♙COMPANY & CONTACTS
1 company · 3 contactsNorthstar Logistics
Technical owner still missing
The CRM for AWS Partners
Stop re-entering your deals in ACE.
Octora replaces your CRM with one built for AWS partners. Every deal links to its ACE opportunity, updates are drafted from the meetings and email that already happened, and every AWS seller on your opportunities sees a current record. One system, entered once.
Interactive fictional opportunity · Nothing is sent or changedNorthstar Cloud Migration€48,000ACE · 19 days since update2 stage gates openFictional sample
Solution validation · 5/10
STAGESolution validationACE19 days stale · draft ready
NEXTReview the drafted ACE update
iDEAL INFO
Modernize twelve logistics workloads on AWS, including a newly requested non-production environment. The customer targets Q4 and needs a security review before approving the revised proposal.
Owner: Alex Morgan · Delivery model: Professional services · Updated yesterday✉EMAIL
6 linked threadsRe: Revised migration scope
Procurement · yesterday
◎AWS & ACE
O4821937 · linkedAccepted · 3 fields differ
Last pushed 19 days ago · draft ready
●MEETINGS
3 meetings · 2 recordingsDiscovery meeting
Transcript and summary ready
AI SUGGESTIONS2
ACE UPDATE OVERDUEHIGH19 days since last push
Push the drafted ACE update
Stage, next step and target close changed after the discovery meeting. ACE still shows the intro call. The draft is built from the meeting summary and the procurement email.
EVIDENCE
TO PROGRESS ·
Interactive fictional sample. No live CRM, AWS, email or calendar data is accessed. Nothing is sent or changed.
cloudheroOctora replaces HubSpot, Pipedrive, Salesforce or the spreadsheet. It does not replace ACE. A CRM connector copies fields. Octora drafts the update, watches for stale opportunities, gates stages and runs fund requests. In production at CloudHero, an AWS consulting partner.
Customer storySOUND FAMILIAR
Two CRMs. One team. Nobody types it twice for long.
Generic CRMs stop where the AWS partner work begins. ACE, fund requests and the AWS account team become a second process that runs on memory and goodwill.
ACE opportunities go stale because reps forget them.
The deal moves in your CRM. ACE still shows last month. The AWS seller on the account notices before you do, and the pipeline-hygiene review follows.
AWS sellers ask for updates you already have.
You need their help on the deal, and they will not lean in on a stale opportunity. With several sellers across your pipeline, every ACE record has to be current, not just the big one.
Fund requests bounce on data that did not match.
Wrong ARR, missing AWS account ID, a stage that disagrees with ACE. Each round of clarification costs weeks.
ACE, BUILT IN
ACE is part of the deal, not a second job.
Every deal in Octora knows its ACE opportunity. Octora watches it, drafts the update from real activity, and pushes only what a rep approved. Every AWS seller you work with gets a current opportunity without anyone opening Partner Central to retype it.
- Link the ACE opportunity when you create the deal
Pick the unlinked APN opportunity for that customer. Close date, next step and description prefill from it. The AWS account ID comes along.
- Stale watch on every linked opportunity
Any ACE opportunity without a meaningful update in 14 days (your threshold, you set it) is flagged before an AWS seller has to ask.
- Updates drafted from what already happened
Octora reads the meeting summary and the email thread and drafts the ACE update. A rep reviews and approves instead of retyping.
- Field-level mismatch, honest sync states
CRM value beside ACE value. Every push shows pending, blocked by AWS review, failed or confirmed. Never a green tick you cannot trust.
- Stage gates that protect the AWS record
A deal cannot leave discovery without an AWS account ID, an owner and a next step. Funding eligibility is a checklist item, not a memory.
- One ACE opportunity, one deal
If a teammate already linked that opportunity, Octora stops the duplicate before it is created.
DRAFTED ACE UPDATENorthstar Cloud Migration · O4821937
FieldACE todayProposed
StageProspectTechnical validation
Next stepIntro callSecurity workshop · Fri 10:00
Target close30 Sep 202618 Oct 2026
Customer contact—Dana Ilie, CTO
FROMDiscovery meeting · 26 AugProcurement email · 27 Aug
DraftedAwaiting your reviewPushedConfirmed by AWS
Buttons disabled in this sample
Octora checks completeness and consistency with the deal and ACE. AWS decides eligibility and approval.
FUND REQUESTS
Fund requests that leave complete the first time.
Most FR delays are not AWS being slow. They are a missing account ID, an ARR that disagrees with ACE, or a stage nobody updated. Octora catches that before you submit, and the whole team sees where every request stands without asking.
- Pre-flight check. Required fields, evidence and consistency with the ACE record, checked before submission.
- Status for everyone. Draft, submitted, in review, needs evidence, approved, claimed. No internal status meeting.
- Program guidance from the deal. Octora suggests the funding path that fits the deal and lists what AWS will ask for. AWS confirms eligibility.
- Evidence stays attached. SOW, calculator, invoices and completion memos live on the deal, ready for the claim.
THE REST OF THE CRM
Everything a small partner team needs. Nothing to bolt on.
Email, calendar, meetings, scheduling and agents are table stakes. They are in Octora so the ACE work has real context to draw from.
Gmail via OAuth or any IMAP/SMTP mailbox. Threads, drafts and replies stay on the deal.
Google Calendar activity on the timeline. Shareable booking pages with Google Meet.
Record or upload. Transcript, summary and proposed next steps linked to deal, company and contacts.
AWS, distributors, resellers and referral partners as first-class records with role-based contacts.
Lead qualification, email classification, stalled-deal detection, voice notes to CRM updates.
Role-specific priorities every weekday morning: what to update, who to call, which FR is waiting.
DAILY DIGEST
Every weekday at 08:00, each role gets its own list.
The CEO sees pipeline, SLA breaches, stale ACE opportunities and fund requests waiting on a decision. Sellers see their deals and the AWS sellers waiting on them. Delivery sees what is overdue. Nobody compiles it.
This is the email. Fictional data, real format.
HOW IT WORKS
Work the deal once.
Octora carries ACE with it.
Start in Octora as your CRM. Import the live opportunities you need from HubSpot, Pipedrive or a spreadsheet, connect Partner Central, and run customer and AWS work from one deal record.
See it on one of your opportunities- 1Create the deal, link the ACE opportunity
Company, contacts, stage, value and the APN opportunity in one short wizard. ACE fields prefill.
- 2Conversations update the deal
Connected email, calendar and recorded meetings keep the record current and surface the next step.
- 3Octora drafts the ACE update
Stale watch flags the opportunity. The draft is built from the meeting summary and email thread, with sources shown.
- 4You approve, Octora pushes and confirms
Review the field diff, push, and see the AWS-returned state. Blocked or failed pushes are shown as such.
ONE DEAL RECORD
Customer, AWS, contract and delivery on one screen.
The deal page is where the two CRMs stop being two. The AWS card shows the linked ACE opportunity, when it was last updated and whether the account ID is missing. Stage gates block the advance until it is not.
- Stage gates. 1 of 3 gates met. The deal cannot advance without the AWS account ID, an owner and a written next step.
- AWS card. Linked ACE opportunity, last ACE update 19 days ago, draft ready, account ID missing. All on the deal, not in a second tab.
- Ask the deal. “What did we agree with Dana?” is answered from the meeting transcript and email thread, with sources.
SWITCHING
Moving from HubSpot, Pipedrive or Salesforce.
Replacing a CRM is a decision, not a signup. Here is what the move actually involves.
Bring the live pipeline with companies and contacts. Won and lost history can come too; it does not count toward plan limits.
A Partner Central admin links your AWS account. Octora then reads your ACE opportunities and writes back the fields your permissions allow.
Most teams start with five to ten opportunities that have an ACE record and a fund request. The rest of the pipeline follows once the workflow is proven.
CEO, sellers, delivery and finance each see their own queue and digest. No per-seat pricing, so the whole team is in from day one.
SECURITY
Your pipeline is your business. We built it so we cannot read it.
An AWS partner's CRM holds customer names, margins and AWS relationships. The controls below are how Octora is built, not a policy promise.
Your database, your key
Each customer has a separate database encrypted with its own private key. There is no shared table with a tenant column.
Support access needs your approval
If we need to decrypt your data to debug an issue, you approve that access explicitly. Without it, nobody at Octora can read your records.
ISO 27001 certified
Octora operates an ISO/IEC 27001 certified information security management system. Certificate available on request.
Security documentation, certificate and data processing terms are available before any live data is onboarded. Ask in the demo request.
PRICING
Priced by open deals. Every user included.
Start free on your own ACE opportunities. Every paid plan comes with a 30-day free trial, no credit card required. Monthly, cancel anytime, no per-seat pricing on any plan.
$0
Try the ACE workflow on your own deals
- Up to 5 open deals
- 50 contacts or companies
- 1 linked mailbox
- ACE link, stale watch, drafted updates
- Small monthly AI allowance
$39/ month
For partners getting started with AWS
- Up to 50 open deals
- 500 contacts or companies
- Full CRM: email, calendar, meetings
- ACE link, stale watch, drafted updates
- Monthly AI allowance
$99/ month
Full APN integration for an active pipeline
- Up to 100 open deals
- 1,000 contacts or companies
- Everything in Select
- Fund requests, pre-flight checks, stage gates
- AI allowance included, extra usage metered
$599/ month
No limits, priority onboarding
- Unlimited open deals
- Unlimited contacts and companies
- Everything in Advanced
- Priority onboarding and pipeline import
- Larger AI allowance, extra usage metered
AI usage, measured.
Every plan includes a monthly AI allowance. Advanced and Premier can go beyond it at metered cost. For reference, a four-person team running daily digests for four roles, meeting transcription, document summaries and deal intelligence used about $80 of AI in one month, across roughly 1,000 model calls. The daily digest was about two thirds of that. Core CRM and ACE features work without AI spend.
Open deals count toward the limit; won and lost deals do not. Free and Select cover the ACE workflow. Fund requests, stage gates and funding guidance start at Advanced.Pay for Octora with MDF
Octora is eligible for AWS Marketing Development Funds. Contact us to learn how to use your MDF allocation to cover your subscription.
Ask about MDFcloudhero
CUSTOMER STORY
CloudHero's experience using Octora
With Octora, our customer opportunities and the AWS work around them finally live in one place. The team can see what needs attention and move the next action forward without rebuilding the story across tools.
Customer pipelineACE coordinationFund requests
A 20-MINUTE WALKTHROUGH
Bring one ACE opportunity that is overdue. Watch Octora draft the update.
We can run it on sample data, or on an anonymized deal of yours. You will see the deal linked to its ACE opportunity, the drafted update with its sources, the field diff, and the fund request pre-flight check.
- 01 Deal creation with ACE opportunity linking and prefill
- 02 Stale watch, drafted update, review and push states
- 03 Fund request tracker and pre-flight check
BEFORE YOU BOOK
Straight answers
for a lean team.
Does Octora replace my CRM or connect to it?+
Replaces it. Octora is your CRM: pipeline, contacts, companies, email, meetings, tasks. We import your live opportunities from HubSpot, Pipedrive, Salesforce or a spreadsheet, usually starting with a small set for a pilot. It does not sit beside another CRM.
I already use the AWS Partner CRM Connector for Salesforce, or a HubSpot connector. Why switch?+
A connector copies fields between two systems and leaves the work to you: someone still has to notice the opportunity is stale, write the update, chase the AWS account ID and check the fund request. Octora does that work. It flags stale opportunities, drafts the update from meetings and email, blocks a stage change until the AWS record is complete, and runs fund requests against the same deal. If field sync is all you need, keep the connector.
Does Octora replace ACE or Partner Central?+
No. ACE remains the authoritative AWS system. Octora links each deal to its ACE opportunity, drafts and pushes supported updates after your review, and brings the AWS-returned status back into the deal record.
How does the ACE integration work?+
You connect your authorized Partner Central account. Octora reads your opportunities, links them to deals, and writes supported fields back after a rep approves each change. Which actions are available depends on your Partner Central permissions and on the AWS review state of the opportunity. Some fields are locked by AWS while an opportunity is submitted or in review, and Octora shows that instead of pretending it synced.
What does "stale" mean and who decides?+
You do. The default flags any linked ACE opportunity with no meaningful update in 14 days. Your team sets the threshold. AWS has no single rule here; the point is that the AWS seller on the account never finds out before you.
Does Octora decide whether AWS funding is approved?+
No. Eligibility and approval remain with AWS. Octora checks that a fund request is complete and consistent with the deal and the ACE record before you submit it, tracks its status for the whole team, and keeps the evidence attached.
Will AI send messages or change ACE without approval?+
Consequential actions require human review. Octora shows the evidence and the proposed change before anything is written to ACE or sent to a customer.
Who can access my data?+
Your team. Each customer database is encrypted with its own key. Octora staff can only decrypt it for debugging after you approve that specific access. Octora is ISO 27001 certified.
How is AI usage billed?+
Every plan includes a monthly AI allowance. Advanced and Premier can go beyond it at metered cost. As a reference, a four-person team running daily digests, meeting transcription, document summaries and deal intelligence used about $80 of AI in one month. Core CRM and ACE features work without AI spend.
Can I sign up without a demo?+
Yes. The Free plan is self-serve: connect Partner Central and one mailbox, link up to five deals to their ACE opportunities, and see the stale watch and drafted updates on your own data. Most teams still book a 20-minute walkthrough before migrating a full pipeline.
Is there a free trial?+
Yes. Every paid plan starts with a 30-day free trial, no credit card required. The Free plan has no time limit.
Can I pay for Octora with AWS MDF?+
Octora is eligible for AWS Marketing Development Funds. Ask us in the demo request and we will walk you through how partners use their MDF allocation to cover the subscription.
What counts as a deal on the plan limits?+
Open deals. Won and lost deals do not count, so importing your history does not consume the limit. Plans are not priced per user; invite your whole team on any plan.
How should we evaluate a 30-day pilot?+
Start with a handful of live opportunities. Count stale ACE opportunities at the start and at the end, time spent on duplicate entry, fund requests returned for clarification, and time from a customer meeting to an approved follow-up.