SCA Deal Incubator

Partner Details

Basic information about the partner and SCA term

SCA ID * Unique identifier from the nomination process (format: SCA-YYYY-NNNNN)

Invalid format. Expected: SCA-YYYY-NNNNN (e.g., SCA-2025-00001)

Partner Name (Legal Entity)

SPMS ID

APN Partner Type

Term Length (Years)

Collaboration Start Year

PDM Name

Strategic Narrative

Provide detailed context about the partner and proposed SCA (max 3 paragraphs per question)

1. Partner Overview Please provide a detailed overview of the partner organization, including their core business, target market, and primary offerings; current AWS partner designations and competencies; analysis of the partner's key strengths and challenges within their AWS partnership; and CS/PS business split?

2. SCA Business Outcomes Please outline Think Big/Business outcomes of the proposed SCA, working backwards from the partner ambition what are the key initiatives prioritized within the SCA, how they align with both AWS and partner's strategic objectives?

3. Current AWS Initiatives Provide a summary of all current AWS initiatives (e.g., PPA, SCA, AGI, Rubicon, Gen AI) the partner is involved in, including their scope, dates and performance to date. How will these complement the proposed SCA?

4. Executive Sponsors & Resources Please list executive sponsors (C-level executive or decision makers) and head count from AWS and Partner to execute the SCA, what additional support does the partner require across AWS (Partner Management, SA, Services, AGS, AWSI) to ensure successful execution of this SCA?

5. Risks & Blockers What are the potential risks or blockers from both Partner and AWS from signing and executing this SCA?

6. Partner Asks from AWS Please list key AWS asks from the partner through this SCA (Partner Management, SA, AGS, AWSI)?

7. AWS Revenue Dependency What percentage of partner's cloud services revenue is derived from AWS-related offering and partnerships?

Baseline Metrics

Historical performance data — enter values from Pre-SCA Partner Analysis Dashboard

Opportunities & Wins

Enter historical values for Y(-2), Y(-1), Y0 and growth rates. Y1–Y3 are auto-calculated.

Customer Opportunities

-

-

-

↳ Opps Growth Rate %

Customer Wins

-

-

-

↳ Wins Growth Rate %

Launched ARR ($)

-

-

-

↳ ARR Growth Rate %

Additional Parameters

Avg Implementation Time (Months)

Current Customer Attrition (YoY %)

SCA Initiatives

Define 3-5 core initiatives (up to 8). Each initiative drives incremental opportunities and revenue.

Initiative 1

Initiative 2

Initiative 3

+ Add

Initiative Name

Sales Activation Lag (Months)

Implementation/Migration (Months)

Annual Customer Attrition %

Avg AWS MRR ($)

Revenue Split

Direct %

Resell %

Influenced %

Incremental Opportunities by Year

Customer Opportunities

Conversion Rate %

MRR by Country & Initiative

Detailed MRR breakdown by geography, initiative, and deal size (Small/Medium/Large)

Country 1

Country 2

+ Add

Country / Area Name

Launched MRR by Initiative × Deal Size

Deal Size	Init-1	Init-2	Init-3	Init-4	Init-5	Init-6
Launched MRR
Small
Medium
Large
Workload Split %
Small %
Medium %
Large %

Weighted Avg MRR: $0 (auto-calculated from size × workload split)

Revenue Streams

SI Influenced and ISV Influenced revenue parameters

SI Influence Revenue

% of Baseline Launched ARR that is "SI" business

ISV Influence Revenue

% of ISV workloads running on customer AWS accounts

AWS Marketplace

Marketplace TCV ($)

Marketplace Wins

Partner's Commitment

Partner's own investment commitment to the SCA (cash, marketing, technical headcount)

Partner $'s Contribution

Marketing Investments

Technical Investments

Notes

Build KPIs

Development milestones, design wins, solutions, and competency targets

Build Targets by Year

Design Wins

Partner Solutions

Marketplace Listings

AWS Competencies

Service Delivery Designations

Key Development Milestones

Marketing

Marketing initiatives, budget, and expected outcomes

1. Planned Marketing Initiatives

2. Marketing Budget & Resources

3. Expected Marketing Outcomes

Marketing KPIs

Case Studies

Partner Sales Qualified Leads

Training & Certifications

AWS certification targets and promotional credits

Certification Targets

AWS Foundational

AWS Associate (300 credits ea.)

AWS Professional (500 credits ea.)

AWS Specialty (500 credits ea.)

Calculated Credits: $0 (auto-calculated from certification counts)

Baseline Investments

Pre-SCA standard funding the partner already receives (Tab 1c, row 106+). Enter amounts for Year(-2) through Year 5.

Baseline Investments (pre-SCA)

POC Credits

Sell

POC Cash

Sell

WMP Credits

Sell

MAP Credits

Sell

MAP Cash

Sell

MPOPP Credits

Sell

MDF Credits

Market

MDF Cash

Market

DDF Cash

Market

Innovation Sandbox

Build

T&C Credits

Build

PPA Credits

Enter PPA credit allocations (up to 6 lines)

PPA Credits #1

PPA Credits #2

PPA Credits #3

PPA Credits #4

Proposed Investments

SCA incremental investments by funding type, year, and category

Sell Investments

POC Credits

Std/Credits

POC Cash

Std/Cash

WMP Credits

Std/Credits

MAP Credits

Std/Credits

MAP Cash

Std/Cash

Strategic Opp Credits

Custom/Credits

Strategic Opp Cash

Custom/Cash

Operational Funding Cash

Custom/Cash

Performance Incentive Cash

Custom/Cash

MPOPP Credits

Std/Credits

Market Investments

MDF Credits

Std/Credits

MDF Cash

Std/Cash

GTM Funding Cash

Custom/Cash

DDF Cash

Std/Cash

Build Investments

Innovation Sandbox Credits

Std/Credits

T&C Credits

Std/Credits

3rd Party SI Funding Cash

Custom/Cash

Technical Funding Cash

Custom/Cash

Investment Totals

Total Y1:
$0

Total Y2:
$0

Total Y3:
$0

Grand Total:
$0

Investment Recommendation vs. Proposed (3a Inc. Inv.)

Side-by-side comparison: Model Recommendation | SCA Proposed | Variance. Default values from Investment Reco Model Rev06. Paste custom data via the button below.

Model Recommendation (from Investment Reco Model)

B/M/S	Std/Cust	Type	Funding Type	Y1	Y2	Y3	Y4	Y5	Total	Inv %

SCA Proposed Investments

B/M/S	Std/Cust	Type	Funding Type	Y1	Y2	Y3	Y4	Y5	Total	Inv %

Variance (Proposed − Recommended) / Recommended

B/M/S	Std/Cust	Type	Funding Type	Y1	Y2	Y3	Y4	Y5	Total	Cat %Δ

Auto-calculated model recommendation vs. proposed investments. Orange-highlighted cells indicate model-recommended values.

Funding Type	Model Y1	Model Y2	Model Total	Proposed Y1	Proposed Y2	Proposed Total	Variance
Complete revenue inputs to generate recommendations

Total Investments Auto

Combined view of all investments: Total (Baseline + Incremental), Incremental only, and Baseline only (Tab 3b)

Total Investments = Baseline + Incremental. Treatment classification auto-assigned from MetaData.

Investment Mix Analysis

Credits

$0

Cash

$0

Standard

$0

Custom

$0

Total Investments (Baseline + Incremental) — auto-calculated

Funding Type	Std/Custom	Cash/Credit	Y(-2)	Y(-1)	Y0	Y1	Y2	Y3	Y4	Y5	Total	Treatment

Incremental Investments — auto-calculated

Funding Type	Std/Custom	Cash/Credit	Y1	Y2	Y3	Y4	Y5	Total	%

Baseline Investments Summary — auto-calculated

Funding Type	Cash/Credit	Y(-2)	Y(-1)	Y0	Y1	Y2	Y3	Y4	Y5	Total

Bottom-up Investment Calculator

Alternative method to validate investment figures: estimate by deal count × average investment per deal

Sell Investments (Bottom-up)

# Sell Deals Expected

0

Avg Investment per Sell Deal ($)

-

Total Sell Investment

$0

Market Investments (Bottom-up)

# Marketing Activities

0

Avg Investment per Activity ($)

-

Total Market Investment

$0

Build Investments (Bottom-up)

# Build Activities

0

Avg Investment per Activity ($)

-

Total Build Investment

$0

Bottom-up vs Top-down Comparison

Bottom-up Total:
$0

Top-down Total (from Investments):
$0

Variance:
$0

Discounts & Net/Gross Conversion

PPA/SPP discount rates that convert between Gross and Net revenue. These are used by the financial model to calculate Net Revenue and the PCM P&L.

PPA/SPP Discount Rates (% of Gross Revenue)

Partner (Direct) Discount % For ISV Direct revenue — PPA discount rate

Partner (Resell) Discount % For SPP Resell revenue — SPP discount rate

ISV Influenced Discount % End customer discount for ISV-influenced workloads

SI Influenced Discount % End customer discount for SI-influenced workloads

Revenue Model Parameters

MRR Inflation Factor (YoY) Annual multiplier applied to MRR — 1.0 = no inflation

Account Treatment Reference

Based on your partner type, investments are classified as Contra (reduces Gross → Net revenue) or Opex (operating expense). This classification is auto-applied in the PCM P&L model.

Funding Type	ISV	SI Only	Resell	SI/Resell
POC Credits	Contra	Contra	Contra	Contra
POC Cash	Contra	Opex	Contra	Opex
MAP Credits	Contra	Contra	Contra	Contra
MAP Cash	Opex	Contra	Contra	Contra
Strategic Opp Cash	Contra	Opex	Contra	Opex
Operational Cash	Contra	Opex	Contra	Opex
MDF Cash	Opex	Opex	Opex	Opex
GTM Cash	Opex	Opex	Contra	Opex
Technical Cash	Contra	Opex	Contra	Opex

PCM P&L Model — Input Sheet

Partners Collaboration P&L Inputs (Tab 5a.PCM 1. Input). Auto-populated from deal data. Copy into PCM Excel.

Partner: —

Start: —

Term: —

Revenue Related Inputs

AWS Revenue Multipliers

Default=1. Adjust if partner revenue drives additional AWS consumption.

Discounts & Credits — Baseline

Discounts & Credits — Incremental

Investments — Baseline Cash

Investments — Incremental Cash

Headcount

Training

Additional Revenue Streams

Additional incremental revenue streams for the PCM P&L model (up to 10 streams)

Incremental Revenue Streams

$0

Total Additional Revenue: $0 (added to PCM P&L gross revenue)

Revenue Waterfall Detail

Per-initiative annual revenue breakdown showing the monthly waterfall model output (2a.Calcs equivalent)

Incremental Revenue by Initiative (Gross)

Initiative	Y1	Y2	Y3	Y4	Y5	Total
Calculated on page load

Revenue by Type (2b.Summary equivalent)

Revenue Type	Y1	Y2	Y3	Y4	Y5	Total
Calculated on page load

Customer Wins & Launched ARR

Metric	Y1	Y2	Y3	Y4	Y5	Total
Calculated on page load

Revenue Summary Auto

Auto-calculated revenue summary by type, ARR, opportunities and wins (Tab 2b. Summary)

All fields on this tab are auto-calculated. No manual input required.

Revenue by Type

Revenue Type	TTM	Year 1	Year 2	Year 3	Year 4	Year 5	Total

Summary Totals

Revenue	TTM	Year 1	Year 2	Year 3	Year 4	Year 5	Total

Launched ARR

Metric	TTM	Year 1	Year 2	Year 3	Year 4	Year 5	Total	YoY Growth

Customer Opportunities

Metric	TTM	Year 1	Year 2	Year 3	Year 4	Year 5	Total

Customer Wins

Metric	TTM	Year 1	Year 2	Year 3	Year 4	Year 5	Total

Executive Summary

Auto-calculated overview of the deal — revenue with/without SCA, investments, and ROI

Total Investment

$0

Incremental Revenue

$0

LARR/Investment Ratio

0x

Revenue Summary by Year

Revenue Type	Year 1	Year 2	Year 3
Baseline Revenue (without SCA)	-	-	-
Incremental Revenue (from SCA)	-	-	-
Total Revenue (with SCA)	-	-	-

Investment Breakdown

Category	Year 1	Year 2	Year 3	Total
Sell (Credits)	-	-	-	-
Sell (Cash)	-	-	-	-
Market	-	-	-	-
Build	-	-	-	-

Key Assumptions / Data Points

Enter up to 5 key assumptions or data points that underpin this deal model.

1.

2.

3.

4.

5.

KPI Dashboard Auto

SCA KPIs tracked throughout the contract term (* = included in legal contract)

SCA KPIs

KPI (* = in contract)	Year 1	Year 2	Year 3

Finance Summary

Formatted output for the Finance Template (4c.Fin equivalent)

SECTION I: Revenue Forecast

Metric	Y1	Y2	Y3	Y4	Y5	Total
Calculated on page load

SECTION II: Growth Rates

Metric	Y(-1)	Y0	Y1	Y2	Y3
Calculated on page load

SECTION III: Opportunities and Customer Wins

Metric	Y1	Y2	Y3	Y4	Y5	Total
Calculated on page load

SECTION IV: Investment Summary

Metric	Value
Calculated on page load

Standard ASP Funding Breakdown

Funding Type	Amount	Rev. Performance %	Classification

Custom Investment Funding Breakdown

Funding Type	Amount	Rev. Performance %	Guardrails/Notes

Custom SCA Deal Incubator

Partner Details

Strategic Narrative

Baseline Metrics

SCA Initiatives

MRR by Country & Initiative

Revenue Streams

Build KPIs

Marketing

Training & Certifications

Baseline Investments

Proposed Investments

Model Recommendation (from Investment Reco Model)

SCA Proposed Investments

Variance (Proposed − Recommended) / Recommended

Load Investment Recommendation Data

Total Investments Auto

Bottom-up Investment Calculator

Discounts & Net/Gross Conversion

PCM P&L Model — Input Sheet

Additional Revenue Streams

Revenue Waterfall Detail

Revenue Summary Auto

Revenue by Type

Summary Totals

Launched ARR

Customer Opportunities

Customer Wins

Executive Summary

KPI Dashboard Auto

Finance Summary

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