloudsmart.global/solutions/aws-marketplace-co-sell-strategy) - [AWS Well-architected Reviews](https://www.cloudsmart.global/solutions/aws-well-architected-reviews) - [PRODUCTS](https://www.cloudsmart.global/products) - [AWS Marketplace Analytics - CloudSmart Insights](https://www.cloudsmart.global/products/cloudsmart-insights) - [CloudSmart Storefront](https://www.cloudsmart.global/products/storefront) - [CloudSmart Managed SaaS](https://www.cloudsmart.global/products/managed-saas) - [AWS](https://www.cloudsmart.global/aws) - [EdTech Engagement Initiative](https://www.cloudsmart.global/aws/edtech-engagement-initiative) - [European Sovereign Cloud Acclerator](https://www.cloudsmart.global/aws/european-sovereign-cloud-accelerator) - [INDUSTRIES](https://www.cloudsmart.global/industries) - [EdTech](https://www.cloudsmart.global/industries/edtech) - [GovTech](https://www.cloudsmart.global/industries/govtech) - [DefenseTech](https://www.cloudsmart.global/industries/defensetech) - [CUSTOMER SUCCESS](https://www.cloudsmart.global/customersuccess) - [Customer Stories](https://www.cloudsmart.global/customersuccess) - [Resources](https://www.cloudsmart.global/resources) [CONTACT](https://www.cloudsmart.global/contact) aws marketplace seller info # Co-sell went agentic. Here's your new playbook. Learn how AWS's Partner-led, Agent-engaged and AWS Field-engaged co-sell models work, how Opportunity Quality Scores influence engagement, and how CloudSmart AiR helps teams move deals forward. [Trés Vance](https://www.cloudsmart.global/blog/author/trés-vance) Oct 9, 2026 [mailto:?subject=Check%20out%20https://www.cloudsmart.global/blog/co-sell-went-agentic.-heres-your-new-playbook&utm_medium=social&utm_source=email%20&body=Check%20out%20https://www.cloudsmart.global/blog/co-sell-went-agentic.-heres-your-new-playbook&utm_medium=social&utm_source=email](mailto:?subject=Check%20out%20https://www.cloudsmart.global/blog/co-sell-went-agentic.-heres-your-new-playbook&utm_medium=social&utm_source=email%20&body=Check%20out%20https://www.cloudsmart.global/blog/co-sell-went-agentic.-heres-your-new-playbook&utm_medium=social&utm_source=email) [aws marketplace seller info](https://www.cloudsmart.global/blog/tag/aws-marketplace-seller-info) ![](https://www.cloudsmart.global/hubfs/Co-sell%20went%20agentic.%20Heres%20your%20new%20playbook.%20CloudSmart%20%281%29.png) This summer, AWS put agents inside Partner Central. Co-sell stopped being a form you fill out and started being a conversation with software that scores, coaches and routes your deals. The vocabulary changed with it. Two engagement models you already know got new names, and a new one landed in the middle. If your team still asks "is this co-sell or for visibility only?", the question no longer fits. Here is the new map, what each model means for your pipeline, and how to move deals up it. AWS lays out the shift in [Sell smarter with AWS](https://aws.amazon.com/blogs/apn/sell-smarter-with-aws/). ## **Three models, one ladder** AWS now describes co-sell as three engagement models. Think of them as rungs. | Model | Formerly | Who runs the deal | AWS involvement | | --- | --- | --- | --- | | Partner-led | For Visibility Only | You, end to end | Agent support, but no help or credit from the AWS Partner Team | | Agent-engaged (new) | n/a | You, mostly self-service | The agent qualifies the deal and coaches your submission; AWS can graduate it | | AWS Field-engaged | Traditional co-sell | You and an AWS seller | Full collaboration with an AWS sales team; the top of co-sell | **Partner-led.** You own the opportunity from first call to close. AWS's agents support you around the clock with sales plays, customer insights and resources, but the AWS Partner Team is not involved and does not share credit. **Agent-engaged.** This is the new middle ground. The agent qualifies your opportunity and gives you specific ways to strengthen the submission. You can run the deal end to end yourself, or AWS can graduate it to Field-engaged at its discretion. **AWS Field-engaged.** This is what most of us called co-sell: the opportunity is matched with an AWS sales team for direct collaboration. It is now the apex of the model. ## **The score is the lever** The rungs are not fixed. AWS gives every opportunity an Opportunity Quality Score, a data-driven read on how strong your submission is, and rescores it continuously as you improve your data. A stronger score raises the odds that AWS sales engages, and it can move an Agent-engaged deal toward Field-engaged. That changes how you work a pipeline: - Submission quality now decides how far a deal climbs, not just whether you registered it. - Every opportunity comes with recommendations for improving its score, so the next best fix is never a guess. - Not every deal deserves the climb. Partner-led is the right home for deals you can close on your own, and you should choose that on purpose. The teams that win will treat the score like a pipeline metric: tracked, reviewed and improved every week. ## **How CloudSmart AiR helps you climb** The CloudSmart Agentic Co-Sell platform is built for exactly this shift. Its skills catalog covers the work that moves a deal up the ladder: - **Opportunity intake.** Turn meeting notes, call transcripts and documents into a structured Partner Central opportunity, or clone an existing one. - **Deal progression.** Advance stages, check funding eligibility and keep next steps current, so your pipeline moves without manual updates. - **Score visibility.** See how your opportunity is scoring and what to fix to raise it. The skills work where you work. Use them through three surfaces: | Surface | Where it lives | What you get | | --- | --- | --- | | AI Assistant | Inside the CloudSmart SaaS | Ask about any opportunity, draft intake, and see what to fix to raise the score | | AI bot for Slack | Your team's channels | Deal updates, score nudges and next steps where the team already talks | | MCP | Your own AI tools and agents | The same skills, callable from the assistants your team already uses | Same skills, every surface. That is what makes co-sell agentic: the work happens wherever your team is, and the pipeline keeps moving. ## **Start this week** Picture a deal that starts Partner-led, gets a complete submission, earns a stronger score, and lands in front of an AWS seller. That climb is a habit, not luck. Three steps get you started: 1. Sort your open pipeline by model: Partner-led, Agent-engaged and Field-engaged. 2. Fix the top gaps behind each low Opportunity Quality Score. 3. Book a CloudSmart AiR walkthrough at tvance@cloudsmart.global or [cloudsmart.global/aws](https://cloudsmart.global/aws). ## Similar posts ![FullWhite](https://www.cloudsmart.global/hubfs/FullWhite.svg) CloudSmart Inc. 4801 Glenwood Avenue Suite 200 Raleigh, North Carolina 27612 United States  ### Solutions - [All Solutions](https://www.cloudsmart.global/solutions) - [AWS Marketplace Onboarding](https://www.cloudsmart.global/solutions/aws-marketplace-onboarding) - [AWS Marketplace GTM Enablement](https://www.cloudsmart.global/solutions/aws-marketplace-gtm-enablement) - [AWS Co-sell Strategy](https://www.cloudsmart.global/solutions/aws-marketplace-co-sell-strategy) - [AWS Well-architected Reviews](https://www.cloudsmart.global/solutions/aws-well-architected-reviews) ### Products - [All Products](https://www.cloudsmart.global/products) - [AWS Marketplace Analytics](https://www.cloudsmart.global/products/cloudsmart-insights) ### Company - [About](https://www.cloudsmart.global/about) - [AWS](https://www.cloudsmart.global/aws) - [Customer Success](https://www.cloudsmart.global/customersuccess) - [Contact](https://www.cloudsmart.global/contact) © 2026 CloudSmart Inc. 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